Franchise Canada May/June 2018

HEALTH & WELLNESS FRANCHISE OPPORTUNITIES

SPOTLIGHT ON SENIOR SERVICES FRANCHISES

ULTIMATE GUIDE TO BUYING A FRANCHISE

INSIDE! FREE PASS TO

located on the subscription card

A Canadian Franchise Association Publication / FranchiseCanada.Online

ORANGE EFFECT HOW FRANCHISING IS FUELLING ORANGETHEORY FITNESS’ EXPLOSIVE GROWTH

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CONTENTS MAY/JUNE 2018

16 COVER STORY

32

The Heart of a Successful Franchise Orangetheory Fitness has its finger on the pulse of fitness’s future

43

16

FEATURES

21

Picture of Good Health Four food franchises that are serving up flavourful and nutritious meal options

27

Eye of the Beholder Beauty franchises offer services to suit a range of markets and clientele

4 Canadian Franchise Association

Ultimate Guide to Buying a Franchise in Canada Fit as a Fiddle Franchise Canada takes you on a cross-country tour of health & wellness franchises

53

Aging Gracefully Five feel-good senior care franchises

59

Cornering the Market Four real estate franchises with expanding opportunities on offer

www.cfa.ca | www.FranchiseCanada.Online

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

DEPARTMENTS

82

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

84

64 67

MILLENNIALS IN FRANCHISING Thriving Young Canadian Franchises Ctrl V and Hopscotch are 2018 NextGen in Franchising Global Competition winners

70

THE FIRST YEAR Equipped for Success Graeme Parcher’s exciting first year as a TheRentalGuys.ca franchisee

73

A DAY IN THE LIFE Living a Happier and Healthier Life Simply For Life franchisee helps inspire Canadians through nutrition-based lifestyle

76

LEADERSHIP PROFILE Rise to the Top Sebastian Fuschini dishes on his role in expanding Pizza Pizza’s presence through franchising

79

SHOW ME THE MONEY 4 Franchises for Under $50K FRANCHISE FUN Enjoying Life George Raios’ recipe for success involves family, collaboration, and hard work

89

FRANCHISE TUTORIAL Tutorials 11 & 12 This issue: • Intro to Inventory • Intro to Approved Suppliers

COLUMNS

10

CFA CODE OF ETHICS

12

INDUSTRY NEWS

86

ASK THE EXPERTS

93

MARKETP­L ACE

105

ADVERTISERS’ INDEX

106

GIVING BACK

EMERGING SYSTEM A Driving Franchising Force WeBuyUrRide expands throughout Canada with a customer-centric business model Visit www.FranchiseCanada.Online/LearnMore to find further information about the franchises featured in this May/June issue.

Franchise Canada

May | June 2018 5

PUBLISHER’S MESSAGE

H

A DEEP DIVE INTO FRANCHISING

ave you been dreaming of starting your own business? Those dreams could become reality with the franchise business model, which allows you to own and operate your own business, but with a strong franchise system backing you up.

This Beauty, Health & Wellness issue has just what you need to learn more about franchising, especially if you’re considering a franchise to help foster healthy lives. With expert advice, exciting opportunities, and engaging success stories, this issue has what you need to start navigating the franchise waters. We've also updated to a fresh new look, to make it even easier for you to engage with our Franchise Canada brand.

What better way to start the franchise education than with an inspiring success story? Our cover story features Orangetheory Fitness, the fast-growing franchise that’s taking the fitness world by storm. On page 16, Partner David Hardy shares his thoughts on this explosive growth, and what’s attracting top-notch Canadian franchisees like multi-studio owners Matt and Reem Smolley.

Beauty, health & wellness franchise opportunities take centre stage in this issue, starting with a relaxing look at beauty spa franchises on page 27, and franchises that are dishing up healthy meals on page 21. With an aging Canadian population, there’s no better time to learn about senior care franchises, and we highlight five of these franchises on page 53. We also take you on a tour of healthy opportunities from coast to coast in our health and wellness franchises across Canada feature on page 43.

Now that you’ve gotten your franchising feet wet, it’s time to dive right in to the Ultimate Guide to Buying a Franchise in Canada, where you’ll find the advice, tips, and information you need to help you make informed franchising decisions. Starting on page 32, this Guide will take you through the fundamentals, including the reasons to become a franchisee, what you need to

6 Canadian Franchise Association

know before you invest, and what makes for a profitable franchise, and also shares entrepreneurial advice if you’re looking to franchise your own business. You can find even more Ultimate Guide articles online at www.FranchiseCanada.Online, the ultimate place to continue your franchising education, and can learn more about any of the franchises featured in this issue at www.FranchiseCanada.Online/LearnMore.

While owning a franchise requires a lot of preparation and hard work, it can also be an extremely rewarding experience, which is why it always helps to hear stories from successful franchisees throughout Canada.

On page 73, Newfoundland-based Simply For Life franchisee Gail O’Brien shares how helping to improve the lives of others is changing her own life for the better, and on page 70, you can learn from TheRentalGuys.ca franchisee Graeme Parcher, who is thriving after his first year with the equipment rental franchise. To top it all off, NextGen in Franchising Global Competition winning franchises Ctrl V and Hopscotch have advice for other young entrepreneurs on page 67.

Regardless of the category you choose, you can keep your head above water if you put the tools, tips, and triumphs from this issue to proper use. I hope this issue helps you swim to franchising success!

Lorraine R. McLachlan President & CEO Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Looking for a proven and profitable opportunity?

Look no further.

Massage Addict serves a gap in the market by providing affordable therapeutic massage without sacrificing quality or service.

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Canada’s first and largest membership-based massage therapy provider, with over 80 clinics across Canada!

For more information please contact Michael Mutsaerts, VP Franchise Development at FranchiseMA@massageaddict.ca

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CFA BOARD OF DIRECTORS BOARD CHAIR John Wissent* PRESIDENT & CEO Lorraine McLachlan*, Canadian Franchise Association 1ST VICE CHAIR John DeHart*, Nurse Next Door 2ND VICE CHAIR Gerry Docherty*, Good Earth Cafes

PUBLISHER

TREASURER Rick Chittley-Young*, BDO Canada LLP

Canadian Franchise Association (CFA)

SECRETARY & GENERAL COUNSEL Peter Snell*, Gowling WLG LLP

PRESIDENT & CEO Lorraine McLachlan

PAST CHAIR Ken LeBlanc*, PropertyGuys.com

VP, MARKETING & COMMUNICATIONS

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

Kenny Chan

Larry Weinberg*, Cassels Brock & Blackwell LLP

EDITOR Lauren Huneault

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

GRAPHIC DESIGNER Andrea Lee

DIRECTORS

ADVERTISING SALES Gwen Dunant

Hadi Chahin, Mary Brown’s Inc. Felix DeCata, Boston Pizza International Inc. David Druker*, The UPS Store Mark Eaton, CARA Operations Ltd. Lafleche Francoeur, Pacini Joel Friedman, Tilted Kilt Pub and Eatery Sebastian Fuschini, Pizza Pizza Clark Harrop, McDonald’s Restaurants of Canada Limited Terry Hould, ServiceMaster of Canada Limited Andrew Hrywnak, Print Three Franchising Corporation Don Leslie, A&W Food Services of Canada Jon-Anthony Lui, Tutor Doctor Sherry McNeil, 3rd Degree Training/Actual Nutrition Dawn Mucci, Lice Squad.com Gary Prenevost, FRANNET Frank Stanschus, Little Kickers Bob Tipple, Expedia CruiseShipCenters *Executive Committee member

NATIONAL SPONSORS

The CFA wishes to acknowledge and thank these National Sponsors for their support throughout the year.

Find out more about these companies at www.cfa.ca/sponsorship

AD COORDINATOR Andrea Lee CONTRIBUTING WRITERS

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

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

visit www.FranchiseCanada.Online or call 1-800-665-4232 ext. 224.

Return Undeliverable Canadian Addresses to: Canadian Franchise Association 5399 Eglinton Ave. West, Suite 116 Toronto, ON M9C 5K6

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

© 2018, 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

At

Mary Brown’s we think outside the

Bucket

Our approach to franchising is as fresh as our menu.

If you’re exploring franchise opportunities, consider Mary Brown’s. Beyond our outstanding numbers, there’s a genuine commitment to quality, innovation and integrity in everything we do.

You’ll immediately feel our passion for this brand – and for your success.

Contact : Safiah Arooz, Director of Franchising | 416 576 3911 | franchising@marybrowns.com

40%

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sales growth

Made Fresh from Scratch

Years

MENU

in business

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Truly

Canadian

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CHICKEN

TATERS

CODE OF ETHICS

T

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

CHAUFFEUR SERVICES

wi t h a fr a nc h is e f o r u n d e r $ 40 k J o i n o ne o f C an ad a’ s f as t e s t gro w in g f r anc h is es D ri v e r s e at is a b u s in e s s w it h p u rp o se H o me b as e d - s c ale w it h o u t t h e c ap it al req u ire m e n t s o f b r ic k s an d mo r t ar W in n e r o f C FA Aw ard o f Ex c e lle n c e W i nne r o f Ch am b e r o f C o mm e rc e I n n o v at io n Award Talk t o u s ab o u t y o u r m ar k e t t o d ay . driverseatinc.com/franchise

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INDUSTRY NEWS

Your source for what’s happening in Canadian franchising

Left to right: Robert Bruski, Co-founder, Ctrl V, Wyatt and Aiden Booth, Founders, Hopscotch

Canadian Entrepreneurs Named IFA 2018 NextGen in Franchising Global Competition Winners This past February, the International Franchise Association’s (IFA) Franchise Education & Research Foundation announced its 2018 NextGen in Franchising Global Competition winners, with Ctrl V Co-Founder Robert Bruski and Hopscotch Founders Wyatt and Aiden Booth named among the finalists.

The winners were recognized at the IFA Annual Convention in Phoenix, Arizona from February 10-13.

The Annual Convention culminates a year-long campaign and global competition, with individuals submitting their franchise business plans for a chance to be among the top 20 winners selected. Hosted by the IFA, and co-sponsored by the Canadian Franchise Association, the NextGen in Franchising Global Competition is a worldwide program that engages millennial entrepreneurs seeking to grow their business through the franchise business model.

“This year’s NextGen in Franchising Global Competition was the most competitive yet, with nearly 900 applicants from around the world vying for the chance to attend the IFA

12 Canadian Franchise Association

Annual Convention and to pitch their business,” said David McKinnon, CFE, Foundation Vice Chair and Chairman of the NextGen in Franchising Committee. “We continue to be impressed year after year with the quality of submissions we receive and the high calibre of these young entrepreneurs that represent the future of franchising. We were excited to meet this year’s winners to provide them with unmatched mentoring and support from the world’s top franchise business leaders.”

Since the program’s inception in 2015, nearly 2,000 millennial entrepreneurs from more than 50 countries have applied. Many NextGen winners have been featured in top business publications such as The New York Times, Inc., and Fast Company, among others.

CENTURY 21 Ultimate Opens New Office in Edmonton, AB CENTURY 21 Ultimate is now open in Edmonton, Alberta. Owner Andy Mahdavi says he is looking forward to growing his team with the support of CENTURY 21 behind him every step of the way.

“When I decided I wanted to open my own franchise, CENTURY 21 was

www.cfa.ca | www.FranchiseCanada.Online

the clear first choice,” says Mahdavi.

“I was initially drawn to the company because of the innovative technology and tools they offer. I stay engaged because of the incredible support they provide. The marketing resources that are readily available make my job so much easier. This allows me to focus on recruiting new agents and growing my business.”

Before joining CENTURY 21, Mahdavi was in the construction industry, and he wanted to use his knowledge of homes in a different way. Before the doors opened for business, Mahdavi had already recruited a group of 10 agents. He hopes to continue that momentum in the months to come, and has set a goal for himself to hire 35 agents by the end of 2018. He plans to focus on training and developing his agents so they can be successful.

“The CENTURY 21 brand is a wellrecognized name in the Edmonton area. As the market continues to grow, so does our presence. This will be the seventh CENTURY 21 office in Edmonton, and we are excited to see CENTURY 21 Ultimate flourish under Andy’s leadership,” says Brian Rushton, Executive Vice-President of CENTURY 21 Canada.

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Sign up with Moneris and receive preferred pricing through the CFA Member Discount Program. moneris.com/cfa | 1-888-552-0341 MONERIS, MONERIS & Design and MONERIS BE PAYMENT READY & Design are registered trade-marks of Moneris Solutions Corporation.

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INDUSTRY NEWS Crestcom Expands in Eastern Canada Crestcom International LLC is pleased to announce that they and Area Representatives Mike and Vickey Gibson of Gibson Leadership Solutions have executed a new Area Representative and Franchise Agreement in Eastern Canada. The Gibsons currently own the territory of Ontario, and with the new agreement, have expanded into Quebec, New Brunswick, Nova Scotia, Newfoundland, and Prince Edward Island. The agreement took effect in early 2018.

Second Cup Coffee CO™ Moves to Clean Label Beverages In January, Second Cup Coffee Co. announced a move to Clean Label beverages, with a commitment to eliminate artificial colours and flavours, preservatives, and high fructose corn syrup from all beverages on the menu. Currently, 25 beverages achieve the "Clean Label" standard, representing 70 per cent of the chain's beverage menu. The company quietly tested the menu

changes for months before launching in the new year to ensure that the reformulation did not change the great taste of the beverages customers have grown to love.

"We know that Canadian consumers are making more informed food choices. They care about what's in their food and drinks, and they're looking for options they can feel good about," said Garry Macdonald, President & CEO, Second Cup. "We're proud to be leading the Canadian coffee market in a move to Clean Label beverages. At Second Cup, we're on a continual mission to provide the most premium and innovative coffee experience in the country - and we believe that this is an important step in that journey."

In addition to its commitment to Clean Label, all coffee served at Second Cup is third-party certified to be grown, harvested, and processed in a socially and environmentally responsible manner. Second Cup coffees are Rainforest Alliance Certified, Fair Trade Certified, and/or Certified Organic.

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.

14 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Nova Scotia Gets First Driverseat Franchise Transportation just got more convenient, accessible, and affordable in Eastern Canada with the opening of a new Driverseat franchise in Nova Scotia. Franchise owner Marko Jovanic officially launched the business servicing Dartmouth and Bedford on February 1st of this year.

Driverseat franchisees provide chauffeurs to drive customer’s vehicles when they can’t, or using better judgement, choose not to drive themselves. The four services provided are Designated Driving, Assisted Transport, Airport Chauffeur, and Vehicle Chauffeur.

“We are really excited about launching in this new location.” states Brian Bazely, CEO of Driverseat. “The opening in Nova Scotia marks the fourth province we operate in, following Ontario, Manitoba, and Saskatchewan. Our goal is to make transportation more affordable and to provide safe alternatives to those who want to consume wine with dinner or have cocktails with friends and as a result, reduce impaired driving.”

“I am so excited about the response from the community, the customers, and our Coachmen,” adds Marko Jovanic, franchise owner. “We already have over 2,500 followers on Facebook, Instagram, and Twitter. With a team of Coachmen now hired and trained, a strong presence on social media, and the mobile app set up, we are ready to provide service!”

BC Minuteman Press Printing Franchise Sponsors 2018 Scotties Tournament of Hearts The Minuteman Press in Penticton, British Columbia was a proud sponsor of the 2018 Scotties Tournament

INDUSTRY NEWS of Hearts Canada Curling Championships. Co-owners Andre Martin and Barbara Jenic attended the nine-day event this past winter, which brought together Canada’s best and saw Team Manitoba’s Jennifer Jones tie the legendary Colleen Jones for the all-time record with six Scotties Tournament victories.

“To be a Silver Sponsor for the 2018 Scotties Tournament of Hearts was a real honour,” says Andre Martin. “Sponsoring and attending the event was a great way for Minuteman Press in Penticton to raise our profile with our business community so that people know they can come to us for a wide range of products and services. Much like the participants in the tournament, we have an experienced team in place, and strive to be the champions of high-quality design, printing, marketing, and customer service.”

Edo Japan Brings Fresh Eats to Winnipeg Canadian-made eatery, Edo Japan (Edo), continues to grow as it extends into the Manitoba market with the opening of its first Winnipeg location.

The Polo Park Mall restaurant marks the first in a series of six Winnipeg openings set to roll out across the city in 2018. With 120 locations in Alberta, British Columbia, and Saskatchewan, the Japanese-inspired quick service restaurant continues to gain popularity across the country for its quick, healthy, and delicious meal options.

“We are excited to begin Edo’s growth into eastern markets with a number of new locations in Winnipeg,” said David Minnett, President and CEO, Edo Japan. “We have been inspired by the enthusiasm of our fantastic Winnipeg franchising partner, who will be introducing our fresh dining offerings and legendary

customer service to another great Canadian city.”

Anchored by its commitment to quality service and ingredients, Edo will introduce the Winnipeg market to it fresh take on traditional Japanese cuisine, with franchisee Dinusha Wijesinghe of Pirani Group of Companies set to oversee operations for the first six locations.

“My dream is to contribute to the community by presenting Winnipeg with a new healthy dining option that provides fresh and delicious meals made right before your eyes,” says Wijesinghe, a Winnipeg resident of 15 years. “I believe Edo Japan can contribute to the wellness and diversity of our community, and if I know one thing about Winnipeggers, it’s that they enjoy something new, fresh, and unique – I believe that Edo Japan encompasses all of these elements.”

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416 201 1010 Franchise Canada May | June 2018 15

COVER STORY

16 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

THE HEART OF A SUCCESSFUL FRANCHISE Orangetheory Fitness has its finger on the pulse of fitness’s future

BY JESSICA BURGESS

Franchise Franchise Canada March | April Canada May | June 2018 17

In the spring of 2010, founders Ellen Latham, Dave Long, and Jerome Kern opened the first Orangetheory Fitness (OTF) studio in Fort Lauderdale, Florida. A year and a half later, Canadian David Hardy became a partner in the company and, in the fall of 2012, Orangetheory was already opening the doors of its first Canadian studio in St. Albert, Alberta.

Within a few months of opening the Alberta location, three more studios opened in Canada. By 2014, the number of studios in Canada increased to 12, then to 18 in 2015. This explosive growth continued, and by 2016, Orangetheory Fitness had 43 studios open in Canada, and 60 by 2017.

Hardy notes that the company’s unprecedented growth is par for the OTF course, as it has quickly become one of the world’s top fitness franchises. With 1,000 studios set to be in operation by the middle of 2018, primarily in the U.S. and Canada, the company is ready to do everything but slow down. OTF is now operating in 18 countries worldwide, with expectations for 25 countries by 2020.

Approachability and training The foundation of the Orangetheory workout plan is 60-minute high-intensity interval training (HIIT), where workouts are broken down into intervals of cardiovascular and strength training. A personal trainer, or coach, leads each session, and participants can use a combination of treadmills, rowing machines, TRX suspension training, and free weights during their workouts.

“When we started out, our elevator pitch was that we were affordable group personal training. It’s not a typical gym with that typical high personal training price,” says Hardy, noting that OTF makes high-calibre training accessible.

So much of the company’s success comes from bringing the model of personal training into a group setting.

“The groups encourage people. I’m a competitive person, and that group atmosphere is a great motivator,” says Hardy.

Something else that sets the company’s workout program apart is the real-time feedback provided by each studio’s heart-rate monitoring system. “We employ a lot of technology, and everyone who comes in is encouraged to wear a heart-rate monitor,” adds Hardy. Each participant can see real-time, tailored feedback on the quality and progress of their workout, which provides further motivation.

“It’s fun, it’s easy: you go in for one hour, you don’t have to think about it, there’s music playing in the

18 Canadian Franchise Association

background – we have great music – and you’re more successful because you’re in a group,” says Hardy.

Backed by the science of excess post-exercise oxygen consumption (EPOC) – also referred to as the “afterburn effect” – Orangetheory’s workouts help participants get their heart rates up in such a way that stimulates metabolism and increases energy for the 24 to 48 hours following the workout. “We call this the Orange Effect,” Hardy says. “The workout works.”

A singular concept This “Orange Effect” certainly drew Matt and Reem Smolley, owners of four studios, to the company. They both come from fitness backgrounds, and were members of the Edmonton Orangetheory studio. “We instantly fell in love with the concept, could see and feel the momentum building, and valued the scientific basis for the product,” they share. “When the opportunity arose to purchase the rights to Calgary South, we jumped on it!”

While it’s not necessary for franchisees to have fitness backgrounds, it can definitely help. The most important thing, though, Hardy notes, is finding people who are “connected in the community, and have the skills and ability to run a full-time business.”

Hifa Maleki, VP Franchise Development and Operations in Canada, adds: “Our franchisees are passionate, driven, self-motivated individuals. They know how to work independently.”

The Smolleys fit this profile perfectly. “Our goal was to build a community reputation by being accessible owners, and to be involved in daily operations,” they share.

“We knew the product could speak for itself, so our mission was to create a space where people could come not only to work out, but to be part of something exciting, positive, and fulfilling in the community.”

The Orangetheory Fitness model has also attracted celebrity athlete franchisees, including former National Hockey League player Trevor Linden in Vancouver, and Olympic Gold Medal curler Brad Gushue in Newfoundland.

Part of franchisee success is owed to the Orangetheory corporate team’s dedication to building up its studio owners. “Orangetheory Fitness has an extensive onboarding process, which truly sets up franchisees for

www.cfa.ca | www.FranchiseCanada.Online

success. Before they even receive any franchisee training, they have access to our materials, along with our Online University, Orange U. We also have experts of Training, Fitness, and Sales – essentially our franchisees have access to any type of expertise they may need,” explains Maleki.

Members first As with the Smolleys, Hardy notes, “Franchisees are usually members first. They typically come to us from our member base, rather than franchise shows. Our franchisees are embedded in the community, which makes them much more successful.”

“We would not be where we are if we didn’t have our franchisee group,” shares Maleki. “The franchise model has allowed us to grow rapidly by bringing in great partners. We’re lucky that most of our franchisees were Orangetheory members first; they knew and loved the brand, so we kind of fed the machine.”

Indeed, Orangetheory Fitness has been ranked in the top 500 on Inc. Magazine’s “Fastest Growing Private Companies” list three times in a row, most recently in 2017, and is part of a very select few companies that have been included three times on Entrepreneur’s Franchise 500 list of the top franchises in the world.

“Franchising makes all of this possible. As a franchisor, it’s our job to figure out how we did it, codify it, and share it with the rest of our network to share the success,” explains Hardy.

“The franchisees who join really know their communities. We at the national head office are the experts on the Orangetheory brand, but our franchisees are truly the experts on their local markets,” adds Maleki.

The Smolleys can attest to this franchisor–franchisee synergy. “There are websites, forums, online continuing education, IT solutions, etc., but the most important and valuable aspect has been the people that the franchisor has put in place, and how they interact with the franchisees. Dave [Hardy] and Hifa [Maleki] have done an amazing job creating an OTF Canada team that is valued, appreciated, and praised by us as franchisees.”

Marketing for the future The corporate team also has its finger on the pulse of how the world of marketing is changing. Not only is the company’s innovative approach to developing its franchisees key to its success, but so is its ability to provide agile marketing and publicity materials.

“With all the channels for advertising, especially online, it’s almost impossible for any one business to be on top of every one of them,” explains Hardy. This is yet another reason the franchise model contributes to Orangetheory’s success – the brand is able to share assets, marketing strategies, and techniques across the huge company.

“Marketing has been the best asset in our growth,” the Smolleys note. “Our brand is current and exciting, and as such, we place a huge value on representing that when we market.”

Without the dedication of franchisees, the company couldn’t reach the communities and individuals it does.

“From the start, you have to believe in the product. [Feeling] like you are onto the best kept secret in fitness – a proven, scientific concept that guarantees to change how people feel – [you’ll] want to share that with the world.

If you can be that and feel that, it will ooze into every single component of your business,” the Smolleys add.

Results lead to growth David Hardy is not only a franchisor, he also operates the master franchise for Canada. This position makes him uniquely poised to see where Orangetheory Fitness is going next, and the way that franchising so obviously factors into this. “So much of our growth is from our members,” Hardy notes, “and certainly we’re going to see 2018 bring even more studios to Canada and the rest of the world. By the end of the year, we’ll be up to between 1,100 and 1,200 studios worldwide.”

This success and growth is something OTF could never achieve without the wholehearted belief of franchisees like the Smolleys. Reem shares: “Matt and I have always loved being in fitness and having a positive impact on people’s lives. Getting to see the changes, journeys, and near-miracles that happen right in our studios makes us feel fulfilled, proud, and humbled that we get to work so hard for something that means so much!”

As a recent press release states, “Some have compared the growth of Orangetheory to ‘steering a brand strapped to a rocket ship.’” In January 2018 alone, OTF opened five new studios across Canada, and this summer, Orangetheory will be launching a new app that provides members unprecedented feedback and access to the brand. The company will also be rolling out new state-of-the-art equipment to its studios this spring, and, of course, more franchisees and more studios!

Hardy sums it all up: “There’s really nothing out there like it.”

ORANGETHEORY FITNESS STATS Franchise units in Canada: 66, US: 780, Other: 33 Franchise fee: $59.5K Training: Provided Available territories: Canada, US, International Franchising since: 2011 CFA member since: 2012

Franchise Canada May | June 2018 19

Everything you need to create your franchise future!

Buying a franchise can be an overwhelming process.

The good news is you don’t have to do it alone. Franchise Canada is here to guide you through the franchise process, with everything you need in one spot: www.FranchiseCanada.Online

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

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

Discover franchise opportunities Don’t settle your future on the first franchise you see.

There are over 1,300 different franchise opportunities available across more than 50 different industries, and at every price point. Explore the wide range of opportunities available to you in our online directory.

Connect with franchisors Before you sign a franchise agreement, get to know the people behind the brand that you’re set to partner with.

You can speak to them in person and face to face at the Franchise Canada Show, or set up a meeting through our online directory.

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

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

GET STARTED TODAY! WWW.FRANCHISECANADA.ONLINE

Picture of Good Health

Four food franchises that are serving up flavourful and nutritious meal options

BY GEORGIE BINKS

As Canadians continue to focus on their health, diet takes centre stage, and franchises are offering nutritious meal options for those with busy lifestyles, from plant-based menus and meat replacement proteins, to healthy beverages and nutrient-packed grains and greens, and more.

Read on to learn about four food franchises that are helping to prove that Canadian customers can satiate their appetites with healthy options that taste great!

Franchise Canada May | June 2018 21

PICTURE OF GOOD HEALTH Booster Juice Founder Dale Wishewan

Booster Juice When Booster Juice Founder Dale Wishewan developed the idea for the franchise in 1999, he figured he was onto the next big thing – healthy drinks and food all wrapped up in a very attractive package. The fact that the franchise now boasts 360 locations in Canada, the U.S., Mexico, and the Middle East proves he was right. “We’re three times the size of our next competitor. It speaks to the strength of the brand and our loyal customer base,” says Wishewan.

Wishewan, a former mechanical engineer, had a real interest in healthy beverages when he developed Booster Juice, and his customers agreed. “Customers come in because we’re a nutritious choice,” he says.

The major benefit of operating this franchise is that “We’re in the right sector. Health and wellness is continuing to trend – we’re at the top of people’s minds.”

One of the best things about the franchise from a franchisee’s point of view is the ease of operation, says Wishewan. “You don’t have to arrive at 4:30 in the morning to prep food, and when you shut your store, you’re not there for hours after.”

The biggest challenge has been the increase in minimum wage in Alberta and Ontario, as these provinces are where the largest concentration of Booster Juice locations can be found.

Wishewan says the ideal franchisee is someone who was a customer to begin with, who is passionate about the product offering,

Commercial Cleaning Business Opportunity. Initial business. Comprehensive training. High demand.

Ongoing operational support. Established reputation.

Industry leader. Low investment. Growth potential.

Find your plan at www.janiking.ca

22 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

PICTURE OF GOOD HEALTH and who has a successful track record in sports, academics, or their career, but not necessarily with a restaurant or business background.

All new franchisees go through a 14-day training period at head office in Edmonton, with manager training conducted multiple times during the year. Wishewan says franchisees should remember that they’re buying into a business with a proven track record, but still need to ensure the business is well run.

Booster Juice has new franchise locations opening up across Canada, including entering new markets in Prince Edward Island, Quebec, and the Northwest Territories.

BOOSTER JUICE STATS Franchise units in Canada: 355, US: 3, Other: 4 Corporate units in Canada: 12 Franchise fee: $30K Investment required: $255K-$275K Turnkey Start-up capital required: $95K-$120K Training: Two Weeks at Head Office + Ongoing Support Available territories: All of Canada, International In business since: 1999 Franchising since: 1999 CFA member since: 2002

Franchise Canada May | June 2018 23

PICTURE OF GOOD HEALTH

Copper Branch With tasty menu offerings like the Mushroom Galaxy Burger and Bombay Soup, it’s no wonder the plant-based restaurant, Copper Branch, is changing minds about healthy all-natural cuisine.

“We want to make plant-based food more accessible and more delicious. As we continue to expand and open more locations, we want to make a difference in the food industry and show that plant-based foods don't have to be bland. People who want to be healthy can come and eat a clean meal,” says Andrew Infantino, Marketing Director of Copper Branch.

Copper Branch was founded by Rio Infantino, Andrew's father, who, after selling off his fast food restaurants, researched the market and came up with a 100 per cent plant-based menu, and a concept to develop the franchise. Copper Branch opened its first location threeand-a-half years ago in downtown Montreal, and now has three locations in Ontario and 13 in Quebec, with plans to expand to 25-30 locations by the end of the year in both those provinces.

Infantino says the franchise is still working on improving some of the systems when it comes to operations and training, and franchisees work a lot of hours, but there are

24 Canadian Franchise Association

strong benefits to operating a Copper Branch franchise.

“Our team really feels good about serving the food we serve. It's an alternative to traditional fast food, and it’s food we can all feel good about,” he says.

Infantino says business experience is a plus, but not a necessity for franchisees, but they need to be business savvy in the restaurant industry. “They should be passionate about either Copper Branch, the food we’re serving, or the industry we’re in.”

The franchise offers two to three weeks of training at a certified training location, and ongoing operational support in every province, along with menu development.

COPPER BRANCH STATS Franchise units in Canada: 9 Corporate units in Canada: 8 Franchise fee: $35K Investment required: $300K-$450K Start-up capital required: $150K-$200K Training: Full training Available territories: All of Canada, US, International In business since: 2014 Franchising since: 2014 CFA member since: 2015

www.cfa.ca | www.FranchiseCanada.Online

PICTURE OF GOOD HEALTH

Hopscotch What do a couple of university students do with their spare time if they have a lot of energy? Party? Take up rowing? Not if you’re Wyatt Booth, 25, and his brother, Aiden, 23. The founders of Hopscotch, a new healthy eating franchise, started their first business in 2015 under the name Freshbooth, as part of a university business assignment.

After working with different chefs, recipes, farms, and methods to run the business, they rebranded as Hopscotch (they chose the name because it’s catchy and evokes childlike innocence) in December 2016, opening their first location in downtown Toronto. “Aesthetically, we wanted the space to be very inviting, and warm and fun,” says Wyatt Booth.

In early 2017, they decided to franchise. Hopscotch now has four corporate locations in Toronto, Vaughan, and London, with franchise locations in Toronto’s Fort York and another three-store deal in Toronto, as well as a four-store deal in Edmonton.

Booth says they’re working with celebrity chefs like Vancouver’s renowned chef Vikram Vij to create a seasonal menu that’s constantly changing. “We try to use a celebrity chef or a local chef from the neighbourhood we’re opening in – bring in different talent and backgrounds to really excite the customers, so whenever they walk in there’s something new.”

Booth says that while opening a restaurant can be challenging, the benefit to franchisees is that they’re coming into a system that’s tried and tested. “They get to hit the ground running right from the start,” he says.

In terms of training, the Vice President of Franchise Development walks franchisees through everything from signing to opening day. Franchisees also receive direct training for them and their staff with Hopscotch’s Executive Chef prior to and through opening, with frequent visits from both the Chef and Quality Assurance Manager.

The number one quality they’re looking for in prospective franchisees is that they’re passionate, says Booth. “We like people to like the kind of lifestyle we’re trying to create; not just food, but creating a healthier lifestyle and longevity.”

HOPSCOTCH STATS Franchise units in Canada: 8 Corporate units in Canada: 4 Franchise fee: $30K Investment required: $300K-$450K (average) Start-up capital required: $150K+ Training: Initial and ongoing training Available territories: All of Canada, US, International In business since: 2015 Franchising since: 2017 CFA member since: 2017

Franchise Canada May | June 2018 25

PICTURE OF GOOD HEALTH

YamChops It used to be that dinner consisted of three things - meat, potatoes, and vegetables. These days, though, people want to reduce their meat intake, but aren’t sure what to put in its place. “It’s become an overwhelming task to figure out how to replace your meat with something that provides protein, flavour, and texture,” explains YamChops Co-owner Toni Abramson. And that’s where YamChops, a plant-based butcher, has swooped in to offer a tasty solution.

Yummy offerings include Chick’N Schnitzel (made with chick peas), beet burgers, and black bean burgers to name a few, with 40 different options in total. “It’s about flavour and texture,” says Abramson.

YamChops opened in 2014 in Toronto’s Little Italy neighbourhood, and started franchising in 2016. Toni and her husband, Michael, the founder and creator of all the food, say YamChops was the first plant-based butcher shop to open in North America.

Toni says YamChops is a good system for franchisees.

“Our hours are more manageable. We don’t have the investment in equipment many restaurants have.”

Franchisees don’t need a cooking background to succeed in the business, because a lot of it involves simple assembly and minor preparation. Challenges include creating consistency in service acumen, having great staff, and training.

Franchisees need some level of business smarts, and the ability to solve problems. “You have to love being able to offer people food that you’ve put your heart and soul into,” says Abramson.

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YamChops has locations opening in Toronto, Edmonton, and Vancouver, and is also looking at U.S. locations. Training involves a six-week program, including everything from food preparation to service. Teams in Toronto and Vancouver also work with franchisees on an as-needed basis to support their growth and success.

To ensure that success, Abramson says, “You have to be invested in the process and understand every part of the business.”

YAMCHOPS STATS Franchise units in Canada: 1 Corporate units in Canada: 1 Franchise fee: $30K Investment required: $102K-$372K Start-up capital required: $100K-$150K Training: 6 Weeks Available territories: AB, BC, MB, NB, NL, NS, ON, PE, SK, US In business since: 2014 CFA member since: 2016

www.cfa.ca | www.FranchiseCanada.Online

Eye of the Beholder Beauty franchises offer services to suit a range of markets and clientele

BY SUZANNE BOWNESS

You only need to look down your city street to see that aesthetics services that were once hidden away in exclusive salons are popping up everywhere. For those who want to combine their business sense with their passion for beauty, several franchises are poised to capture a share of this market. Here are four such franchises:

Franchise Canada May | June 2018 27

EYE OF THE BEHOLDER

EvelineCharles Founder and CEO Eveline Charles says the epiphany that launched her journey from hairstylist to business owner and now soon-to-be franchisor happened after she ran the Boston marathon. “As soon as I finished the marathon, it was pouring rain, and I went into one of those Successories stores and there was a poem that talked about ‘Think big, grow big,’" she recalls. Within 10 years, she had expanded to several stores.

Now the eponymous brand, which offers everything from hair styling and nail services to skin care and laser hair removal, has grown even bigger. EvelineCharles boasts seven stores in Calgary and Edmonton, including a flagship store in the West Edmonton Mall. In 2005, the brand opened its own training schools, currently in Calgary and Edmonton. In 2016, Charles launched a lab to make the most of her product lines. Most recently, EvelineCharles has partnered with The Bay and Saks Fifth Avenue, to open salons within their stores. Many of those are planned as franchises.

So, what is Charles looking for in franchisees? While a beauty background is not essential, a business or marketing degree would be an asset. “We're looking for people who are going to be progressive and want

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to grow their business, to take our company to the next level,” says Charles. She says high-end services and pricing make her brand stand out to franchisees, along with the preferred pricing that comes with products made in-house.

Training for franchisees and staff takes place in the company school, followed by a lot of coaching, and use of the Key Performance Indicators. “We set goals at the beginning of the month. A lot of our business growth has come because we worked with our employees on a daily basis,” says Charles.

Charles, who has over 43 years of experience in the luxury salon business, says her best tip for prospective franchisees continues to be that effort earns rewards.

“I have always said, ‘You really need to think big, but you really need to walk your talk, and you need to work hard,’" she says.

EVELINECHARLES STATS Franchise fee: $40K-$50K Investment required: $300K-$2.2M Start-up capital required: $150K-$1.5M Available territories: AB CFA member since: 2017

www.cfa.ca | www.FranchiseCanada.Online

EYE OF THE BEHOLDER

Hand & Stone Massage and Facial Spa After successfully operating the Kwik Kopy Printing (KKP) franchise system for over 25 years, Gigi Harding and her brother were looking to repeat their success.

When they landed on Hand & Stone Massage and Facial Spa, they knew they had found the right concept, not least because they were already customers of massage services. “We fell in love with the concept of massage, because it's in health and wellness, the demographics were right with the aging population, and people want to take care of their health,” says Harding.

After opening their first store in 2009, they started franchising in 2010. Today, Hand & Stone is established in Ontario and expanding to Western Canada. Offering massage, facial, and waxing services, the franchise is a membership-based concept that offers reduced rates to regular clients. Harding says that the brand also aims at a spa-like environment. “You get a therapeutic massage and facial with a bit more of a pampering experience,” she says.

Harding says many franchisees come from backgrounds like marketing, IT, and accounting, although an interest in wellness and customer service is a must. “It's

very much a people-oriented business,” she says. Franchisees are very involved in running their businesses, at least for the first few years.

After three weeks of training, the franchise helps new owners with their launches for the first 10 days or so.

Follow-up visits from various trainers on topics such as customer service, marketing, operations, esthetics, and registered massage therapy ensure that they stay on track. The franchise is also a believer in using analytics to drive decisions. “We're big on customer surveys and analysis of the data so that we can see areas where we need improvement,” says Harding.

HAND & STONE MASSAGE AND FACIAL SPA STATS Franchise units in Canada: 25, US: 336 Corporate units in Canada: 1 Franchise fee: $39K Investment required: $415K-$613K Training: Three weeks Available territories: All of Canada In business since: 2008 Franchising since: 2008 CFA member since: 2008

Franchise Canada May | June 2018 29

EYE OF THE BEHOLDER

THE TEN SPOT Even after franchising THE TEN SPOT in 2012 and growing it to 24 locations today, Creator and CEO Kristen Wood still does all of the franchise sales herself, and for good reason. “I like to award franchises to those who are as passionate as we are,” says Wood. Already across Canada, the franchise has another 17 agreements signed, and plans to take the concept international.

Identifying a gap in the market between high- and low-end salons when she started the business in 2006, Wood positioned the brand to focus on customer service coupled with rigorous hygiene standards, all in what the 10spot likes to call an anti-spa® atmosphere. Now she’s formalized the operation around some distinctive core values, including her mission to “make everyone feel like a 10.”

In hand-picking franchisees, Wood says she looks for engagement. “You don’t need beauty experience, but you do need to be somebody who wants to be the face of their neighbourhood business, who’s into engaging with staff and guests,” says Wood. She expects 10spot franchisees to be involved in the business, even if they take on multiple locations, as many have. “You’re going to be most successful if you’re really hands-on.”

New franchisees are onboarded with the franchise’s Chief Operational Officer, then go through online training. They then tackle the “10spotter in 10,” 10 days of

30 Canadian Franchise Association

on-site training for all staff. Ongoing training is available in person and by phone, and weekly emails provide helpful operations reminders.

Founded on spa services like waxing, nails, and skin care, THE TEN SPOT recently entered the laser hair removal market, too, and with great results. Wood says she differentiates the service from those at other spas by allowing customers to buy sessions as they go, rather than as a package.

Wood’s advice for success applies not only to beauty, but to any franchisee. Talking to current franchisees, reviewing disclosure documents, and confirming your passion for the industry are all top tips. “You have to start out at a level 10 excitement, because this is not easy. It’s still your very own business, so there will be challenges, but if you’re really excited, then it’s easier to get through,” says Wood.

THE TEN SPOT STATS Franchise units in Canada: 24 Franchise fee: $35K Investment required: $275K-$395K (Including Initial Fee) Training: Included in the Franchise Fee Available territories: AB, BC, MB, NB, NL, NT, NS, NU, ON, PE, SK, YT, US In business since: 2006 CFA member since: 2013

www.cfa.ca | www.FranchiseCanada.Online

EYE OF THE BEHOLDER

Vixen Nails•Salon•Spa Vixen Nails•Salon•Spa Founder and CEO Karen Dixon says one of the reasons she started franchising was because people kept asking her to. “People kept saying, ‘I want a Vixen in my town. When are you going to have a Vixen here?’”

After seven years in business, she decided to take the plunge: Vixen Spa will open its first two franchise locations this summer. Two concepts are on offer: stores with aesthetic/spa services, and stores that additionally offer hair styling services.

Dixon says the brand aims to offer spa services that pair affordability with quality. Low start-up costs, a turnkey operation, and the recession-proof nature of a beauty business are all benefits she pitches to potential franchisees. “Everybody needs to get their nails and hair done, and skin care. Even though there could be tough economic times, they find their way to us somehow,” she says.

In franchisees, she’s looking for business and financial acumen, as well as people skills. “We're looking for someone to be really involved, working alongside their

managers and employees to make sure that it's operating smoothly,” she says. In turn, the franchise offers lots of support, with a four-week training program, then ongoing technical support and training on both product lines and skills.

She adds that the franchise is also keen on new ideas: two recent innovations include adding laser hair removal and obtaining liquor licences. Dixon says she welcomes franchisees who want to contribute. “We're always looking to grow and evolve, if they want to be a part of that journey with us,” she says.

VIXEN NAILS•SALON•SPA STATS Franchise units in Canada: 2 Corporate units in Canada: 4 Franchise fee: $35K-$45K Investment required: $250K-$350K (Franchise Fee Included) Training: 4 weeks (all-inclusive), plus ongoing training and support Available territories: All of Canada CFA member since: 2017

Franchise Canada May | June 2018 31

ULTIMATE GUIDE TO BUYING A FRANCHISE IN CANADA preneurs business model for entre Franchising is a popular , but with erate their own business who want to own and op . This m an established system the benefit of support fro ring tial tool for those conside Ultimate Guide is an essen es trepreneurship, as it provid this franchising path to en ide gu advice you need to help you with the insight and ss. ce pro nt nchise investme you through the entire fra del learn more about the mo Whether you’re looking to cific information about itself, or are looking for spe due , conducting the proper evaluating opportunities d an ls, na rt ser vice professio diligence, enlisting suppo you , this Ultimate Guide has the benefits of franchising the basics of franchising covered. We also focus on a concept that you’re your business, if you have gh the franchise model. considering growing throu n also broaden your Don’t forget that you ca ading online to www. education horizons by he where you can find even FranchiseCanada.Online, u piring content to help yo more informative and ins . get started in franchising

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www.cfa.ca | www.FranchiseCanada.Online

ULTIMATE GUIDE

FRANCHISE FUNDAMENTALS

What you need to know about this popular business model

S

o you want to be an entrepreneur? How does being in business for yourself, but not by yourself sound? Having the full support of a head office staff and fellow franchisees is one of the many benefits of the franchise business model. While fast food may be the first example that comes to mind, franchises are found in almost all industries, from advertising and automotive to fitness and real estate. No matter the product or service, the basics of the franchising remain the same.

Here are some of the fundamentals of franchising that you’ll want to keep in mind as you explore this path to entrepreneurship.

What is franchising?

Franchising is a business relationship in which a franchisor (a company or individual who owns the franchise system) grants a licence to a franchisee (a company or person who contracts to use the franchise system). This licence gives the franchisee the rights to operate a business using the franchisor’s trademarks, brand, and operating system for a specified length of time.

Consistency is an important hallmark of a good franchise system. Customers and clients expect to have the same experience at any location within the system, building brand and consumer loyalty. The franchisor ensures this through operations manuals and initial and ongoing training for franchisees and their employees.

Why franchising?

For the franchisor, franchising allows them to add more units and gain market share. Franchises can use different growth formats to achieve this. The most common formats include: • single-unit (one franchisee operating one location); • multi-unit (one franchisee operating two or more locations); • area development agreement (an agreement for one franchisee to open a specific number of locations within a specific geographical area within a certain time period); and • master franchise agreement (the master franchisee is able to sub-franchise and grant franchises to other franchisees within an assigned territory).

For the franchisee, franchising is a way to achieve success as a small business operator. The business model allows the franchisee to go into business with the support, brand, and proven concept of the franchisor.

Interested in franchising?

The first thing to do is research. Proper due diligence is the responsibility of every prospective franchisee and can save much time, money, and possible headaches down the road. An experienced team of franchise support services professionals can help you find a franchise, investigate it thoroughly, secure financing, and ensure everything is set up for your success.

• A franchise consultant can help you understand your franchise profile through identifying areas of strength or weakness, your business personality, and previous experience. This information will help you to find your best franchise fit.

• A n accountant can assist you in creating a business plan, organizing your finances, setting up your bookkeeping, and arranging for financing.

• A banker can review your business plan and, if approved, help arrange financing for your franchise.

• A franchise lawyer can review and advise on all legal documentation associated with your franchise investment, as well as any applicable legislation that could impact your franchise agreement or your new business.

Ensure that all members of your support team have experience in franchising, as it’s a unique business model that typically requires specialized knowledge.

What is the procedure?

Once you’ve assembled your support team and investigated franchise opportunities, it’s time to decide on the system that’s the best fit for you, and begin the application process. Usually this involves submitting a written application or form that outlines your experience, financial situation, and goals. This may be followed up with telephone or in-person interviews with the franchisor, to help make sure that this is the best match for both parties.

Before you sign on the dotted line, you'll want to review the franchise’s disclosure document. This document is a summary of information on the franchisor, its executive team, and its franchise agreements. It's mandatory by law in British Columbia, Alberta, Manitoba, Ontario, New Brunswick, and Prince Edward Island for all franchise systems operating in these provinces to provide serious prospective franchisees with a disclosure document.

Franchising is a business model used around the world, helping companies to expand and providing exceptional opportunities for people to go into business with the support of an established brand behind them.

Use these basics as starting point to guide you as you take your first steps into the world of franchising.

Franchise Canada May | June 2018 33

ULTIMATE GUIDE

10 REASONS TO BECOME A FRANCHISEE

A

franchise provides you with the advantage of a tried-and-true system and an operations manual that fully explains how you’re to replicate the franchise’s system at your location. While it’s impossible to eliminate all risk, if you work and follow that system, you can reduce the risk of business failure and increase your likelihood of success.

Each year, thousands of people across Canada invest in franchise opportunities for a multitude of personal, financial, and vocational reasons. Here, Franchise Canada outlines 10 of the many benefits that becoming a franchisee can bring.

2. Trademarks and patents A good franchisor will have already secured the trademarks and patents related to its brand. Franchisees are then licensed to use the franchise’s branding, trademarks, and proprietary products, services, recipes, etc.

1. No ‘reinvention of the wheel’ required A franchise prides itself on the system that it has developed and tested over time. When you invest in a franchise, you gain access to and use of its operations systems, products/services, logos, and more. This provides you with a road map to recreate the brand’s success at your location – providing you follow it to the letter.

4. Start-up costs estimated Though each franchisee’s experience can vary and there’s always the possibility of unexpected or unforeseen expenses, your franchisor should be able to provide you with start-up cost estimates that are specific to the system.

3. Territory rights In most case, you, as a franchisee, will be awarded an exclusive territory, giving you exclusive rights to offer your product or service within your designated area.

The territory is designed to reduce competition and can vary in size and scope.

Financing franchisees, and their dreams.

Operating a franchise has its own unique set of challenges.

Our dedicated National Franchising Services Group has the industry expertise and financing solutions your franchisees need to get their business off to a great start.

To learn more, visit bmo.com/franchise TM/®

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ULTIMATE GUIDE 5. Franchisor support and training Most systems will train new franchisees on the basics of operating their location. The duration, breadth, and depth of the initial training may vary by system, but most will offer education on aspects such as operational procedure, accounting, marketing, computer systems, and more.

6. Consumer awareness A franchise brings with it pre-existing consumer awareness; though the business may be new to the area, potential customers may already be familiar with the brand.

While local marketing and community outreach will usually factor into your franchise location’s marketing mix, having an established base of consumers who have experience with your brand can give you a leg up.

7. Strength in numbers Another advantage of a franchise system is working with suppliers and other merchants that have already been vetted for quality, pricing, reliability, and consistency.

As a member of a growing franchise network with group purchasing power, you can gain immediate access to established relationships with vendors, and may even enjoy perks such as preferred pricing or special delivery.

8. Peer network and support Being part of a franchise system also means you have a pool of knowledgeable peers who are just a phone call or email away. If you’re experiencing an issue or challenge with your business, chances are there are other franchisees in your system who have encountered the same or a similar issue and will have firsthand advice for overcoming it.

9. Research and development Through the franchisor, franchisees can be kept up-todate on business trends and consumer tastes and behaviours. They can also benefit from their system’s research and development initiatives for things such as new products and services, technology, and marketing.

10. Small business ownership In addition to the reasons already mentioned, don’t forget that you’ll also be a small business owner, operating your own business with the brand and support of the franchisor backing you up. As the saying goes, in franchising you’re in business for yourself, but not by yourself.

Franchise Canada May | June 2018 35

ULTIMATE GUIDE

10 THINGS YOU NEED TO KNOW BEFORE YOU INVEST

I

nvesting in a franchise is a decision that shouldn’t be taken lightly. Although the franchise business model can provide you, as a franchisee, with a business that has been tried, tested, and honed, no venture is without risks. Gaining as much knowledge as possible can help you avoid pitfalls and navigate any obstacles as you steer toward franchise success. Here, Franchise Canada has mapped out 10 vital questions that you’ll need to be able to answer as part of your due diligence process.

1. How will a franchise fit into your life and lifestyle?

Before you get into the specifics, think broadly. How will operating your own business impact your life? Will it upset the balance between your work and your personal lives?

Another important aspect to consider is the franchise impact upon your spouse and other family members.

2. What are you passionate about?

Another key to success is being fully enthusiastic about

the product or service you will be offering as a franchisee. Take a look at the hobbies, pastimes, and interests that mean the most to you. With a franchise available in nearly every industry out there, you’re sure to find one that matches your passions.

3. Does the franchise fit your personality and your strengths?

The system you choose should also fit your personality and play to your strengths. For example, someone who is quite outgoing and comfortable with marketing themselves and their business might be a great choice for a franchise that requires a lot of face-to-face contact with customers and clients.

4. Is your chosen franchise system a member of the Canadian Franchise Association (CFA)?

As part of your due diligence process, ask the franchisors you’re researching if they’re a CFA member. CFA

OPENING SOON dq.ca

Franchising Information:

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36 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

ULTIMATE GUIDE members voluntarily adhere to the CFA Code of Ethics, pledging to conduct their franchise business fairly. CFA members also have access to programs, resources, and more to help the system and its franchisees succeed.

5, Have you met with the franchise system’s senior management and support team?

You should also look at how well you fit with the system’s corporate culture. When you meet with senior management and members of the support team as part of the due diligence interview process, be sure to ask questions to make certain that their values and visions for the company line up with your own.

6. Do you know the rights and obligations prescribed by franchise legislation?

Specific franchise legislation in certain Canadian provinces shapes the rights and obligations of both sides of the franchise relationship – franchisor and franchisee.

The legislation, currently found in the provinces of British Columbia, Alberta, Manitoba, Ontario, New Brunswick, and Prince Edward Island, provides an outline of fair dealing for franchisors and prospective franchisees.

7. Have you received and reviewed the franchise’s disclosure document?

This comprehensive summary of information will provide you with background on the company, including any previous bankruptcy, estimated working capital and annual operating costs, training and support provided, and, typically, financial statements of the franchisor. In Canada, franchise systems are required by law to provide a disclosure document to prospective franchisees in British Columbia, Alberta, Manitoba, Ontario, New Brunswick, and P.E.I. 8. Have you talked to existing franchisees?

The disclosure document will usually include a list of current franchisees, as well as those who have left the system. Talking to these people can provide you with essential firsthand knowledge from those who have experienced it.

9. Do you have a business plan, and are your finances in order?

A business plan will outline your initial costs, projected income, and expenditures, and better allow you to plan your cash flow, particularly during your all-important first year in business. It will also play a large role in securing a business loan, as it lets both you and your bank see at a glance if your plan is realistic.

10. Do you fully understand the franchise agreement?

Before you sign on the dotted line, you should be aware of all your rights and obligations as outlined in the franchise agreement. The franchise agreement should also describe the rights and obligations of the franchisor.

Review the agreement with a franchise lawyer to ensure it contains the required or customary information.

The Education Continues Online!

Visit www.FranchiseCanada.Online to access the rest of the resources in this Ultimate Guide to Buying a Franchise in Canada. You’ll find expanded editorial content, along with additional articles containing the background information, tips, and expert advice you need to help you get off to a successful start in franchising!

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Franchise Canada May | June 2018 37

ULTIMATE GUIDE

3 CS OF A PROFITABLE FRANCHISE How to identify the components of a strong system and brand

A

ssessing the business strength of a franchise system is an important part of the due diligence process. While you may be passionate about the franchise’s product or service, excited about the opportunity, and prepared to work hard in your business, you need to ensure that the system you want to join is set up to be profitable in both the short and long term.

Though franchise systems can be quite different in terms of their product or service offering, the look and feel of their branding, and the skill set they look for in franchisee candidates, there are a few things that all strong franchises possess.

Here, Franchise Canada outlines three vital elements that prospective franchisees should watch for and evaluate when investigating a franchise system.

2. Concept At the core of each franchise system is a unique concept and selling point. Though many franchises may occupy a

©2015 Firehouse Subs.

1. Company Culture When you’re researching the franchise industry and specific franchise opportunities, you may start your search with a franchise magazine or online. Eventually, though,

you’ll take your investigations offline and start to meet with people representing the systems in which you’re interested. These meetings will give you a lot of insight into the culture of the brand and the personalities involved.

Pay close attention to the representatives when they talk about the brand. Are they passionate and excited to discuss the brand with you? Are they engaged and responsive? Are they willing to answer questions and give you time and space to explore the opportunity?

Consider the franchise’s vision, beliefs, and behaviours. Do they sync up with your own values? Would you be proud to be an ambassador of this brand?

Company culture is something that develops over time, but is not likely to change drastically over the course of your franchise agreement contract, so it’s important to consider your fit right from the get-go.

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

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

Join us on Facebook and LinkedIn

38 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

ULTIMATE GUIDE similar market space or industry, each individual franchise should have a unique differentiation from its competitors.

The unique selling point should be readily identifiable. When evaluating franchise concepts, ask yourself: If I were giving a 30-second “elevator pitch” to someone and had to describe this brand, could I quickly explain the concept and what makes it unique?

As part of your franchise investment, you receive the rights to use the brand, along with the trademarks, operational systems, proprietary products, recipes, etc. of the franchise. It’s good to make sure that these are not only unique, but also protected legally.

3. Consistency One of the major foundations that all franchise systems share is a level of consistency between locations. Franchises want the customer experience to be the same, regardless of the location.

One way to check on the consistency of a system is to visit a couple of their locations. Was your experience consistent in all the places you visited? In some cases, visiting multiple existing locations may not be possible.

Whether you’re able to observe the system’s operations firsthand or not, you’ll want to add this component to

the research and investigation you’re conducting as part of your due diligence. Questions regarding consistency that you’ll want to be able to answer include: • How is consistency enshrined in the system?

Look at the operations of the system and its operations manuals. How are system standards communicated? Is everything spelled out to the letter for how locations should be operated in compliance with these standards?

• How are newcomers trained in order to ensure consistency?

Look at any training programs provided by the franchise system and/or its suppliers. Is there training for franchisees? What is available, and how is it delivered? Is there an additional cost involved or is training included in the franchise fee? How long does the training take to complete? Is there any ongoing training available?

• How is consistency enforced?

There are many different ways that franchise systems enforce and promote consistency, including field visits by representatives, inspections, more informal meetings and phone calls, updates to the operations manuals, ‘secret shopper’ visits, and ongoing training. Find out what policies and processes the franchise in which you’re interested has in place to ensure consistency.

Build a business based on growth.

Hair: It just keeps growing.

The number one hair salon brand in the world is growing in Canada.

Find out if Great Clips is the business opportunity you’ve been waiting for. www.greatclipsfranchise.com • 800-947-1143

Franchise Canada May | June 2018 39

ULTIMATE GUIDE

FRANCHISING YOUR BUSINESS: A CHECKLIST

A

popular way to grow a successful business is through the franchise business model. This type of growth format allows the business to expand through franchisee investment, providing capital for new locations, as well as motivated operators who have a vested interest in seeing them succeed. There’s also the added bonus of having a local franchisee operating your concept in their community, taking a hands-on role and building and maintaining relationships.

If you have a booming business that you would like to expand via franchising, read on for some of the things you’ll need to have or know early on in the process.

and evaluate the market reaction to a satellite location before focusing on expansion through the franchise business model.

✔ A successful business. Has your business established a history of success? Before you consider franchise expansion, you need to have a solid foundation from which to build. You might want to consider opening another location to ‘test the waters’ of expansion

✔ A desire to work with other entrepreneurs. In order to have established a successful business, you must have some great entrepreneurial chops! You will be taking on franchisees to operate new locations – are you ready to offer them the assistance and

✔ A concept that can be replicated. Though franchising can be found in numerous business sectors and industries, all franchises share common threads. An important one is that franchised concepts are tried and tested and can be replicated consistently in different locations. Make sure that the core components of your business’s success can travel well to new markets and, with proper training and guidance, can be implemented exactly by someone else.

A GOLDEN OPPORTUNITY.

When opportunity knocks, you have to answer. Especially when it’s a golden opportunity. Like owning and operating a McDonald’s® franchise in your community – which has proven to be a rewarding way to achieve success. Be a part of the world’s most recognized brand and join the thousands of business entrepreneurs who are already part of the winning team.

To learn more about franchising opportunities with McDonald’s Canada, please visit www.mcdonalds.ca 2018 McDonald’s

40 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

ULTIMATE GUIDE advice they’ll need? Are you prepared to lead a team of franchisees? Keep in mind that franchisees will be your partners in the system, not your employees, and will be in business for themselves, but not by themselves.

Though they will operate their location, they will rely on you for support in doing so consistently and successfully. ✔ A franchise support team. Eventually, you will most likely need to bring more head office personnel on board to provide an appropriate level of support for your growing system. In the early days, though, you may want to look to experts with experience in franchising to provide guidance and advice on many of the elements required to franchise your business. ✔ Capital to cover upfront costs. Though franchising allows you to expand your business’s points of sale through the investments of the franchisees, you’ll still need to be prepared to fund the upfront costs associated with adopting the franchise business model.

There are documents and manuals to be created, legal contracts and agreements to be drafted, trademarks to be protected, and a financial plan for your new system to be built. ✔ A financial plan for the long haul. With your short-term financial plan under control, you’ll want to consider your franchise system’s longterm financial situation.

Though most franchise systems require an initial fee from each franchisee, in general, this alone will not be sufficient. ✔ Franchise materials. As mentioned, there are documents and legal agreements that must be drafted for your franchise system. It is best to consult the experts when putting these materials together; for instance, drafting the franchise disclosure document and the franchise agreement will require the expertise of a franchise lawyer, as there is franchise-specific

legislation in certain provinces that these materials must comply with. ✔ Franchise marketing materials. You’ll likely also want to create marketing materials aimed at prospective franchisees. Many systems put together special packages of information specifically for interested investors that outline the benefits of joining your system. These will differ from your customer-centric marketing efforts, as you will be trying to show prospective franchisees not only the benefits of your end-user products or services but also the advantages of the system side – the operations, support, and unique concept.

These are just a few of the general considerations of franchising your business. When consulting with franchise support services professionals, they can provide you with even more specific information, expertise, and advice. With their assistance, you can put together a more customized to-do list for your specific concept, and be on your way to success and growth with the franchise business model.

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We’re So Much More Than A Shoe Store Foot Solutions is the world’s largest specialty wellness franchise focused exclusively on helping people feel good from the feet up.

FOR MORE INFORMATION: Visit www.footsolutionsfranchise.com Email fscorp@footsolutions.com Or Call 770-955-0099

Franchise Canada May | June 2018 41

ADVERTORIAL

HAVING PROUDLY SERVED HIS COUNTRY, VETERAN BRINGS WORK ETHIC, VALUES TO NEW HOME INSPECTION CAREER

H

aving served his country proudly for 25 years in the Canadian Armed Forces, Scott Robertson of Nova Scotia can think of nothing better than to continue serving his fellow Canadians as one 2017’s new franchisees of Pillar To Post Home Inspectors®.

His company serves the entire Halifax Regional Municipality.

The 44-year-old Robertson served as an Air Maintenance Superintendent in the military and was drawn to Pillar To Post because of its reputation as a trusted advisor using leading-edge technology to assist clients in the home buying and selling process. Already possessing the technical background, ethics and values instilled from his military career, Robertson said his honesty and integrity give him the foundation to provide trustworthy, reliable and professional service to his Pillar To Post clients. Robertson is the first military veteran to become a franchise owner with Pillar To Post Canada.

“We are used to a culture that welcomes the best and the brightest

franchise candidates to our system,” said Eric Steward who is the Marketing Manager of Franchise Development for the company. “Our franchisees, in turn, offer service to their customers that reflect that. From husband and wife teams, to housing industry professionals looking for a business of their own, to military veterans, and franchisees with police and fire department backgrounds, we are ranked Number One in North America for a reason. Our franchisees helped us get there.”

“A second career as a Pillar To Post home inspector will continue to further my dedication to helping people and supporting the local community,” Robertson said. “I have worked at home and abroad on behalf of Canada, volunteering with Habitat for Humanity on several occasions and building orphanages in Haiti after the 2010 earthquake. I continue to volunteer my time to different causes in our area.”

Over a span of 24 years, over three million families have counted on Pillar To Post® to be their trusted

A Pillar To Post home inspector consults with a client.

advisor when buying or selling a home. According to Entrepreneur Magazine’s (January 2018 Franchise500 ®) Pillar To Post ranked as the Number One in Category for the 17th consecutive year! The home inspection giant is also proud of its continued inclusion in the following Entrepreneur Magazine rankings.

• Top Home-Based Franchises • Best of the Best • Top Low-Cost Franchises • Top Franchises for Veterans • Fastest Growing Franchises

ABOUT PILLAR TO POST HOME INSPECTORS Founded in 1994, Pillar To Post Home Inspectors is the largest home inspection company in North America with nearly 600 franchises located in 49 states and nine Canadian provinces. Long-term plans include adding 500 to 600 new franchisees during the next five years.

FOR FURTHER INFORMATION, PLEASE VISIT WWW.PILLARTOPOSTFRANCHISE.COM

Fit as a Fiddle

Franchise Canada takes you on a cross-country tour of health & wellness franchises Health and wellness is big in Canada, with more and more Canadians seeking to lead healthier (and happier) lives.

Franchises across the country are actively meeting this demand, with franchises that focus on helping Canadians become their fittest and healthiest selves available in a wide range of sectors from coast to coast.

Encompassing everything from fitness routines and nutrition plans to foot care solutions and massage therapy, and more, this article takes you on a wellness journey across Canada. If health and wellness get your franchising blood flowing, you’ll want to read on to learn more about franchises that are helping to build healthier Canadian communities.

Franchise Canada May | June 2018 43

FIT AS A FIDDLE

30 Minute Hit The 30 Minute Hit is a high-intensity, action-packed boxing/kickboxing circuit workout designed just for women. Fast-paced, challenging, and empowering, this one-of-a-kind workout appeals to those at all levels of fitness in a friendly, non-intimidating, and exciting environment.

30 Minute Hit provides its franchisees with a turnkey business model including certification in physical training, administrative and management training, management and business development tools, marketing programs and sales training, in-depth support programs, and an amazing team to provide help every step of the way.

The franchise is looking for positive franchisees who like working with people and as part of a team, and who are passionate about fitness and leading a healthy lifestyle.

Franchise units in Canada: 48, US: 2 Franchise fee: $25K Investment required: $87K-$132K Start-up capital required: $40K Available territories: All of Canada, US, International

44 Canadian Franchise Association

3rd Degree Training/ Actual Nutrition 3rd Degree Training and Actual Nutrition is Atlantic Canada’s fastestgrowing fitness and nutrition company.

When franchisees invest in a 3rd Degree Training and Actual Nutrition franchise, they’re more than just club owners – they’re part of a passionate community dedicated to supporting them with the muscle they need to succeed.

With low start-up costs and high profit margins, this the perfect opportunity for health and wellness enthusiasts to do something meaningful, dynamic, and rewarding.

Franchise units in Canada: 7 Corporate units in Canada: 1 Franchise fee: $50K Investment required: $75K-$150K Start-up capital required: $50K-$100K Training: Provided Available territories: All of Canada In business since: 2008 Franchising since: 2013 CFA member since: 2016

www.cfa.ca | www.FranchiseCanada.Online

9Round Franchising The 9Round fitness franchise is a specialized fitness centre dedicated to serving clients who want a unique, fun, and proven workout that guarantees results. 9Round offers a kickboxing-themed fitness program that incorporates functional, interval, cardiovascular, and circuit training regimens. The programs consist of a proprietary system of nine challenging workout stations developed by a professional fighter.

The 9Round turnkey system makes it simple to own and operate. Each club can operate with two-to-four employees, and no kickboxing experience is needed. Franchisees receive site selection and negotiation assistance, pre-opening training, marketing support, in-house franchise coach, and access to a dedicated franchise representative.

Franchise units in Canada: 51, US: 521, Other: 72 Franchise fee: $24K Available territories: Canada, US, International In business since: 2008 CFA member since: 2014

FIT AS A FIDDLE

Anytime Fitness

Aradia Fitness

Barre Fitness

Founded in 2002, Anytime Fitness provides more than 3,000,000 members with convenient and affordable fitness options at more than 3,800 friendly, well-maintained facilities featuring top-quality exercise equipment. Members who join one Anytime Fitness club can use any of the other clubs at no additional charge. State-of-the-art security and surveillance systems ensure member safety even during unstaffed hours.

Aradia Fitness is Canada's first franchised pole dancing for fitness studio, offering pole dancing and sensual fitness classes to women of all ages. Programs are designed with the female body in mind, with an emphasis on upper body strength, core conditioning, and flexibility. Ladies will also be coming in contact with a growing community of fabulous likeminded powerful women.

Barre Fitness provides a one-hour total-body workout that fuses the best elements of ballet barre, pilates, sports conditioning, and stretching.

In 2010, Barre Fitness opened as the first studio of its kind in Canada. With five locations in Vancouver, British Columbia and growing, Barre Fitness is leading the way in boutique group fitness for women.

With Anytime Fitness, the training never stops. There is an initial mandatory, two-week training course at the corporate office in Minnesota, followed by daily or weekly assistance by phone, on-site visits, email communications, and various publications. Owners are guaranteed access to the online operations manual, which is a web-based program that is regularly updated.

Franchise units in Canada: 155, US: 2335, Other: 1310 Franchise fee: $39.5K Investment required: $115K-$678K Start-up capital required: $100K Training: Yes Available territories: All of Canada, US, International In business since: 2002 Franchising since: 2002 CFA member since: 2007

Aradia Fitness franchisees are provided with a complete package when they become owners. Studios will be granted the right to use the Aradia Fitness name and logo, and receive instructor training through Aradia Fitness, along with a fully-prepared pole dance curriculum, website and email, social media, and more.

Franchise units in Canada: 13 Available territories: All of Canada In business since: 2005 Franchising since: 2005 CFA member since: 2008

Barre Fitness provides franchisees with well-rounded support and the tools to run their own successful studio. The franchise program provides one-on-one pre-opening guidance, comprehensive training, launch strategy, social media marketing, and more. They are currently awarding franchises to motivated individuals who believe in an owner/operator model, an engaged community, and inspiring happiness through health.

Franchise units in Canada: 4 Corporate units in Canada: 1 Franchise fee: $35K Available territories: All of Canada In business since: 2010 CFA member since: 2017

Franchise Canada May | June 2018 45

FIT AS A FIDDLE

BioPed Footcare Centres

Canadian School of Natural Nutrition

Children’s Dental World

For more than 30 years, BioPed Footcare Centres have been aiding individuals who seek relief from foot and lower limb bio-mechanical conditions. Certified Pedorthists are qualified to evaluate, design, and custom manufacture the highest quality orthotics in on-site labs, and BioPed carries all types of orthoticfriendly footwear, leg bracing, and gradient compression stockings.

The Canadian School of Natural Nutrition (CSNN) is a private vocational school offering adult education learning to recognized professional holistic nutrition designations. CSNN offers a foundation Natural Nutrition diploma program and Advanced Holistic Nutrition workshops and certificate packages, with provinciallyregulated classroom branches across Canada and online distance education.

Franchisees are licensed to distribute CSNN curriculum and administer CSNN policies to students.

Children's Dental World began as a pediatric and orthodontic dental specialist clinic in Winnipeg, Manitoba.

It’s committed to providing preventive, restorative, and orthodontic dental care tailored to a child’s needs in a gentle, caring, professional environment that sets dental excellence and patient care as its highest goal.

BioPed gives franchisees time back so they can focus on helping their patients. They do this by managing national marketing strategies, keeping business operations running smoothly, and providing the necessary tools to make marketing services in their neighbourhoods successful and convenient. Initial training takes place in Oakville, Ontario, followed by twoto-three days on-site at a local clinic.

Franchise units in Canada: 49 Corporate units in Canada: 1 Franchise fee: $29.7K Investment required: $162K-$225K Training: Included Available territories: All of Canada In business since: 1980 Franchising since: 1985 CFA member since: 2006

46 Canadian Franchise Association

CSNN currently has 14 classroom locations across Canada, including four locations in British Columbia, two in Alberta, six in Ontario, and two in the Atlantic Provinces. Franchise opportunities are available in Saskatchewan and Manitoba.

Franchise units in Canada: 4 Corporate units in Canada: 10 Available territories: BC, MB, SK In business since: 1994 Franchising since: 1996 CFA member since: 2004

www.cfa.ca | www.FranchiseCanada.Online

Children's Dental World is guided by the belief that all children need to grow up in a protective and nurturing environment, where each child is given the opportunity to reach his or her full potential. Franchises are open to pediatric and orthodontic dental specialists.

Franchise units in Canada: 1 Franchise fee: $40K Investment required: $950K+ Available territories: AB, BC, MB, NB, NL, NT, NS, NU, ON, PE, SK, YT In business since: 2007 CFA member since: 2017

FIT AS A FIDDLE

Crunch Fitness Canada Franchising since 2010, Crunch is a gym that believes in making serious exercise fun by fusing fitness and entertainment and pioneering a philosophy of No Judgments.

Memberships start as low as $9.95 per month and offer incredible value for state-of-the-art cardio and strength equipment, tons of free weights, world-renowned group fitness classes, and personal training and small group training through the exclusive CAMP CRUNCH training zone.

Owning a Crunch franchise means joining a community of like-minded entrepreneurs, working with a team and system that are tops in the industry, getting in on the gym floor of the fastest-growing full-size fitness brand, and doing something with purpose: helping people build healthy lifestyles.

Franchise units in Canada: 40, US: 250, Other: 10 Corporate units in Canada: 20, US: 10 Franchise fee: $25K Investment required: $386K$1,624,500 Start-up capital required: $300K Training: Yes Available territories: All of Canada, US, International In business since: 2009 Franchising since: 2010 CFA member since: 2015

Foot Solutions

Free Form Fitness

Foot Solutions is the world's largest specialty wellness franchise focused exclusively on helping people feel good from the feet up. Trained professionals offer exclusive premium custommade orthotics, which help to relieve pain, improve comfort, and optimize balance, performance, and alignment.

Along with the orthotics, Foot Solutions provides a holistic foot analysis and high-quality comfort footwear for work, dress, and play that is both functional and fashionable.

Free Form Fitness (FFF) is Ottawa’s premier personal training studio. A dedicated support team is in place to help franchisees get started and become successful FFF owners. FFF provides franchisees with a low-cost, proven business model, along with a combination of turnkey systems and world class support. Year-round promotional support and marketing campaigns keep clubs in the public eye all year long, while the FFF team is available to help franchisees manage their marketing, sales, and operational needs.

Foot Solutions provides franchisees with site evaluation and selection; financing; store design, layout, and build out support; an intensive training program; operations support; marketing and advertising support; a central warehouse; protected territory; and annual and regional meetings.

Franchise units in Canada: 14, US: 74, Other: 25 Franchise fee: $25K retail storefront Investment required: $150K-$220K Start-up capital required: $40K+ retail storefront Training: 2 weeks at corporate office/1 week in the field Available territories: All of Canada, US, International In business since: 2000 Franchising since: 2000 CFA member since: 2004

Franchise units in Canada: 5 Corporate units in Canada: 1 Franchise fee: $30K Investment required: $155K-$250K Start-up capital required: $150K net worth Training: Yes Available territories: All of Canada, US, International In business since: 2006 Franchising since: 2016 CFA member since: 2016

Franchise Canada May | June 2018 47

FIT AS A FIDDLE

InHome Physical Therapy & Massage InHome Physical Therapy & Massage matches therapy service to all ages that are injured, recovering or seeking proactive therapy and require service within their home, office, care centre or any other convenient location.

Whether the individual is suffering from mobility challenges or is just too busy to commit to a local clinic schedule, this franchise caters the mobile service to all complex schedules and offers therapy in many environments.

This franchise opportunity not only provides a scalable, lucrative return on investment, it also provides a rewarding social impact within society.

Ideal franchisees are looking for a business opportunity that’s reinventing the way society views the delivery of health care.

Corporate units in other: 2 Franchise fee: $45K Investment required: $79K-$108K Training: 1 week plus ongoing support Available territories: BC, MB, NB, NL, NT, NS, NU, ON, PE, QC, SK, YT In business since: 2005 Franchising since: 2017 CFA member since: 2017

48 Canadian Franchise Association

LaserQuit Therapy

LIVE WELL

LaserQuit Therapy provides clients with 95 per cent success rates when it comes to quitting smoking or fighting addictions, and also helps in managing weight, pain, and stress using cold laser therapy and other trade secrets.

LIVE WELL is a medical fitness clinic specializing in supervised exercise and healthy lifestyle coaching for people who have chronic health conditions such as heart disease, diabetes, and obesity, and for prevention.

The franchise has created a system that’s easy to learn, easy to run, and includes all equipment, training, advertising, marketing, and tools.

Franchisees also receive nine months’ worth of business coaching to help ensure franchising success. Ideal franchisees are empathetic, motivated, enthusiastic, bright, fun, happy, and helpful people.

LIVE WELL’s Sole system, which is fully integrated with its chronic disease programs, acts as the operating system of the business, and helps franchisees efficiently deliver program content, manage members, and communicate with physicians.

Franchise units in Canada: 145, US: 2000, International: 600+ Corporate units in Canada: 5 Franchise fee: $89,995 In business since: 2011 Franchising since: 2017 CFA member since: 2018

Business Development Coaches partner with franchisees to guide them through each step of the startup process, and franchisees must undergo an 8-12 week guided start-up program before attending training week in Vancouver. Following training week, franchisees undergo a week-byweek plan for 26 weeks.

Franchise units in Canada: 15 Corporate units in Canada: 3 Franchise fee: $40K Training: 8-12 weeks of online pretraining and one week of in-house training Available territories: All of Canada In business since: 2011 Franchising since: 2016 CFA member since: 2017

www.cfa.ca | www.FranchiseCanada.Online

FIT AS A FIDDLE

Massage Addict

Massage Experts

Medicine Shoppe

Massage Addict is the country’s largest and fastest-growing massage therapy company, with locations from coast to coast. One hundred per cent Canadian owned and operated, this unique business model offers consistent and predictable recurring revenue (~80 per cent of treatments are paid by insurance), low investment and start-up costs, and a quick ROI. Multilocation ownership, area development opportunities, and financing are available.

Massage Experts has developed a fresh, modern, gender-neutral concept that encourages return visits through its membership program. The business model is easy to operate, and provides franchisees with steady income, low start-up costs, and minimal expenses.

The training program will prepare franchisees for opening their clinics.

As Medicine Shoppe Pharmacists, franchisees have the freedom to practice pharmacy with a business model that is 100 per cent focused on patient care. Medicine Shoppe offers comprehensive purchasing programs and a strong private label. The store development team works with franchisees every step of the way, from selecting a site, negotiating a lease, creating a financial plan, and building out the pharmacy through the grand opening event, to ongoing business coaching.

Some of the areas in which Massage Addict offers both initial and ongoing support are real estate selection and build out/construction; operations, sales, and customer service training; recruiting direction and support; operational procedures and policies; and local marketing.

Franchise units in Canada: 80+ Corporate units in Canada: 17 Franchise fee: $39K Investment required: $175K-$225K Start-up capital required: $50$75K Training: Weekly calls leading up to the opening / ~Two weeks in person (pre and post opening) / Ongoing support after opening Available territories: AB, BC, MB, NL, ON, QC, SK In business since: 2008 Franchising since: 2008 CFA member since: 2010

Massage Experts offer clients a promotional first visit rate, and then encourages clients to sign up for the Club MEx Monthly Massage Membership. Clinics offer a superior and stylish ambiance, and a gender neutral atmosphere. Clients can book online, by mobile device, or through the Massage Experts app. Club MEx provides clients with savings, while providing franchisees with predictable monthly revenues.

Franchise units in Canada: 15 Franchise fee: $30K Investment required: $200K-$300K Start-up capital required: $50$100K Training: 2 weeks Available territories: All of Canada In business since: 2012 Franchising since: 2013 CFA member since: 2013

The comprehensive Medicine Shoppe training program will leverage the franchisee’s existing skills and knowledge to help them develop a business acumen and take charge of their financial future.

Franchise units in Canada: 220 Franchise fee: $6K-$25K Investment required: $175K-$225K Training: Provided Available territories: AB, BC, MB, NB, NL, NT, NS, NU, ON, PE, SK, YT In business since: 1992 Franchising since: 1992 CFA member since: 1999

Franchise Canada May | June 2018 49

FIT AS A FIDDLE

Nutrition House Nutrition House is Canada’s premier source for high-quality vitamins, supplements, body care, diet, sports nutrition, and other health-related products. Founded in 1979, Nutrition House is now found in shopping centres across Canada.

Nutrition House has developed a comprehensive support system to provide its franchisees with the guidance to succeed. The franchise’s buying power, extensive operational and nutritional training, site selection, lease negotiation, proprietary POS and inventory management system, and national advertising set it apart in the natural health products industry.

Nutrition House is a proven brand in a high-growth industry that will continue to grow for the foreseeable future.

Franchise units in Canada: 47, US: 3 Corporate units in Canada: 4 Franchise fee: $25K Investment required: $60K-$80K Training: 3 weeks Available territories: All of Canada, US, International In business since: 1979 Franchising since: 1993 CFA member since: 1998

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Orangetheory Fitness

Oxygen Yoga and Fitness

Orangetheory Fitness combines motivational group interval training with a revolutionary exercise system that quickly and efficiently delivers high-calibre fitness results.

Orangetheory Fitness is the first and only heart-rate monitored, highintensity interval training system based on science that will build strength, increase energy, and tone and shape the body.

Oxygen Yoga and Fitness provides a novel style and program of yoga, and is appealing to those who are passionate about fitness and a healthy lifestyle. Those interested in joining the franchise network can share their passion in an environment that benefits them physically and emotionally, and will give them financial freedom while doing something they love.

Benefits of franchising with Orangetheory Fitness include 20+ new markets in Canada, 1,000+ franchises awarded, low overhead, high margins, 500+ new stores in development, unique concept, low fixed expenses, and small studio size for franchisees looking to get involved in a positive, life-changing industry. Franchisees also receive comprehensive training and support from industry experts.

Franchise units in Canada: 66, US: 780, Other: 33 Franchise fee: $59.5K Training: Provided Available territories: Canada, US, International Franchising since: 2011 CFA member since: 2012

www.cfa.ca | www.FranchiseCanada.Online

Oxygen Yoga and Fitness has a goal of reaching 125 locations within the next two years, and to have licensed operations throughout the U.S. and other international markets in the same time frame.

Oxygen’s proven systems help new entrepreneurs find success: proven brand, Far Infrared Technology, cloudbased POS, teacher training, and franchise meetings.

Franchise units in Canada: 67 Franchise fee: $37.5K Start-up capital required: $250K Training: Yes, All Training Is Provided Available territories: All of Canada, US In business since: 2011 CFA member since: 2014

FIT AS A FIDDLE

Planet Fitness Planet Fitness® is anything but an ordinary gym. With a friendlier, nopressure version of the traditional gym, it has a business model that works.

Planet Fitness started in 1992, and now has more than 1,400 locations open across the United States, Canada, and Latin America, and more than 10.5 million members.

The benefits of the Planet Fitness franchise include minimal dealing with cash, only 13-18 employees per location on average, the superior support system, and relatively low fixed overhead cost. Most Planet Fitness franchisees do not come from a background in the fitness club industry; the clean and simple-to-run model attracts men and women from diverse backgrounds.

Franchise units in Canada: 20, US: 1408, Other: 2 Corporate units in Canada: 2, US: 56 Franchise fee: US $20K/CAN $26K Investment required: $3M+ Start-up capital required: $1.5M+ Training: Start-up and ongoing operational support Available territories: All of Canada, US In business since: 1992 Franchising since: 2003 CFA member since: 2012

Sangster’s Health Centres Sangster’s is the natural choice for health. From organic foods to natural vitamins to sports supplements, the retail health industry franchise will turn franchisees’ passion for healthy living into a profitable business.

When franchisees join the Sangster’s system, they get to incorporate its customer-centric culture, strong and profitable business platform, superior leadership, excellent franchisee/ franchisor relationships, effective training and development programs, and efficient operating system and effective manuals.

Franchisees can choose between two successful business models and join the natural health industry that is tapping into both an aging population and the rapidly growing health conscious ‘young family’ market.

Franchise units in Canada: 36 Corporate units in Canada: 1 Franchise fee: $25K Investment required: $150K-$250K Start-up capital required: $50K-$100K Training: 2 weeks Available territories: All of Canada, US, International In business since: 1971 Franchising since: 1978 CFA member since: 1995

Simply For Life Simply For Life exists to transform people’s lifestyles through nutrition, so they lead happier, healthier, and longer lives.

Franchisees have access to an exclusive web-based customized menu planning software and specialty programs; exclusive web-based point-of-sale and client management software; thousands of recipes, ideas, inspiration, and motivation; and SFL Natural Market – convenient health food choices within the centres.

A background in nutrition isn’t necessary, but franchisees need to be dedicated to personal health and wellbeing; ambitious, energetic, and highly motivated; have a great track record of inspiring people; professionals; able to operate their own business; compassionate; positive role models; and believers in the client-first business approach.

Franchise units in Canada: 35 Corporate units in Canada: 2 Franchise fee: $30K Investment required: $100K-$175K Training: Ongoing Available territories: AB, BC, MB, NB, NL, NS, ON, PE, QC, SK In business since: 2001 Franchising since: 2004 CFA member since: 2015

Franchise Canada May | June 2018 51

FIT AS A FIDDLE

®

Snap Fitness

Wellnessnews Canada

Snap Fitness a results-oriented “small box” model offering affordable franchise investments and memberships. Snap offers members no contracts, state-of-the-art functional equipment, and intensitybased workouts driven by integrated technology. Clubs worldwide are open 24/7, with safe and secure access, offering a wide variety of group fitness and personal training options.

Wellnessnews Canada, Inc. is in the business of franchising Wellnessnews Choices for Healthy Living®, a multimedia publishing platform that includes print, online, and social media. This proven neighbourhood collective offers an informative resource that showcases professional local health practitioners and businesses on an exclusive basis.

With 2,000 locations open or in development in 18 countries and more than a million members worldwide, Snap Fitness is the top choice for entrepreneurs looking to offer a highquality workout experience in their communities.

Area Developer and Single Unit Franchises are now available for entrepreneurs who are looking to start a home-based business that provides them with location independence and the flexibility to suit their lifestyle.

Other benefits include an in-house creative, editorial, print, and marketing team; a great reputation; training; no expensive overhead; and a growing niche market.

Ongoing franchisee resources include marketing support, an online portal with tools and resources, and dedicated corporate staff members.

Franchise units in Canada: 90, US: 947, Other: 345 Franchise fee: $29.5K Investment required: $130,350$295,350 CAD Start-up capital required: $75K Training: 4-day training at Snap Fitness Headquarters in Chanhassen, Minnesota Available territories: All of Canada, US, International In business since: 2003 Franchising since: 2004 CFA member since: 2007

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Franchise units in Canada: 7 Corporate units in Canada: 13 Franchise fee: $14.5K Investment required: $25K Start-up capital required: $15.5K Training: 1 week and ongoing Available territories: AB, BC, MB, NB, NL, NS, ON, PE, SK In business since: 2013 Franchising since: 2017 CFA member since: 2016

www.cfa.ca | www.FranchiseCanada.Online

Yogafit Studios YogaFit Studios give members 24/7 access to state-of-the-art studios. A first of its kind in the fitness industry, YogaFit Studios offers a selection of both live classes and virtual ondemand classes. By opening a YogaFit studio, franchisees will deliver a quality product at an affordable rate in an exploding market.

YogaFit believes in building strong franchisee/franchisor and studio/student relationships. The management team has more than 30 years of fitness experience, and is dedicated to helping franchisees build their businesses.

The model has a low start-up cost and easy build out, and the initial franchise fee and ongoing monthly fees are extremely affordable.

Franchise units in US: 25 Franchise fee: $25K for 1, $60K for 3 Investment required: $93.2K-$199.3K USD Start-up capital required: $45K Training: 4.5 days at Corporate Headquarters learning about the aspects of the proven franchise concept Available territories: US In business since: 2014 Franchising since: 2014 CFA member since: 2014

Aging Gracefully Five feel-good senior care franchises

BY GINA MAKKAR

As Canadian Baby Boomers reach the age of 65, a growing desire to age in place has cultivated franchise opportunities in the home and senior care industry.

Here are five systems that help the aging population maintain their independence and live happier lives.

Franchise Franchise Canada March | April Canada May | June 2018 53

AGING GRACEFULLY Amramp Amramp first patented its unique, modular wheelchair ramp system in 1998, and it quickly became its signature product. Over the years, the company has expanded its line to include stair lifts, grab bars, railings, and more.

The company continues to grow, with 45 locations across the United States and Canada.

President and Founder Julian Gordon says ramps constitute approximately 70 per cent of the business, and 40 per cent of the supply is rented, a cost-effective option that the Amramp team encourages when a prognosis is indefinite. Should the ramp still be needed six months down the road, clients can put 75 per cent of the rental cost toward a purchase.

Often, clients request additional services, so the company stays at the forefront of innovation, with products like stairlifts, platform lifts, and a roll-in shower that can be connected to any water source. “The fastest-growing population is the senior market. Nursing homes are wonderful places, and they can be great, but seniors would prefer to be at home with loved ones, given the choice,” says Gordon. “The world is evolving, with more enhanced processes to give people that choice.”

The company began franchising in Canada five years ago, and continues to grow. “Franchisees have to be empathetic and connected to people. It can’t just be all about the money in this business. There are enough folks around who can demonstrate they are caring and they are good at it. I find that if you carry that component with you in this business, it’s an advantage.”

A home-based model, franchisees rent small warehouses to store ramp material and other inventory and stage their sales. Owners manage everything from quotes to proposals, layouts, and installation teams.

Gordon says Amramp considers its franchisees to be partners in the nationwide network, and provides all of the training and support they need to run a successful

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Amramp President and Founder Julian Gordon

business. The corporate support includes ongoing operational support, national marketing programs, national accounts in place, and support from the corporate engineering team for customized layouts.

Gordon’s advice: “Franchisees have to be empathetic.

All the criteria of a business is important, but mom and dad can see right through you if you’re just trying to sell them something. If you can convince them you care about their situation and that you’re going to do something in their best interests, that’s what’s key here.”

AMRAMP STATS Franchise units in Canada: 1, US: 47 Corporate units in US: 2 Franchise fee: $49.25K for each 1M persons in your territory Investment required: $147,838-$251,258 Training: One week in Boston, Massachusetts Available territories: AB, BC, MB, NS, ON, SK, US In business since: 1970 Franchising since: 2002 CFA member since: 2009

www.cfa.ca | www.FranchiseCanada.Online

AGING GRACEFULLY

Betterthan50 Betterthan50.com was born when Geoff Davidson and his team realized it was difficult for the mature demographic to get the information they were looking for with traditional search methods like Google. With the onslaught of online purchases, businesses were becoming more disconnected from local consumers.

Betterthan50.com addressed the need by building a comprehensive directory for subscribers with search results that highlight local information whenever possible.

The advertisement-driven website allows advertisers to step to the forefront and become more visible to the demographic they choose to serve. To help support this, Betterthan50.com also hosts The MidLife Show, where local exhibitors can directly target the over 50 market.

Popular exhibits include a flight school, zip lining, kayaking and paddle boarding, and an RV Group.

“Historically, the over 50 group are technology reluctant. They will look for technologies that work for them.

Convenience is important. One of our key differences is that we have a single portal, so if we are connecting you to something that is online, you do that through a single portal. We have spent the time engineering the most robust user front-end that there is in the marketplace.

We’re quite proud about that.”

Davidson says the increased demand for privacy, security, and safety is also an area where they’ve focused to ensure data collected is as secure as possible.

Franchisees run their business virtually. The infrastructure is provided by the franchise, from the portals to the hardware and the applications needed to enable a sales force and journalists. From there, franchisees manage their advertising and content locally.

“We want someone who lives in the area and is committed to where they are from. They are committed to getting out there and making connections.”

With one franchisee in operation and another set to launch in Ontario, Davidson projects adding three to four more franchisees in the next year. “Our objective is to be successful and effective with each franchise, and dedicate the resources and attention to each that is necessary.”

BETTERTHAN50 STATS Corporate units in Canada: 1 Investment required: $350K+ Training: Management training included Available territories: All of Canada In business since: 2011 Franchising since: 2015 CFA member since: 2015

Franchise Canada May | June 2018 55

AGING GRACEFULLY

Divas at the Downsizing Diva Annual Conference NASMM with Dementia Care Educator, Teepa Snow

Downsizing Diva Created by Gail Shields and Karen Shinn, Downsizing Diva helps older adults manage their move with grace, dignity, and of course, fun! With 10 locations, and more on the horizon, the Divas first began franchising in 2009.

“The Canadian demographic tells us that 1,000 Canadians are turning 65 every day. It’s an ever-increasing market, and it’s a very exciting area to be working in, particularly if you like working with seniors,” says Shinn.

As Certified Senior Move Managers, the full service Diva team can help with almost anything, from decluttering and organizing to packing and moving. Once in a new home, they assist with tasks like unpacking and installing or assembling items. They also clear estates for executors. “There’s so many different wonderful variables to the business. We really do want to do it best for our clients.”

Each regional franchisee is initially involved in the day-to-day projects, packing boxes and facilitating all the aspects of a move. Training includes both traditional classroom time, as well as field training. “In the classroom, we talk about the theoretical side of things, like packing and organizing 101. We believe In order to get started, you need to experience what you’ll expect your staff to do down the road.”

Shinn also says a good franchisee is able to figure things out as they go along. “No book covers every situation, so they really have to be problem solvers and logical thinkers, someone who can see the bigger picture and distill down the components of it.”

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In addition to an interest in working with seniors, prospective franchisees have energy and enthusiasm, and enjoy talking to people. “They have compassion and understanding. They get it. A lot of people who work with us have already had an experience with a parent, a relative or a friend. They have an insight of what the job will be, and know the value of it.”

DOWNSIZING DIVA STATS Franchise units in Canada: 10 Franchise fee: $20K-$35K Investment required: $25K-$45K Start-up capital required: $5K-$10K Training: Comprehensive in-class and on-site Available territories: All of Canada In business since: 2001 Franchising since: 2009 CFA member since: 2011

www.cfa.ca | www.FranchiseCanada.Online

AGING GRACEFULLY

Driving Miss Daisy Founded in Alberta in 2002, Driving Miss Daisy provides non-medical senior services, offering assistance and transportation for seniors and those with disabilities or special needs. “When you hire Driving Miss Daisy, you hire a caregiver that comes with a car,” says Bob Doornenbal, Director of Franchise Sales & Marketing.

“Our growth is mostly organic in nature. The type of people that come to us come as natural caregivers, and the care really comes first. We are that ‘through the door’ service. We may spend an hour with our clients, but only 20 minutes will be in the car.” Drivers often help collect lists, put on shoes, and in some cases, sit in on appointments to provide feedback to family members and caregivers. “We always ensure clients are through the door safely on both ends.”

“People are trying to stay in their homes as long as they can, and sometimes the perception is that if they lose their driver’s licence, they lose their independence. As a smaller company, they get to know us, and we get to know them.

The focus on transportation is way down on the list.”

With more than 50 locations in British Columbia, Alberta, Saskatchewan, and Ontario, successful franchisees are those that can build relationships with their clients and the community. “Anyone can get someone

from point A to point B. We really uphold our brand to the highest state as caregivers. Anyone with a ‘taxi-forseniors’ mentality is not a fit.”

Training includes an in-car ride-along so that franchisees can experience a day on the road first hand.

Once on board, the corporate team guides partners with everything from selecting vehicles with features that adhere to company standards to connecting with preferred insurance companies.

“We’re more than just a taxi for seniors. We get to listen to them and hear their stories, and see the sparkle in their eye.” As with Morgan Freeman and Jessica Tandy in the movie Driving Miss Daisy, the relationship often becomes about more than the ride.

DRIVING MISS DAISY STATS Franchise units in Canada: 53 Franchise fee: $20K Investment required: $45K approx., includes vehicle Start-up capital required: $20K plus vehicle Training: Training Manual; other training optional Available territories: All of Canada In business since: 2002 Franchising since: 2002 CFA member since: 2010

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AGING GRACEFULLY

Heart to Home Meals More than just a lunch or dinner, Heart to Home Meals prepares and delivers meals to seniors, allowing them to remain independent in their homes as they age.

With 10 franchises throughout Ontario and Calgary, the company’s owner-operator model awards territories to partners who then manage the local marketing, sales, and customer service. “Franchisees build on their local territories by doing things like networking with care workers or placing ads in the newspaper,” says Nigel Richards, President.

All food is prepared and frozen in a federal facility and delivered to franchisees as needed. Owners manage their local facilities equipped with walk-in freezers and a climate-controlled delivery van. “They interact with customers, often delivering food right to the kitchen and stacking it in the freezer for them. It’s a high level of customer service.”

Not just an investment, Heart to Home Meals looks for partners with empathy. “Franchisees that come to us often want a business that feels personally rewarding.

It’s not just selling a product to seniors, but helping them stay home where they want to be, enhancing their meal time, and providing the right nutrition that helps them

58 Canadian Franchise Association

feel healthy and fit. It’s highly personal and interactive.”

With home delivery options quickly becoming the norm, the franchise enjoys consistent business year round. “It’s a relatively simple model, and we have the growing demographic of the senior population on our side. According to Statistics Canada, it will be on the upswing for years to come.”

Richards’ advice: Promote the business, and secure new customers week in and week out, retaining them with great customer service. “It is a business investment, and they will succeed, but they need to work hard.”

HEART TO HOME MEALS STATS Franchise units in Canada: 12, Other: 75 Corporate units in Canada: 5 Franchise fee: $40K - All Training & Ad Match program Investment Required: $150K-$200K Start-up Capital Required: up to $150K in Year 1 for initial investment Training: Orientation w/Travel, Initial & Ongoing Available Territories: MB, NS, ON In Business Since: 2007 Franchising Since: 2009 CFA Member Since: 2009

www.cfa.ca | www.FranchiseCanada.Online

CORNERING THE MARKET

Four real estate franchises with expanding opportunities on offer

BY KYM WOLFE

The real estate industry in Canada is thriving, and franchise brands in this sector continue to expand, with more franchise opportunities available from coast to coast.

This is good news for Canadians who are looking to get in on the industry action, and are sold on the idea of investing in a real estate franchise.

Here, Franchise Canada shines a spotlight on four hot properties in the Canadian real estate sector, including brokerages and private real estate franchises.

Franchise Franchise Canada March | April Canada May | June 2018 59

CORNERING THE MARKET

CENTURY 21 CENTURY 21 was Canada’s first real estate franchise system, starting in Vancouver when U. Gary Charlwood, along with his then-partner, secured the master licence for Canada in 1976, the first international franchise.

Today, his son Martin is Vice-Chair and CEO of CENTURY 21 Canada, and the company has expanded east, with 400 offices from coast to coast.

The company is recognized as providing the best training and coaching for realtors, says Martin Charlwood, plus proven marketing and state-of-the-art technology systems. “We were one of the first real estate franchises Canada to have a national website platform, and have just completed a website redesign that will launch this fall. The technology will help franchisees and realtors with SEO and lead generation.”

CENTURY 21 Canada also continuously updates tools and training for franchisees. “The annual Canadian Management Academy is five intensive days of the most current, relevant, and engaged material to help CENTURY 21 brokers proactively and profitably run their businesses and get a leg up on the competition,” says Charlwood.

Additionally, brokers in different regions meet regularly to network and share best practices, and attend an annual Canada Conference that offers business planning sessions and information about best practices and industry trends. A global referral network generates

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thousands of leads annually, which are distributed to local offices in 36 countries around the world.

Successful franchisees have an ability to learn from each other, and to build relationships with a wide range of industry professionals, says Charlwood. And patience – building a successful business takes time. Each year, 50 of the top-producing or geographically strategic CENTURY 21 companies are invited to attend the Chairman’s Circle retreat, a four-day think tank and opportunity to learn best practices and engage with industry thought leaders.

In 2018, CENTURY 21 is targeting three main cities for franchise growth: Vancouver, Ottawa, and Montreal.

“When you join our brand, we’ve done the homework, and provide the franchisee with proven business-building tools,” says Charlwood. “You just need to focus on running and growing your business. The most successful franchisees take advantage of everything available to them and fully engage with the brand.”

CENTURY 21 STATS Franchise units in Canada: 400, Global: 7700 Franchise fee: $10.5K-$21K Investment required: $50K-$100K Training: Yes Available territories: All of Canada In business since: 1976 Franchising since: 1976 CFA member since: 1997

www.cfa.ca | www.FranchiseCanada.Online

CORNERING THE MARKET

PropertyGuys.com PropertyGuys.com is a real estate marketing company, the brainchild of three East Coast post-secondary students with less than $100 in their collective pockets, and a brilliant idea. “We drove by ‘For Sale By Owner’ signs every day on the way to class, and thought there had to be a better way for people to sell without using an agent,” says President and CEO Ken LeBlanc who, along with partners Jeremy Demont and Walter Melanson, still owns and runs the business. The company was established in Moncton in 1998 and grew quickly, with the first franchise opening in 2002.

“Today we are North America’s largest private sale franchisor, with more than 100 franchise partners in more than 600 communities across Canada, coast to coast,” says LeBlanc, who notes that the company has received Franchisees’ Choice Awards from the Canadian Franchise Association every year since 2011. But there is always room for growth. Currently, the company is targeting key locations in Ontario, Alberta, and B.C., with some opportunities in Saskatchewan and Manitoba.

LeBlanc says PropertyGuys.com is an ideal franchise for a person who loves to hustle, enjoys meeting new people, and is passionate about helping others. Franchisees don’t need a real estate licence or industry experience, just a drive for success.

Training includes an online segment to give everyone a base knowledge foundation, followed by five full days at PropertyGuys.com University, where franchisees earn a PSP designation (Private Sales Professional) and learn the Playbook 365 marketing system. On an ongoing basis, franchisees receive support through the business development team and peer mentorship program, by attending regional meetings and monthly webinars, and connecting at the annual conference.

“We have a great culture; it’s an East Coast ‘family’ mentality,” says LeBlanc, who advises franchisees to “follow the system, learn from your peers, and take steps to move forward every day.”

PROPERTYGUYS.COM STATS Franchise units in Canada: 110 Corporate units in Canada: 1, Other: 1 Franchise fee: $55K-$140K Investment required: $75K-$150K Start-up capital required: $90K Training: 5 days at PropertyGuys.com University Available territories: All of Canada, US, International In business since: 1998 Franchising since: 2002 CFA member since: 2002

Franchise Canada May | June 2018 61

CORNERING THE MARKET

licensed by Royal LePage, from iStock.com.

Royal LePage Royal LePage can trace its roots back to 1913, when A.E. LePage started his Toronto-based brokerage. The company merged with Royal Trust in the mid-1980s to become Royal LePage, and began franchising in the early 1990s. Today it’s Canada’s largest real estate company, says CEO Phil Soper. “We are double the size of the next largest company, with 18,000 realtors across the country.”

While some franchisees in larger cities are hands-off investors, the majority are broker-owners who started out as agents themselves. “We are one of the more costly franchise systems, and we are seeing significant growth from existing businesses that want to move to the next level,” says Soper, who notes that the main role of franchise owners is to recruit, manage, and support realtors in their markets. That requires leadership, ingenuity, empathy, and focus, to provide realtors with the optimum environment to be successful. “We are looking for people who can manage a professional services practice – someone with business acumen, experience in the real estate industry, and a holistic approach to running a profitable full-service brokerage. We provide

best-in-class products and services to attract and retain the industry’s top talent, and have a strong culture of cooperation and collaboration with leading broker-owners from across the country.”

New franchisees initially receive three days of proprietary training to learn how to run a brokerage the Royal LePage way. Ongoing support is provided through regional meetings and an annual leadership conference, as well as ongoing workshops and coaching.

Soper says that real estate is now the largest sector of the Canadian economy, and he foresees continued opportunities for new Royal LePage franchises, particularly in Toronto, Vancouver, and Montreal. “Population growth drives demand for housing, and Canada is the fastest growing advanced country on earth.”

ROYAL LEPAGE STATS Franchise locations in Canada: 599 Corporate locations in Canada: 23 Available territories: All of Canada In business since: 1913 Franchising since: 1995 CFA member since: 2000

Helping Prepare for the Move There are other franchise systems that are involved in the real estate market, helping real estate agents and clients in preparing their properties for sale, and in visualizing just what these properties will look like when they take ownership: Prep ‘n Sell provides a one-call service to real estate agents and their clients, providing them with everything they need to put a home up for sale. Instead of hiring handymen, contractors, and cleaners, agents can place one call to Prep ‘n Sell, who refer to themselves as “stagers on steroids.”

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Picture This Today 3D Inc. uses breakthrough technology to create accurate, interactive 3D visualizations of properties, so those interested in purchasing can see just how the space will look.

Clients also have the opportunity to use this software to view how they can customize the space to fit their wants and needs, before making the purchase.

www.cfa.ca | www.FranchiseCanada.Online

CORNERING THE MARKET

Sutton Group Since 1983, Sutton has been a 100 per cent Canadianowned business that broke the industry mold by putting its agents at the centre of the transaction, says President and CEO Drew Keddy. “The Sutton system is the only national real estate franchise that provides the freedom for our agents to independently build and grow their own business, while still being part of a large national network of successful agents. Sutton agents consistently outperform the national average.”

“A franchisee should have leadership qualities, similar to a coach or captain of a sports team,” says Keddy, who feels that a culture of mentorship is a large contributor to the brand’s success. “They should also have passion for the business and take pride in their agents’ success. Franchisees can be brokers or investors. You have to know the real estate business, or hire someone who does.”

Training is offered online at what Keddy describes as “our Netflix-inspired Sutton University online training and resource centre,” as well as in person at professional growth-oriented events.

While many kinds of franchises may have a consistent, regimented system, that doesn’t always work with real estate, Keddy explains. “When you open a franchise, you are running your own business, and not every business looks the same because every market is very different.” Sutton encourages a culture of collaboration and camaraderie, and franchise owners often help each other come up with solutions to unique problems.

“We are fairly well established in B.C. (where the company was founded), and we have a large market presence in Quebec. There is a correlation between market share and profitability,” says Keddy, as he explains why this year the company is focusing on increasing its market share in Ontario. “There are opportunities for new franchises in small communities across the province, but there are also spots in Toronto.”

SUTTON GROUP STATS Franchise units in Canada: 214 Offices (124 Franchises) Franchise fee: $20K Available territories: All of Canada In business since: 1983 Franchising since: 1983 CFA member since: 2013

Franchise Canada May | June 2018 63

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

Any executive can tell you that uniqueness sells. It doesn’t matter what the business is or how or where it began; what does matter is being different from your competitors. These three Canadian entrepreneurs’ success demonstrates that very well.

BY DAVID CHILTON SAGGERS

Beyond the Classroom Franchise units in Canada: 4 Corporate units in Canada: 2 Franchise fee: $24K Investment required: $49K Start-up capital required: $25K Training: In person and virtual Available territories: ON In business since: 1998 CFA member since: 2017

As a one-on-one tutor in high school and later in university, Cathy Thompson says she saw a huge difference in kids’ learning capabilities. And it was these differences in ability that eventually led her to start Beyond the Classroom, a customized tutoring service that is built around catering to a child’s needs.

Thompson began the business in 1998 with her first hire, and started attracting clients through word of mouth. Now the Founder, Owner, and President of Beyond the Classroom has up to 60 tutors who work from each of the six locations, four of them franchises and the other two corporately owned. Beyond the Classroom began franchising in 2015.

Beyond the Classroom doesn’t sell packages of tutoring sessions, says Thompson, and respects the students’ family lives, with flexible schedules and payment options. “We try to do our best to make our tutors and students comfortable,” she says.

Beyond the Classroom has locations in the Greater Toronto Area (GTA) in Burlington, Oakville, Milton, and Mississauga, and in Guelph and Hamilton, Ontario.

Thompson hopes to add a further three to five franchises in 2018, and wants to expand in the GTA. Each franchise has access to an exclusive territory, and all of the system’s tutors are engaged as independent contractors, working an average of five to 10 hours a week.

Most tutors have an Ontario teaching certificate, and are contracted by the franchisee. Math and science subjects are in high demand, says Thompson, as are early literacy instruction and customized learning for students with

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attention deficit and hyperactivity disorder and other learning challenges.

Thompson says franchisees should have values that align with those of the system, and teachers and business owners have invested with the system so far. The cost of a franchise is $24,000, and franchisees will also have to buy liability insurance. Training takes seven to 10 days, depending on the background of the franchisee, and takes place in Burlington, Ontario. After the in-class training, franchisees complete a minimum of four onehour online instruction sessions.

Thompson says the benefits of investing in the system include low overhead, low cost of entry, the full support of Beyond the Classroom, and the opportunity to make a difference in the lives of children and their families.

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Holy Falafel & Shawarma House

Franchise units in Canada: 1 Corporate units in Canada: 1 Franchise fee: $25K Investment required: $125K-$375K+ Start-up capital required: 70% liquid capital Training: 6-8 weeks in store Available territories: AB, BC, MB, NB, NL, NS, ON, PE, QC, SK In business since: 2011 Franchising since: 2017 CFA member since: 2017

Greg Ewasiuk, CEO and Founder of Holy Falafel & Shawarma House Restaurants Ltd., says he received great mentoring when he worked for Earl’s Restaurants, a major presence in Western Canada, while he was a university student. He worked his way up through Earl’s, finishing his early career there people hiring, training, and opening new stores.

Later on, while working as a sales and marketing executive in Vancouver’s hi-tech software industry, Ewasiuk discovered a small, very busy falafel restaurant that sold great soul food, and he became a regular business patron and a friend of the owner, eventually asking him if he’d like to sell him the business. The owner originally said no, but one day years later, Ewasiuk got a call asking if he still wanted to buy the place, because the owner was retiring. Ewasiuk said yes, buying a single store in

Langley, British Columbia, along with its fourth-generation Lebanese family recipes.

In 2011, Ewasiuk completely innovated and professionally modernized the operations, menu, and concept entirely, introducing a contemporary fast casual franchiseable healthy lifestyle brand. “Holy Falafel,” he says, “is not your typical corner mom ‘n pop donair shop.” In fact, it’s so up to the minute that Ewasiuk describes his principal product as “gourmet falafel.”

All food at Holy Falafel is created fresh from scratch by chefs on the premises every day, with ingredients and flavours that are sourced locally where possible. As well as falafel and shawarma, the restaurant also offers custom salads, daily soups, breakfast wraps, desserts, and a sprinkling of Indian and Greek Mediterranean flavours.

While Ewasiuk thought his customers would primarily be millennials, it turns out those of all ages want to eat at Holy Falafel.

Relocated from Vancouver to the growing suburbs in Langley, the flagship location is now franchised, and Ewasiuk says there are two more franchises slated for the third and fourth quarter this year, with more to come in 2019. “Our plan is to grow out organically and locally from our source,” he explains. And Holy Falafel is getting considerable interest in British Columbia, along with the rest of Canada and overseas.

Ewasiuk says that although some exposure to business and food service helps, the qualities he’s looking for in a franchisee are an entrepreneurial spirit, a passionate outgoing personality, and a willingness to make a positive impact in the community. The turnkey cost of a franchise at 600 to 700 square feet is $175,000+, and for a franchise at 1,300 square feet, it’s $375,000+. On-site hands-on training takes place in Langley, and at the new stores, and lasts for six to eight weeks.

Ewasiuk says the benefits of investing with Holy Falafel include its proven track record, depth of management experience, vibrant company culture, innovative and healthy menu, and an absence of competitors on the horizon.

Franchise Canada May | June 2018 65

Maid 4 Ironing

Franchise units in Canada: 1 Corporate units in Canada: 1 Franchise fee: $25K Investment required: $95K-$125K Start-up capital required: $50K Training: $1K Available territories: All of Canada, US In business since: 2016 Franchising since: 2017

For time-starved Canadians, or for those who just can’t stand the thought of ironing and folding clothes, Carlos Costa has the perfect solution: Maid 4 Ironing will drive to their homes and do it for them in a custom-designed van.

Costa, the Owner and Founder of Maid 4 Ironing, first thought about his system in 2009, but then spent some time, well, ironing out the details. One of them was finding the right sort of power for his Mercedes-Benz vehicles; he eventually settled on solar panels, and the first Maid 4 Ironing van arrived in 2016.

Maid 4 Ironing started franchising last year. So far, Costa says there have been expressions of interest from across the Greater Toronto Area, including Ajax, Thorn-

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hill, Brampton, and Mississauga. “My goal for this year [2018] is to have 20 vans in the GTA.” The system may also expand elsewhere, with Costa noting that Maid 4 Ironing has gathered lots of attention from the U.S. The cost of a turnkey franchise is $95,000. The specialty vans are leased for five years from Mercedes-Benz, lease costs are extra, and all vans are equipped to communicate with customers via text and email. Costa says franchisees don’t need a technical background, but must be willing to work and be “ready to run a business.” He suggests the system is attractive to newcomers to Canada and couples working together.

Training takes one week at Maid 4 Ironing’s Vaughan, Ontario head office, and is conducted in a space that has the same layout as one of the vans. The company’s target customers are just about anyone who needs the service, and Maid 4 Ironing reaches them with social media, an initial three months of telemarketing, door hangers, and more. Each franchisee receives access to a designated territory of 20,000 to 40,000 households.

Costa is enthusiastic about the benefits of the Maid 4 Ironing system, saying that it offers a unique proposition, customer convenience, lower cost of entry, and lower overhead.

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Millennials in Franchising

THRIVING YOUNG CANADIAN FRANCHISES

T

Ctrl V and Hopscotch are 2018 NextGen in Franchising Global Competition winners

his past February, Canadian franchises Ctrl V and Hopscotch were announced as NextGen in Franchising Global Competition winners. The competition, held by the International Franchise Association’s (IFA) Franchise Education & Research Foundation, is a worldwide program open to entrepreneurs aged 21-35 from across the globe who are looking to grow their businesses through the franchise business model. This year was extremely competitive, with nearly 900 individuals submitting their franchise business plans for a chance to be among the top 20 winners selected.

As NextGen winners, representatives from Ctrl V and Hopscotch had the chance to participate in the two-day Franchising Summit at the IFA Annual Convention in Phoenix, Arizona.

They pitched their business concepts to a panel of judges, and also had the opportunity to network with and receive advice from leading franchisors, franchisees, and suppliers, along with other millennial entrepreneurs.

We spoke to the latest Canadian NextGen winners, who shared details about their experience at the Franchising Summit. Read on to learn more about their innovative franchise concepts, and their advice for other young millennial entrepreneurs.

Franchise Canada May | June 2018 67

Millennials in Franchising

“IT WAS A FANTASTIC PROGRAM AND ECOSYSTEM TO BE INVOLVED WITH. OUR COMPANY WAS EXPOSED TO A VAST WORLD OF KNOWLEDGE, ENTREPRENEURS, MENTORS, AND A NETWORK THAT HAS PROVEN TO BE INVALUABLE.” Ctrl V Robert Bruski, CFO of virtual reality arcade franchise Ctrl V, says the experience at the IFA Franchising Summit is one that he and his colleagues, Ryan Brooks (CFO) and James Elligson (COO), won’t be forgetting any time soon.

“The decision to be involved in the NextGen in Franchising Global Competition was an easy one to make.

We knew from the calibre of the IFA Convention and the breadth of knowledge provided from NextGen that participating in this program was a must-have for our business,” says Bruski.

“It was a fantastic program and ecosystem to be involved with. Our company was exposed to a vast world of knowledge, entrepreneurs, mentors, and a network that has proven to be invaluable. The 2018 curriculum

was based around problem solving, a must-have component of a franchisor’s tool belt. Specifically, being able to receive input from other franchisors, as they’ve learned through experience, was key,” he adds.

Ctrl V is the world’s fastest-growing and largest virtual reality chain. Virtual reality (VR) replicates an environment that simulates a physical presence in places in the real world or an imagined world, allowing the user to interact in that world.

Brooks, Bruski, and Elligson decided on this virtual reality franchise concept in January 2016, when they learned the newest iteration of virtual reality technology would be available to the general public for consumer purchase in April 2016. Ctrl V customers pre-book VR sessions online, then head to the corresponding arcade, where they have access to a diverse lineup of software titles during onehour sessions at their own designated VR station.

Now with 14 franchises open across Canada, and one in the United States, plus five corporate locations in Canada, Ctrl V is continuing to expand, with a funnel of at least 10 more franchises coming in 2018 across Canada and the U.S. Bruski says there are many takeaways from the NextGen experience, and has this advice to pass on to other young entrepreneurs: “Franchising isn’t as simple as coming up with a great business model that can be repeated. Your franchisees are your team and your family, and you must work together to achieve a common vision and goal.”

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68 Canadian Franchise Association

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Millennials in Franchising

“IT WAS GREAT TO WORK DIRECTLY WITH INDUSTRY EXPERTS WHO WERE VERY OPEN TO SHARING THEIR KNOWLEDGE WITH US. WE LEARNED ABOUT STRATEGIC GROWTH, FRANCHISE SUPPORT, AND HOW TO BE COMPETITIVE AS WE EXPAND.” Hopscotch Wyatt and Aiden Booth, Co-founders of health-conscious fast casual food franchise Hopscotch, jumped at the chance to further promote and grow their concept at the IFA Franchising Summit.

“We wanted to participate because we truly believe we’ve created a great concept that’s exciting for both franchisees and customers,” explains Wyatt.

And the brothers’ experience in Phoenix certainly lived up to their expectations. “The NextGen in Franchising Global Competition experience was extremely informative and educational for me and my brother,” says Wyatt. “It was great to work directly with industry experts who were very open to sharing their knowledge with us. We learned about strategic growth, franchise support, and how to be competitive as we expand.

It was also an excellent networking opportunity.”

Hopscotch started out in London, Ontario, when the brothers were attending the University of Western Ontario, and the company’s headquarters are now in Toronto. The goal is to create a fun and inviting environment that provides customers with chef-inspired dishes made from sustainably-sourced ingredients, served fresh.

The menu boasts a wide range of options, including rice and quinoa bowls, a variety of salads, and nutrient-packed smoothies, to suit different healthconscious lifestyles, with a focus on customers dwelling in urban environments.

Hopscotch has four locations open in Ontario, and has signed multi-unit agreements with partners

in Toronto and Edmonton that will see the addition of seven Hopscotch franchise locations, with the first of each agreement open by the end of 2018.

Wyatt says he and Aiden have learned a lot as they’ve built up their franchise business, and also gained some valuable insight from the NextGen Competition that they can pass on to millennials interested in franchising.

“Don’t cut corners! The excitement of franchising can be intriguing, but franchise partners put their hardearned money into your business, and you should be prepared to offer them a business that’s positioned to be successful, and that’s been through the trial-and-error version of what they might encounter. Any question they may have, you should be able to answer in complete detail,” advises Wyatt.

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Franchise Canada May | June 2018 69

THE FIRST YEAR

EQUIPPED FOR SUCCESS

Graeme Parcher’s exciting first year as a TheRentalGuys.ca franchisee

BY KAREN STEVENS

A

fter 25 years working on the equipment and supplies side of the motion picture industry, Graeme Parcher was ready for a change. “I was exposed to the rental industry very early on in my career, and I thought it was a very interesting business model,” recalls Parcher.

Later on in his career, Parcher found himself once again working for a rental company. “I thought again about the rental model, and why it was an interesting and attractive model for me personally,” he remembers.

“I wanted to seek out opportunities in the rental business, but I wasn’t quite sure what I was looking for.”

It was through doing research into the opportunities and business models available that he discovered Chris Clark at the TheRentalGuys.ca. “Over the course of about four months’ time, we had several meetings, and he did a very nice job of explaining his vision for TheRentalGuys.ca.”

The end result of those meetings was that Parcher came on board as the first TheRentalGuys.ca franchisee in April of 2017. “Initially, it was just me,” explains Parcher. “I was doing everything.” Now, after a successful first year in business, he has an additional driver, truck, and trailer, plus more equipment on its way to serve customers in his GTA West area in Ontario.

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Equipment rental franchise TheRentalGuys.ca has a strong foothold in its niche serving the homeowner and the small-to-medium-sized contractor. “Our unique value proposition is that we pick up and deliver the equipment for free,” says Parcher. “This business solves problems in the marketplace that no one else seems to be addressing.” Also, the franchise provides up-to-date info about equipment pricing and availability online, something the competitors have yet to offer.

Finding franchise success Parcher says potential TheRentalGuys.ca franchisees don’t necessarily need previous experience in the field.

“It would be an asset to have a background in the rental industry, but it’s very important that you have a background in business,” he says. “Whether you’ve owned your own business in the past, or you’ve played a senior management role in someone else’s business, you have to have a pretty good handle on profit and loss.”

For a TheRentalGuys.ca franchisee, transferrable business acumen and experience go a long way in building a successful franchise. Parcher also says it helps to be mechanically inclined, especially as you get started. “You need to have a pretty good idea of how things work, and you need to be hands-on with the equipment,” he explains.

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THE FIRST YEAR

“WHEN YOU’RE PART OF A PROVEN FRANCHISE, THERE’S A HUGE AMOUNT OF LEARNING THAT YOU CAN BENEFIT FROM THAT YOU OTHERWISE WOULDN’T HAVE ACCESS TO.” Overall, Parcher says he’s enjoyed his first year as a franchisee. “It’s been really exciting to see the potential of the business. I don’t have doubts or concerns about whether this is going to work out.”

Parcher is eager to share the benefits of joining TheRentalGuys.ca team, including the repeat customer base. “Once you have a customer on board, they realize the benefit of having equipment delivered for free, and having it show up when they expect it to,” he says.

“We have a very high retention rate. That’s how we build momentum.”

TheRentalGuys.ca offers comprehensive franchisee training. Before signing the franchise agreement, Parcher went to Calgary to visit Clark and the team at head office to discuss, understand, and experience the business first-hand. He also participated in a “Discovery Day,” where he rode along with the team as they delivered the equipment.

“You truly learn the business from the ground up,” says Parcher. “They train you on everything from how they deliver the equipment to how they load it on the trailer to how it actually functions.” After gaining a general sense of what the franchise was all about, Parcher returned for the two-week training period about six weeks later.

Since that initial training ended, the support has been ongoing. “They’ve been very helpful, from bigger issues right down to the nitty gritty things,” says Parcher. “The learning curve is steep, but they’re there to back you up 24/7. I’ve never had a FCA - UPDATE.indd 1

phone call go unreturned for longer than 15 minutes.”

Additionally, the franchise support also includes the website and the online system, which is managed by the team in Calgary. “There’s tremendous support on a daily basis,” assures Parcher. “When you’re part of a proven franchise, there’s a huge amount of learning that you can benefit from that you otherwise wouldn’t have access to.”

To stay up to date in his industry, Parcher uses a few strategies, including doing a lot of reading and asking for feedback from his customers. “We stay in tune with what’s going on with the Canadian, as well as the American Rental Association,” says Parcher, noting that he also attends the ARA Rental Show every year to understand the equipment being offered by the manufacturers, and to keep with the new trends. Additionally, TheRentalGuys.ca franchisees across the country converse with each other on a weekly basis, when they can share experiences and helpful hints.

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THE FIRST YEAR

Rising to the challenge No new franchise is without its challenges, however. For Parcher, the biggest initial challenge was the financial commitment. “You have to acquire an initial inventory of equipment to be able to serve your customers; because of that, there is a huge financial commitment up front,” he explains.

To service his market, he chose to have a broad array of units available to the customers, rather than to go with multiple units of the same machines. However, after the initial investment, “It didn’t take a lot of time for us to get off the ground and build momentum with the customers we serve, because there’s such a demand for this

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kind of service,” he says. “We primarily spent a lot of time, energy, and money online advertising our services, but we also spent an enormous amount of time beating the streets, knocking on doors, and delivering flyers and postcards to promote our business.”

According to Parcher, the recipe for franchise success at TheRentalGuys.ca is business experience, being a hands-on individual, and being willing to put in the hours and the effort. “We get in our trucks and we go out to job sites, we cold call potential customers, we prepare mailings, and we do whatever we need to do to build the brand and build the recognition,” he says.

Overall, Parcher offers this wisdom from his year of experience as a franchisee: “If you have a strong work ethic, you can grow as much as you want to.

You have the ability to craft your own destiny.”

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A DAY IN THE LIFE

LIVING A HAPPIER AND HEALTHIER LIFE

Simply For Life franchisee helps inspire Canadians through nutrition-based lifestyle

O

BY KRISTIN DI TOMMASO

ne look at the Simply For Life website, and it’s not hard to see why so many Canadians are eager to invest in the nutritional consulting and health and wellness franchise.

Filled with inspiring messages, one in particular stands out. The motto, which reads: “Real food – Real people – Real results. And simple ways to achieve success – for life,” doesn’t just apply to health-conscious Canadians who want to change their lives. Just ask Gail O’Brien.

When the St. John’s, Newfoundland and Labrador franchisee discovered Simply For Life just over a year

ago, she knew instantaneously she had found something special. “I was working on my own before I found Simply For Life, but I knew I wanted more out of my career,” O’Brien says. “This was the perfect opportunity.”

A registered holistic nutritionist, O’Brien and her husband were drawn to Simply For Life in large part due to its multi-faceted business model. The Canadian brand, founded by Bruce and Claudine Sweeney in 2001, combines a nutritional service, led by certified consultants, with an in-clinic natural market offering healthy, local, and quality foods to the public.

Franchise Canada May | June 2018 73

A DAY IN THE LIFE

With 35 franchise locations from coast to coast, the sustainable long-term weight loss franchise isn’t just looking to give clients a quick fix. O’Brien says that at its core, the business educates people about healthy eating and dieting habits they can apply throughout their lives.

A typical day Having only opened her clinic in August 2017, O’Brien is fairly new to the world of franchising, and says she is still learning the ropes of the business. With two small children and a new puppy at home, the franchisee typically begins her days at 6:30 in the morning. When she arrives at the office, she organizes her day based on her scheduled appointments. Though not all franchise partners are required to conduct consultations, O’Brien’s educational and professional background in nutrition allows her to do so.

In just under a year, the entrepreneur has accumulated 50 clients, which means a large portion of her days are dedicated to consultations. And with just two additional employees on staff, O’Brien says she is doing the jobs of three to four people. Still, this doesn’t seem to faze her. “It’s definitively in my DNA to stay busy with jam-packed, non-stop days!”

Although the bulk of Simply For Life clients use its services for weight loss, many people come in to find solutions on how they can manage a variety of problems through a nutrition-based lifestyle, including chronic conditions. O’Brien says it can be extremely overwhelming to not know what you can and can’t eat as a result of these conditions, which makes being a Simply For Life franchisee especially rewarding.

“It’s great to work with clients and see them get happier, healthier, and discover new ways to live better,” O’Brien says. “That’s part of the reason why I fell in love with the business model.”

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When she’s not meeting with clients, O’Brien’s downtime is spent catching up on emails and taking over duties for the market, which usually involves ordering new products.

The passionate newcomer has also added online demos and in-clinic information sessions to her routine.

Usually showcasing a new health-based recipe or discussing various topics ranging from boosting immunity, healthy eating 101, and plant-based vegan food options, O’Brien has implemented unique channels to engage with the public and share with her community the benefits of the clinic and the Simply For Life program.

Learning new skills Though the Simply For Life model ties in well with her former career, O’Brien says her new responsibilities as a small business owner are most fulfilling, specifically the market aspect of the job.

Based on clientele and public interest, each Simply For Life franchisee can order specialized products for their market, which is especially great for O’Brien. “Because we’re located in Newfoundland, we are limited to a lot of the stuff we can get food-wise,” she says. “It’s nice for us to be able to provide our hometown with more selection and give them access to something they wouldn’t necessarily be able to find in the supermarket.”

Closing in on her first year operating the franchise, the busy entrepreneur has also added an at-work initiative into the mix. As the name implies, O’Brien, at the request of employers in the community, will bring her services to their workplace. From 15-minute consultations with workers to conducting presentations on a variety of topics, the at-work program enables O’Brien and her staff to meet with local community members and educate them on their products and services.

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A DAY IN THE LIFE

For O’Brien, managing the market and interacting with clients is just one of the highlights of being a Simply For Life franchise partner, though running the market doesn’t come without its challenges. If the franchisee takes on any stress, it’s usually because of her clinic’s location.

It’s not uncommon for product suppliers to mix up orders between her clinic and the Simply For Life clinic operating in Saint John, New Brunswick, or to even have a product missing here and there. Still, it’s a small price to pay for the opportunity to lead people to living happier and healthier lives, especially with the support of head office.

The Sweeneys have established an informative environment for all franchisees, and O’Brien notes that whenever she needs assistance with marketing or finding a new product, head office has someone on staff to provide assistance.

And if that’s not enough, the franchisee says that investing in a Simply For Life franchise means you’re constantly learning. With ongoing staff training held throughout the year, franchise partners across the country have a variety of platforms to communicate, ask questions, and bounce ideas off one another.

Passionate about helping others Though the Simply For Life program complements her professional career and education, O’Brien says this formal background isn’t necessary to find success within the system. If anything, she’s discovered that what truly matters is wanting to help people.

“Working with people who want to lose weight or eat healthier is what I’m most comfortable doing,” she says.

“What we’re doing isn’t clinical at all. If anything, we’re trying to make it fun so coming here isn’t something people dread.”

To inspire people to use their services, any prospective Simple For Life franchisee must be a people person

“It’s great to work with clients and see them get happier, healthier, and discover new ways to live better. That’s part of the reason why I fell in love with the business model.” with a good temperament. That being said, it doesn’t hurt to have some sort of background in healthy living.

“You want to be the model of your clinic,” she says.

“You should live what you preach, so if you embody a healthy lifestyle and are passionate about cooking and food, you’ll probably make a perfect fit! It’s always scary when you take on a big business venture in life, but if it’s something you love, it’s worth it. I don’t drag my feet coming into work every morning, and that says something right there.”

Ask any experienced franchisee, and they’ll tell you O’Brien’s advice is perfect for anyone ready to take the plunge into business ownership!

SIMPLY FOR LIFE STATS Franchise units in Canada: 35 Corporate units in Canada: 1 Franchise fee: $30K Investment required: $100K-$175K Training: Ongoing Available territories: AB, BC, MB, NB, NL, NS, ON, PE, QC, SK In business since: 2001 Franchising since: 2004 CFA member since: 2015

Franchise Canada May | June 2018 75

LEADERSHIP PROFILE

RISE TO THE TOP Sebastian Fuschini dishes on his role in expanding Pizza Pizza’s presence through franchising

BY ROMA IHNATOWYCZ

F

or some people, there is only one true love, and it lasts a lifetime. This was clearly the case when Sebastian Fuschini first crossed paths with Pizza Pizza and was offered a job with the iconic brand, just one year out of college.

Thirty-seven years later, he’s still with the company, and has no intention of leaving anytime soon. “I am completely engrained in this company, and it has treated me with great respect,” says Fuschini, now the brand’s Senior Vice President of Franchising. “In fact, I can’t believe it’s been 37 years – it’s gone by so quickly.”

Fuschini was just 22 years old when a recruiter first spotted him working at Toronto’s Movenpick restaurant in the 1980s. He had just graduated the year before with a business degree from a local college, and was working two jobs to kick-start his career. He was managing the lunch shift at the Swiss-owned restaurant in the city’s downtown core, and then rushing off to manage the night shift at a Burger King in the neighbouring town of Oakville.

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The 12-hour days didn’t faze the young Fuschini, whose contagious enthusiasm caught the attention of a recruiter looking for new talent for the growing Pizza Pizza chain. “He used to come to lunch every day and noticed me,” recalls Fuschini. “When you’re young, you’re aggressive and on top of the world. And I wasn’t shy, to say the least. He told me Pizza Pizza was looking for a store supervisor, and asked if I was interested. I did my homework and checked out the stores, and I saw a great opportunity. And they had that phone number which I thought was genius.”

‘That phone number’ is of course Pizza Pizza’s famed ‘967-1111’ ad jingle, which has gone down in history books as one of the best marketing ploys of modern times. So engrained is the phone number in the minds of Canadians – at least those living within Pizza Pizza’s regions of operation – that rumour has it illegal immigrants trying to sneak into the country are advised to memorize it to pass themselves off as Canadian.

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LEADERSHIP PROFILE Building on strength All the dots lined up, and Fuschini willingly took a 25 per cent pay cut to join the Pizza Pizza team as a District Supervisor, managing about 18 locations, mostly corporate owned. It was 1981, and the brand was still a far cry from the behemoth it’s grown into today.

Altogether, there were just 37 stores – all in Toronto – and they were only open from 4:00 p.m. till 3:00 a.m., with about 90 per cent of their sales generated by deliveries. “It was a great base to work from, but I saw a lot of opportunity for improvement,” says Fuschini. “It was a relatively young company, and I could see that it was growing very quickly.”

Fuschini played a key role in that growth as he climbed up the company’s corporate ladder. He was initially promoted to Assistant to the Vice President of Sales and Operations, and then became the Director of Franchising in 1984, which is when he started to aggressively expand the company’s franchise operation. “In the first year, I sold 37 stores, and in the second, 33 stores,” he says. “I was the only person in the department at the time.”

Today, the chain has over 750 locations and processes 28 million orders annually. While the Pizza Pizza brand remains strongest in Ontario, it has branched out into other provinces. It has a solid presence in Western Canada, where in 2007, the company bought the Alberta-based Pizza 73 business. After pulling out of Quebec and B.C. in its earlier years, it has re-entered those markets, as well, and is also looking to expand its presence in the Atlantic provinces.

Needless to say, it’s been a long haul for Fuschini, yet he is as energetic as ever, and shows no sign of slowing down. The Senior VP attributes this to Pizza Pizza’s unabated focus on growth and development, which keeps everything fresh. It’s been the engine of the brand’s extraordinary success, and has helped the company transform itself from a small, onestore delivery service to a quick service restaurant chain recognized as one of the best-known brands in the country.

Always looking to keep pace with market trends, Pizza Pizza continues to evolve, and is currently in the process of redesigning its stores, embracing a modern, rustic vibe. This includes trendy wood panelling, painted brick walls, and a massive retro-style ‘Est. 1967’ stamp on the wall. “It’s all part of the evolution,” says Fuschini.

“We’re always trying to stay current, competitive,

“We’re always trying to stay current, competitive, and provide the best atmosphere for our guests. You have to be open to new ideas, to learning about new things and changing things to improve the business. I’m always looking ahead.”

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LEADERSHIP PROFILE “Whether it’s about standards, recipes, or advertising, we assist in all areas to try to make your business better and provide you with extensive training and then re-training. It’s about all of us coming together to make this work.”

Business is (baby) booming!

There are now more seniors than children in Canada.* • Own your own franchise delivering frozen meals to seniors • Proven growth opportunity • $0 royalty and $0 ad fund • Limited territories remaining in Ontario, Manitoba & Nova Scotia For more information call, 1.800.268.8199 x242 or visit HeartToHomeMealsFranchise.ca

CFA Franchisees’ Choice 2017

*Source: Statistics Canada, 2016 Census of Population

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and provide the best atmosphere for our guests. You have to be open to new ideas, to learning about new things and changing things to improve the business. I’m always looking ahead.”

Other initiatives embraced over the years include support for local charities and sports teams. In particular, Pizza Pizza launched novel fundraising efforts like its Slices for Smiles and Slices for Devices campaigns. The former raises money for the Children’s Miracle Network – customers can make a donation with any order placed by phone, online or through a mobile ordering app – while the latter, held every April during Earth Month, allows customers to exchange an electronic device for a slice of pizza. So far, 19,000 devices have been diverted from landfills thanks to this effort.

Focus on franchisees For his part, Fuschini still gets great pleasure out of helping Pizza Pizza franchisees build and grow their own business. While sales vary from store to store, Toronto locations average about $1 million in annual sales – a strong draw that pulls in professionals from all streams of life. “We have engineers, doctors, politicians, teachers, taxi drivers, business students – you name it,” says Fuschini. “And we have franchisees from all over the world. We’re truly representative of this great country we live in.”

Fuschini flags four qualities that every franchisee needs to succeed.

The first is a commitment to brand consistency. If you’re the type who wants to make your own rules, he notes, franchising is not for you.

Franchisees also need to commit to developing their people skills in order to inspire and motivate those who work for them, and they need a strong entrepreneurial spirit to be able to innovate and get involved in their community. After that, says Fuschini, it’s all about “hard work, hard work, hard work, and more hard work.”

The franchising VP also advises people to do their due diligence to ensure they’re targeting the right brand. Everything else, he says, can be taught, and education at Pizza Pizza includes an extensive training program that lasts for up to 12 weeks. It’s all about giving new franchisees the confidence to run their own franchise, says Fuschini.

At the end of the day, Fuschini believes that franchising remains a great business opportunity for most people looking to be their own boss, and he loves being part of that process. “With a franchise, you are independent and in business for yourself, but you are not alone,” he says. “You have the support of the franchisor. Whether it’s about standards, recipes, or advertising, we assist in all areas to try to make your business better and provide you with extensive training and then re-training. It’s about all of us coming together to make this work.”

PIZZA PIZZA STATS Franchise units in Canada: 391 Corporate units in Canada: 30 Franchise fee: $30K Investment required: $200K-$600K Start-up capital required: Minimum 30% of purchase price Training: 10-12 Weeks Available territories: BC, MB, NB, NL, NS, ON, PE, QC, SK In business since: 1967 Franchising since: 1974 CFA member since: 2002

www.cfa.ca | www.FranchiseCanada.Online

EMERGING SYSTEM

A Driving Franchising Force WeBuyUrRide expands throughout Canada with a customer-centric business model

BY JORDAN WHITEHOUSE

A

few years ago, a group of car enthusiasts realized there were only two avenues to sell a vehicle in Canada: you could either sell it privately, or take it to a dealership. Selling privately presents several challenges, most notably the large time commitment involved, and the safety concerns that come with it. The alternative of taking it to a dealership has its own challenges, too. A salesman may be more preoccupied with selling you a vehicle than in actually buying yours, for instance.

With this in mind, Justin Kelsey, one of the Founders of WeBuyUrRide, saw a huge void in the marketplace. Along the way, he was made aware of a TV show called The Profit, a reality show in which American businessman Marcus Lemonis offers help to struggling small businesses in exchange for an ownership stake in the company. In that first episode, Lemonis visited Car Cash, a New York based company that people could sell their vehicles to.

Kelsey loved the idea. Upon further research, he realized that other companies were doing something similar in the U.S. and U.K. The biggest selling point with these businesses was their simplicity. When you’re ready to sell your car, you visit their location, get a quote, and leave with a cheque in your hand. There’s no dealing with the time suck of trying to sell privately or the environment and sales tactics of some car lots. Yet nothing like this was in Canada.

The lightbulb went off. Having worked in multiple managerial positions with one of the most successful car dealerships in Vancouver, Kelsey knew something like Car Cash, or the companies like it, would work here.

Kelsey and his team worked out a business plan for a company they’d eventually call WeBuyUrRide, and arrived at a key difference between their company and others like it: they would go directly to their customer’s driveway. Instead of having to visit a bricks-and-mortar

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EMERGING SYSTEM

location to sell a vehicle, WeBuyUrRide customers make an appointment for a representative to visit them, at a time and place of their choosing. That rep then inspects the vehicle, makes an offer, and issues a cheque on the spot in the customer’s driveway. The only exception is in Ontario, where, due to Ontario Motor Vehicle Industry Council regulations, the customer is paid at a WeBuyUrRide office.

Fast forward four years and past an April 2015 launch in Vancouver. Today there are 30 WeBuyUrRide franchise units in British Columbia, Alberta, and Ontario, with another nine on the way in 2018.

So how have they been able to grow so quickly? Simple: “No one’s doing what we’re doing in Canada,” says President and CEO, Justin Kelsey. “The selling process should be convenient, it should be quick, it should be safe, and it should be stress free. Generally, that’s not the case out there, but that’s what we’re offering.”

Why franchise?

Another big reason why WeBuyUrRide has been able to fast-track its growth was the decision to franchise.

Those inside the company say that in order to build the business to the size and scale they wanted, franchising was the only option. That’s why they started selling franchises before they even launched. “Franchising allows you to expand quite quickly,” says Kelsey. “We’d be a lot more hard-pressed to do it if we didn’t go that route, because it allows you to duplicate. Your dreams and your visions are on a nationwide scale.”

There are challenges that come with franchising, of course, especially when you’re trying to do it right out of the gate. One of them for WeBuyUrRide – and, for that matter, almost any new franchise – is ensuring that the brand remains consistent across the country. Not surprisingly, what’s helped has been keeping tight connections with franchisees and making sure communications are clear.

Another significant challenge new franchises in particular often have to face and overcome is how to find the right franchisees. To be successful, you have to make

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sure that the person taking on your business is going to be representative of your brand the way you envision it being represented. They also have to hold similar values and standards.

It’s a challenge WeBuyUrRide continues to face. But the key to overcoming it is being patient, says Kelsey.

“It’s like building any professional relationship – it takes time. It’s a lot of meetings, it’s a lot of feeling each other out. It has to be mutual. We have their interests in mind, as well as ours, because we know that if we scratch their backs, they’ll scratch ours.”

During that feeling-out process, the company is especially trying to figure out if the potential franchisee has the intangibles they’re looking for: ambition, motivation, an aptitude for learning and teaching, and leadership skills.

They should also come with some working knowledge of the auto industry, and have an affinity and passion for vehicles, whether that’s as a hot rod enthusiast, for example, or a dealership executive.

WeBuyUrRide looks for enthusiastic individuals with confidence, an eye towards long-term commitment, and persistence as potential franchisees. “They have to have that before even meeting us,” says Kelsey. “They don’t have to have all of the entrepreneurial skills necessary to start a business, but they have to believe in what we’re trying to do, which is to change how an industry that has existed for decades does business.”

New franchise, new perks Although there are particular challenges that come with starting a new franchise, franchisees can reap the rewards of getting in on the ground floor with a young company.

Chief among them for WeBuyUrRide franchisees is that because the company isn’t a huge behemoth – yet – franchisees receive a significant amount of hands-on support, says Kelsey. “Our franchisees aren’t just numbers.

Because we’re relatively new, you get a lot more of an intimate and unique experience in the building of the business, because we can allocate more resources to you.”

www.cfa.ca | www.FranchiseCanada.Online

EMERGING SYSTEM

“Our franchisees aren’t just numbers. Because we’re relatively new, you get a lot more of an intimate and unique experience in the building of the business, because we can allocate more resources to you.”

A good example of this is the company’s franchisee training program, which takes place over a few months and involves in-person and online sessions. If the new franchisee is near one of the head offices in Mississauga, they can do it there.

That flexibility extends to any ongoing support or training a franchisee might need, says Kelsey. “We’re very happy to continue training through supplemental workshops and meetings where they’re located. It’s never: we do two weeks of training with you and then good luck. And at any point in time, a person can pick up the phone and call me, our COO, our CEO, talk for an hour, four hours, whatever it takes.”

Future rides As for the future of WeBuyUrRide, it looks bright. As mentioned earlier, nine new franchise units are set to open in 2018, and that includes three units in a new (undisclosed) province for them.

Ideally, they’d like to have representation in most, if not all of, the Canadian provinces, says Kelsey. But they don’t necessarily have a timeframe for Canadian expansion. “It’s going to depend on where the market takes us, where the demand is, and where the opportunity lies.”

They do have a timeframe for entering the U.S. market, however: within the next two years.

And why the U.S.? “A lot of cars, a lot of customers,” says Kelsey. “I think there’s a really high demand for our service there, and I think we’d be doing ourselves a disservice and the potential marketplace a disservice if we didn’t entertain going to the U.S.” Doing so would introduce a whole new set of challenges, of course, the main one being more competition.

Still, says Kelsey, they think they’ll be able to succeed because much of that competition has slightly different business models, and most of those other companies don’t go directly to the customer like WeBuyUrRide does.

And how about 10 years down the road? Where would they like to be? Kelsey says that they’d love to be established across Canada and the U.S., as well as in Europe and Australia. They’d also like to have two other as yet undisclosed phases of the business model built out that would essentially provide a door-to-door solution for customers.

“But really that’s 10 years from now, and right now we’re focusing on getting Canada humming even more and entering the States,” says Kelsey. “It’s wonderful to have those goals, and we certainly don’t lose sight of them, but we’re a pragmatic bunch, and we know that you’ve got to crawl, walk, and jog before you can sprint.”

WEBUYURRIDE STATS Franchise units in Canada: 20 Corporate units in Canada: 2 Franchise fee: $50K Investment required: $250K Start-up capital required: $20K Training: Yes Available territories: All of Canada In business since: 2014 Franchising since: 2015 CFA member since: 2015

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SHOW ME THE MONEY

4 FRANCHISES FOR UP TO $50K Franchising is about diversity. Franchise opportunities may be found in nearly every industry and business sector. It’s a great way for Canadians from all walks of life to go into business for themselves but with the support of a franchise system behind them.

One of the most important considerations for a prospective franchisee is investment level. Figuring out a budget that fits with your financial situation and goals will help you to zero in on the franchise opportunities that might be the best match.

With so many opportunities, there is a franchise for everyone at a variety of investment levels. Here, Franchise Canada showcases franchise systems in which you can invest up to $50K.

A Buyer’s Choice Home Inspections

The key to the home inspection business is simple: direct sales to realtors and building relationships.

A Buyer’s Choice Home Inspections has one of the best business models, and one of the best reporting systems in the industry. The training program is excellent, and the support is continuous as you develop your business. The demand for professional home inspections is growing, and we are poised to lead the way in service. Our mission is to deliver the best home inspection service in the industry. We will strive to exceed industry standards and to assist, comfort, and protect our customers.

Franchise units in Canada: 100, US: 34, Other: 26 Franchise fee: $39K per 1M pop Investment required: $39.9K, including franchise fee Training: Full Training and Certification provided Available territories: All of Canada, US, International In business since: 2005 Franchising since: 2007 CFA member since: 2016

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Enlighten Laser & Skin Care Clinic

Enlighten Laser & Skin Care Clinics is a growing franchise chain of laser hair removal and skin care clinics from coast to coast. Franchising since 2010, Enlighten now boasts 11 clinic locations. Locations offer a full range of laser-based treatments, including laser hair removal; acne, rosacea, and vein treatments; skin tightening, tattoo removal; anti-aging, skin resurfacing, and various medical treatments.

Franchise units in Canada: 11 Corporate units in Canada: 1 Available territories: All of Canada In business since: 2008 Franchising since: 2010 CFA member since: 2016

www.cfa.ca | www.FranchiseCanada.Online

SHOW ME THE MONEY

Firecrust Custom Salads + Pizzas

Firecrust Custom Salads + Pizzas is taking the pizza experience to the next level. Firecrust has fresh, made-to-order, customized salads and pizzas for one great price. With 30+ premium-quality ingredients to choose from, customers not only get to build their own meal, they get to experience the unparalleled, quick service for a great value.

Franchise units in Canada: 4 Franchise fee: $30K Investment required: $178K-$425K Start-up capital required: $150K Training: 6 weeks Available territories: AB, BC, MB, NB, NL, NS, ON, PE, SK In business since: 2015 Franchising since: 2015

JDI Cleaning Systems

As a JDI Cleaning Systems Master Franchisee, the rewards are substantial – you manage the business, while your service franchisees do the cleaning. Local service franchises are also available for those interested in starting a smaller janitorial services company with our assistance and guidance. Now expanding across Canada, with exclusive territories available.

Franchise units in Canada: 130 Corporate units in Canada: 1 Franchise fee: $10K+ (Local), $50K+ (Master) Investment required: Varies dependent on program chosen Start-up capital required: Varies from $10.5K Training: 5 days to 14 days Available territories: All of Canada In business since: 1992 Franchising since: 1992 CFA member since: 1996

Find franchises by investment level on LookforaFranchise.ca

Want to find franchises at a particular price point? Searching by investment level is just one of the search options available on Franchise Canada’s online franchise directory at LookforaFranchise.ca.

This website is powered by the Canadian Franchise Association and part of Franchise Canada’s suite of products for aspiring franchise owners. Build your profile on LookforaFranchise.ca and browse available franchises, request more information directly from the companies you’re interested in, and access exclusive Franchise Canada content online.

Franchise Canada May | June 2018 83

FRANCHISE FUN

Enjoying

Life George Raios’ recipe for success involves family, collaboration, and hard work

84 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE FUN At MR. GREEK, the experience is key, and the franchise’s motto, “Because Life has to be Enjoyed,” certainly backs that up. George Raios, President & CEO, says MR. GREEK offers a comfortable, family-friendly space that provides healthy cooked-to-order meals, with a generous dose of classic Greek hospitality.

Raios is big on working together, and is quick to credit his team for the system’s success, noting the addition of seven units in less than two years, and increasing system-wide sales, all while MR. GREEK rebranded to a premium casual concept, and navigated the changes of the Healthy Menu Choices Act in Ontario.

While Raios recognizes the value of hard work, he also understands the need to unwind. Here, Raios shares his thoughts on Canadian franchising, and the joy that comes from spending time with family (and an excellent glass of wine).

The most interesting thing I’ve done recently is…

In my recent travels to Dubai to see our store opening, I spent half a day in what seemed like the middle of nowhere in a desert for an amazing firsthand experience in the food and culture of the UAE.

The most important thing in life is…

Family, happiness, fulfillment, and enjoyment in what you do, and always giving a helping hand when you can.

In its best form, work is…

An enjoyment.

The hardest thing for me to do is…

Accept failure.

A good franchisee…

Is nothing less than an owner of a company, and should be a great ambassador of the brand.

My favourite drink is…

A nice bold, robust, full-bodied, peppery cabernet.

A good franchisor…

Should have a vision and be passionate about their brand.

My top advice for prospective franchisees is…

Do your homework, speak to as many franchisors and franchisees as possible, and if everything lines up, embrace the lifestyle and go for it!

My top advice for new franchisors is…

Take time to set up your system properly up front by retaining professional advice, having your infrastructure in place, and ensuring you’re financially sound to accommodate the new venture, because the royalty stream may take some time to happen. Above all, make sure your concept has legs.

One of the most enjoyable things to do is…

Spend time with my grandkids.

If I could meet anyone…

I would meet someone older and wiser, perhaps an Aristotle-type from a remote village who has experienced the inner path in life. Or Nobel Peace Prize Winner Malala Yousafzai The person who has had the most positive influence on me as a businessperson is…

Jeff Bezos from Amazon. He started from nothing and with his persistence and dedication, he is where he is today.

My franchise system began because…

I believed in the concept and the product, and there was a need.

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

My parents.

The key to success is…

Wanting it with honesty, respect, and an open mind.

I’d like my friends to describe me as…

A simple, humble person who you can always count on.

The accomplishment I look forward to the most is…

Fulfillment in my heart.

My personal motto is…

“It is what it is.”

One necessary item on my life’s “to do” list is…

Take my family to Greece for a much-needed vacation and introduce my kids and grandkids to the place I come from (let’s see how they handle the village – I hear the Wifi is not so good there!).

Canadian franchising is…

Still in its embryotic stages.

There’s a lot more work to be done, especially with building relationships and exchanging expertise between franchisors to help build our industry and various segments further.

Franchise Canada May | June 2018 85

Q A

ASK A LEGAL EXPERT What do I need to know before signing a General Security Agreement (“GSA”)?

THE VOLUME OF DOCUMENTS that a franchisee must review and sign when entering into a franchise agreement can be daunting. Typically, the franchise agreement is accompanied by a considerable volume of other contracts that a franchisee will be bound to, such as a personal guarantee, confidentiality agreement, and a general security agreement (GSA). Appropriately, most of a franchisee’s attention will be on the terms of the main body of the franchise agreement, but these ancillary agreements are extremely important to understand, and while it may be tempting to view a GSA as a standard form which must be signed, it is critical to be aware of what it means, why it is there, and what future impact it could have.

What does a GSA do?

If you have ever taken out a loan or line of credit, you have probably seen and signed a GSA. Before granting the loan, the bank may have asked you to put up certain assets as collateral. By pledging those assets as collateral, you gave the bank a security interest in the assets, and if you default under the loan, the bank can exercise its enforcement rights, including the right to repossess the pledged assets.

Similarly, when signing a GSA in the context of a franchise agreement, the franchisee grants the franchisor a security interest in all of the personal property of the business, which might include equipment, inventory, furniture, rights to revenue, accounts, and proceeds. This security interest secures the payment and performance of the franchisee’s obligations under the franchise agreement. If the franchisee defaults under the franchise agreement, the franchisor will have recourse against the franchisee’s assets.

Who signs the GSA? Franchisors will often ask for a personal guarantee from the owners of a franchisee corporation. By giving this guarantee, the individual personally guarantees the obligations of the franchisee, and in the event of the franchisee’s default, the franchisor may enforce its rights against both the franchisee and the guarantor.

However, only the franchisee corporation should sign the GSA, and the collateral provided as security should be restricted to those assets related to and/or located at the franchised business. Although the guarantor will be personally liable under the guarantee, no security interest is created in the assets owned by that individual.

There is an important distinction between the personal responsibility for a franchisee corporation’s obligations

86 Canadian Franchise Association

and the type of collateral offered by that corporation as security for those obligations.

Why is the franchisor asking for a GSA? The GSA is evidence of the franchisor’s security interest.

In order to become a “secured party” and give notice to third parties of this interest, the franchisor must register a lien under the applicable provincial legislation. Once this lien is registered, the franchisor gains certain statutory enforcement rights and protections in the event the franchisee defaults under the franchise agreement, and priority over persons who subsequently take a security interest in the franchisee’s assets.

The franchisee should receive a fully signed copy of the franchise agreement and all ancillary agreements, including the GSA. In addition, you should request a copy of the registered financing statement for your records. As a debtor under a GSA, you are required by law to receive notice of that registration.

What effect will this have on my day-to-day operations of the franchised business?

If the franchisee seeks any type of financing, the lender will search the local personal property register to determine if there are any liens on the franchisee’s property.

Typically, banks insist on having a “first priority” lien over the franchisee’s assets. If the franchisor has already registered its lien, then your bank may refuse to provide financing unless the franchisor subordinates its interest to the bank. A franchisor will usually subordinate (that is, rank second) to the bank under these circumstances, but to avoid the issue altogether, a franchisee should request that this be expressly set out in the GSA. The day-to-day operations will be otherwise unaffected by the GSA for so long as the franchise agreement is in good standing.

What happens on termination or expiration of my franchise agreement?

There are two separate elements of the franchisor’s secured interest: (1) the GSA and (2) the registered lien.

www.cfa.ca | www.FranchiseCanada.Online

(Continued on page 92) Cassandra Da Re Associate, Corporate and Commercial Law Dale & Lessmann LLP CdaRe@dalelessmann.com 416-369-7843

Q A

ASK A LEASING EXPERT

What are the do’s and don’ts for franchise tenants when it comes to commercial lease renewals?

APPROXIMATELY TWO MILLION commercial lease renewal transactions take place every year in North America. Whether a franchise tenant is leasing commercial space in a strip mall, shopping mall, or in a standalone building for a business, he/she eventually will have to face a lease renewal negotiation with a landlord. Starting with the end goal in mind and planning far enough in advance will make this process much easier.

Most landlords push for a rent increase on a tenant’s lease renewal. This is normal, and something you should anticipate. Much can transpire in a five- or 10-year lease term between when you moved in and when you need to negotiate a lease renewal. Negotiating a lease renewal is not an overnight process, and involves a number of steps: Do create competition for your tenancy. Franchise tenants should negotiate on multiple locations simultaneously – especially with lease renewals – even if they don’t want to move. Create options and play one landlord against another. Share with each landlord that you are receiving other proposals. This often creates a bidding war between landlords, with you winning in the end!

Do start the planning and site selection process well in advance. For existing businesses and lease renewals, begin 12-15 months in advance. This allows ample time for negotiating, completing paperwork, searching for alternate sites (if necessary), and accounting for Murphy’s Law. Do keep success quiet. Landlords often try to raise the rent due to a franchise tenant’s success. If doing well in a particular location, a tenant will likely not want to move, even if he/she can afford the rental increase. Some agents and landlords may try to take advantage of some tenants knowing how expensive it can be to move and set up a new business.

Do talk to other tenants. For lease renewals, talk with other tenants in the building who have recently renewed leases. Ask how these renegotiations went, and what the landlord was willing to agree to in terms of rental rates and further tenant incentives.

Do negotiate for lease renewal incentives. For some reason, franchise tenants neglect to, or are simply fearful of negotiating for lease renewal incentives. If a lease is expiring, a franchise tenant should ask him/herself what inducements (eg: free rent/tenant allowances) would the landlord give to a new tenant just coming into the property.

Don’t have false optimism. If a business isn’t faring well, but the tenant wants to renew his/her lease anyway, this is false optimism. Unless the franchisee changes location or something else about the way he/she does business, he/she should not realistically expect the next

five years to be better than the first five years. Moving can be difficult, frightening, time-intensive, and expensive; however, sometimes, this is absolutely necessary.

Don’t accept an inappropriate lease length. For new franchised businesses, an initial lease term of five, seven, or even 10 years is typical. However, when renewing, a franchise tenant should not automatically sign for that same or similar time frame without considering his/her own future. A business may be sold and/or an entrepreneur may retire. Don’t get locked into a long-term lease renewal unnecessarily.

Don’t settle for the same rental payment. Achieving a rent reduction on a lease renewal is a very real possibility. If the landlord is leasing space to new tenants at less than what the tenant is currently paying, a rent reduction should be achievable. If the franchise tenant’s current rental rate is artificially high because of his/her last tenant allowance, a rent reduction on the renewal term could also be in order. Again, tenants should talk with other tenants who have recently renewed or moved in to see how much they are paying.

Don’t allow the landlord to retain the deposit. If the franchise tenant has paid the landlord a deposit, he/she should ask for this back upon the lease renewal date. Franchisees can prove themselves as responsible tenants over their initial term. Why should the landlord keep this money?

Don’t disregard your operating costs. Having the lease and/or operating costs analyzed are effective ways to keep the landlord and property manager accountable.

Frequently, franchise tenants pay inflated Common Area Maintenance (CAM) because of padded or miscalculated operating costs. Often, it can be advantageous for groups of tenants sharing the same property to unify for an operating cost analysis.

Don’t exercise options. Even though the franchise tenant has a renewal option, he/she may not want to exercise it – especially if the renewal term’s rental rate automatically increases or can’t decrease. If a tenant is certain that the landlord wants you to stay and market rates (the “going rate” in the neighbourhood) have softened, he/she may want to negotiate the renewal from scratch.

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

Franchise Canada May | June 2018 87

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FRANCHISE TUTORIAL

TUTORIAL 11: THE FUNDAMENTALS OF FRANCHISING

INTRO TO INVENTORY WITHIN YOUR FRANCHISE BUSINESS, typically one of the major expenses is the inventory. Inventory is defined as all the goods and materials that are held in stock and used by a business for the day-to-day operations. It may be the products you sell, as in a retail store.

It may be the raw food products that you use to create meals, such as in a restaurant. Or it may be parts or materials you use to provide a service, such as in an automotive repair business.

The amount of inventory that franchisees are required to carry or stock will vary depending on the requirements set out by each franchise concept, and this is usually clearly defined within the operations manual. There are some valid reasons why the franchisor requires franchisees to stock inventory. Sometimes it can take significant lead time for certain suppliers to fill franchisee’s orders, so it’s imperative that the franchisee has inventory to keep the business going. There will be times when some products will be in demand more than others, such as during a promotion. By stocking inventory, the franchisee is creating a safeguard to meet the demands of the customer. By having significant inventory, a franchisee is allowing the customer to purchase what they need when they need it. If you don’t have the inventory to provide products and services, your customer may go to your competition.

Costs of inventory will vary from a few thousand dollars to hundreds of thousands of dollars, depending on the business model. There’s often a tendency for franchisees to gravitate towards getting inventory as cheaply as possible. However, this needs to be weighed against product quality, reliability, and warranties. All of these variables will affect the overall brand. A franchisor will take all of these things into account when sourcing and pricing inventory.

Inventory stocked and used by the business is an integral representation of the entire franchisor’s brand.

The franchisor will usually have clearly defined policies regarding what products can be carried. They will also define an approval process if you wish to add or remove specific items from the approved inventory list. An inventory purchase agreement or supplier agreement will address issues like shipping terms, product warranties, pricing, procedure for placing orders, and return policies. The franchisor will provide a clearly defined supply chain, or approved suppliers, from which the franchisee

is required to buy all products. (The topic of approved suppliers is covered in more detail in the next tutorial.)

When reviewing a franchise opportunity, ask the franchisor to review inventory policies so that you can better understand the operations of the business and what will typically be a substantial expense. Speak with franchisees and get their perspective. Are they happy with the product quality? What have been their challenges in inventory management, and how have they resolved these challenges? Have the inventory suppliers delivered product in a timely fashion and provided adequate return policies?

As the cost of doing business is on the rise, it’s very simple but important to maintain inventory control.

Shrinkage, a business term that refers to unplanned and unwanted loss of inventory, can be caused by theft, damage, spoilage, and accounting errors. Within the operations manual, the franchisor will typically provide details to assist franchisees on how to store the inventory, minimize loss from shrinkage, and get the most use out of the products.

It’s good business practice to make sure that the entire inventory is insured. It’s possible that the inventory may be covered under a blanket policy for the whole operation. In some cases, depending upon the type of inventory, it may be special coverage that you have to purchase from your local insurance broker. The policies regarding insurance are typically defined by the franchisor within the franchise agreement or operations manual.

Most businesses require inventory to run the business and service the customer, and it often represents one of the biggest expense items. Belonging to a franchise offers some distinct advantages when it comes to inventory, as a strong franchise will often allow franchisees to purchase inventory and products at a lower cost than if they were an independent business, due to volume purchasing. The franchisor will also ensure product quality, good return policies, and will be regularly researching for better inventory sources. While this is being done behind the scenes, it allows you, the franchisee, to focus on building your business and servicing the end customer.

Franchise Canada May | June 2018 89

FRANCHISE TUTORIAL TUTORIAL 12: THE FUNDAMENTALS OF FRANCHISING

INTRO TO APPROVED SUPPLIERS SUPPLY CHAINS, OR APPROVED SUPPLIERS, are suppliers that a franchisor has identified, investigated, and approved to provide their product or service to the system’s franchisees. The franchisee is typically required, under the terms of the franchise agreement, to purchase only from approved suppliers. The franchisee can order with peace of mind and confidence knowing that the products, equipment, and services meet the franchisor’s specific qualifications, and that they’re getting a good price and level of service.

A strong franchise system will use approved suppliers to maintain control over the quality of products and services that’s delivered to the end user consumer. The franchisor is able to create a duplicable business model and ensure the customer has a consistent experience.

This in turn reinforces the brand. The franchisor often sets high standards and requirements for the suppliers and regularly monitors them through the franchisees.

Strong franchisors will reject suppliers who let their quality control fall below the specified standards that were outlined at the time of approval. Continuing with a supplier that is not up to par affects brand integrity and inhibits optimal franchisee performance.

There are certain considerations that a franchisor will take into account when reviewing a supplier beyond quality. Some considerations include: • Is the pricing competitive?

• W hat is the timeline between ordering and receiving product?

• Does the supplier provide regular training on product and equipment to the franchisee?

• Is there merchandising assistance for the franchisee?

• What is the warranty policy?

• Is there a time frame for taking back faulty products and equipment?

• W hat is the delivery schedule, and what are the charges?

• What are the payment terms? 30, 60 or 90 days?

Franchise systems will often permit franchisees to introduce new suppliers for review, to ensure that franchisees are getting the best offerings available. If the franchisee finds a supplier they feel is superior to the current supplier, they can send the contact information to the franchisor for screening. If the supplier is found suitable, they’ll be added to the approved suppliers list.

90 Canadian Franchise Association

Some franchisees may find a specific product at a lower price, but it’s important to look at the bigger picture.

Although one or two of the products may be less expensive, one must look at the full “basket of goods” being provided by the supplier. All the considerations listed above need to be taken into account.

Franchisors will regularly monitor approved suppliers. This is often done through a supplier’s evaluation questionnaire provided by the franchisor to franchisees.

If the franchisor doesn’t provide a standard evaluation form, the franchisee can submit a short written evaluation of the service, quality of product, and pricing received from the suppliers. These reports allow the franchisor to ensure that the supplier is delivering on what was originally agreed to.

Many franchisors will negotiate volume rebates from suppliers. These represent funds that are typically paid back to the franchisor based on buying performance.

Rebates are typically disclosed in the franchise agreement, and how these rebates are used will vary. Some franchisors will keep the rebates to offset the costs of negotiating and monitoring the approved suppliers.

Other franchisors will forward the rebates directly to the franchisees. Others will put the rebates, or a portion of the rebates, into the marketing fund for the benefit of the system as a whole.

In general, most Canadian franchisors will use approved suppliers based in Canada. Buying inventory from American suppliers can sometimes end up being counterproductive. Although the price to purchase American products can initially be competitive, when you add in duties, tariffs, exchange rate fluctuations, and delivery charges, the cost of the product can often become prohibitive.

There are numerous benefits to the franchisee for using approved suppliers. These benefits include: • Ensuring consistency in the brand.

• Providing the best possible prices for franchisees and further discounts based on volume buying.

• Franchisees not having to spend valuable time shopping for products, and instead focused on servicing the customer and building the business.

• Additional benefits negotiated such as warranties, purchasing terms, and after market support.

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FRANCHISE TUTORIAL (Continued from page 90) When a franchisor approaches suppliers to negotiate terms for multiple locations, they will have more clout than if you, as an independent business, approached on

your own. An approved supplier program is an integral part of a franchise model, and provides real benefits to both the individual franchisee and the franchise system as a whole.

STUDY QUESTIONS TUTORIAL 11

TUTORIAL 12

1. The amount of inventory that franchisees are required to carry will: a) vary depending on the requirements set out by each franchise system b) usually be clearly defined within the operations manual c) both A and B

1. A strong franchise system will use approved suppliers to: a) provide varying quality of products and services delivered to the end user consumer b) generate income from endorsements and sponsorships c) maintain control over the quality of products and services delivered to the end user consumer

2. T he franchisor will usually have clearly defined policies regarding what products can be carried and: a) will never allow any new items to be stocked at any time b) will also define an approval process if you wish to add or remove specific items from the list c) will provide these products free of charge on an annual basis 3. It is good practice to insure the entire inventory. True or False? a) True b) False

2. F ranchisors will regularly monitor approved suppliers through: a) customer surveys b) suppliers’ evaluation questionnaires given to franchisees c) teleconferences directly with the supplier 3. Franchise systems will often permit franchisees to introduce new suppliers for review.

True or False?

a) True

b) False

4. A strong franchise will often allow franchisees to purchase inventory at a lower cost than if they were an independent business. True or False? a) True b) False

4. I n general, most Canadian franchisors use suppliers based in the U.S. True or False? a) True b) False

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

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

ASK A LEGAL EXPERT (Continued from page 86) Termination of the franchise agreement will often capture the GSA, and no further steps are required to terminate this agreement.

However, the termination of the GSA does not dis-

92 Canadian Franchise Association

charge (i.e. cancel) the lien registration, which remains on the personal property register of your province. On termination or expiration, the franchisee should request evidence that this registration has been discharged.

Otherwise, future lenders may have trouble offering you financing when they see how many secured creditors their interest ranks behind.

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

BeaverTails® Canada Inc. has been delighting pastry lovers since 1978.

Canada’s favourite pastry brand is celebrating it’s 40th anniversary and is actively seeking franchisees across the country!

Our locations, at some of the nation’s favourite resort villages, vacation towns, and waterfront boardwalk areas, have served our delicious pastries to presidents, celebrities, and millions of addicted fans. We’ve become the traditional “sweet treat” of theme parks, waterparks, zoos, ski hills, sports venues, fairs, and events from coast to coast.

Our signature pastry, indulgent ice cream, scrumptious BeaverBites, savory poutine, decadent hot chocolate and frosty smoothies offer a diverse menu. Now boasting over 140 locations and counting, our simple operations, reasonable investment, and ongoing support make this a delicious opportunity you’ll want to bite into!

For more information, please contact: Kristina Zappavigna at kristina@beavertails.com visit www.beavertails.com

BMO Bank of Montreal Established 1817. CFA-MSS member since 1980. Major Canadian chartered bank, providing a full range of domestic and international financial services. The Bank’s National Franchising Services Group focuses exclusively on the franchise marketplace.

We provide assistance by way of Financial Services Programs and banking arrangements to both the established and emerging franchise systems operating in Canada.

We understand franchising. We have the expertise necessary to fully understand your business and to respond with a comprehensive package of loans, cash management and electronic banking services suited to your network’s distinctive circumstances. The Bank of Montreal recognizes that franchising is a significant contributor to the Canadian economy and we are committed to its continuing success.

For more information, contact us at BMO Bank of Montreal, National Franchising Services, 55 Bloor St. W., 17th Floor, Toronto, Ontario M4W 3N5 Contact: Joseph Pisani at 1-877-629-6262, E-mail: franchising@bmo.com Or visit bmo.com/franchise

WORLD’S MOST SUCCESSFUL BAKERY FRANCHISE Chicken on the Way takeout restaurant opened in Calgary in 1958.

Today our values remain the same as when we first started: prepare and serve homemade food, always the best quality at a reasonable price.

Our menu hasn’t changed much through the years either. Fried chicken, fritters, fries and salads are all made fresh daily onsite, sourcing local ingredients whenever possible.

It’s a business philosophy that has proven itself over 50 years, through recession and boom times. Our first franchise opened in March 2011 and is a huge success. We have grown to include 10 franchises and one corporate store and have decided to expand further in Western Canada.

Initial franchise fee: $20K Total investment of $300K to $350K 160 hours minimum training for franchisees For more information: Phone: 1-403-283-5532 Email: info@chickenontheway.com www.chickenontheway.com

• A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011, 2012, 2013, 2014, 2015, 2016 & 2017 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 May | June 2018 93

MARKETPLACE

Crepe Delicious is Canada’s largest and fastest growing mallbased creperie and gelateria. Specializing in the creation of world-class sweet and savoury crepes and handcrafted gelato, we take pride in being a leader in the trend towards healthier eating.

Serving breakfast, lunch, dinner and dessert, Crepe Delicious offers fresh, nutritious and tasty food for people on-the-go. All of our crepes are made-to-order by our Crepe Chefs allowing customers to watch as their crepes are being prepared. Our signature crepe batter is only 130 calories and 4 grams of fat and then filled with the finest and freshest ingredients. Fresh veggies and protein create our popular savoury crepes, and we offer a selection of irresistable sweet crepes filled with fresh fruit combinations.

Our premium gelato is a perfect complement to the specialty crepe business. All our gelato and sorbet flavours are handcrafted on-site daily with natural ingredients. We proudly serve sugar-free and dairy-free options to meet market demand.

We are a world-class franchisor with a commitment to quality, having more than 6,500 stores in more than 27 countries. DQ Grill & Chill® offers a variety of soft-serve treats along with a full line of hamburgers, hotdogs, chicken and salads. As an ongoing expansion program, we are presently accepting applications for DQ® franchises across Canada. Candidates must have business acumen, superior people skills and desire to work with a proven franchise system. A DQ Grill & Chill® has a total investment of approximately $800,000 - $1,200,000 or more. The candidate must have a minimum of $400,000 cash available. A DQ® Treat location can be in major shopping malls or as a free-standing unit. The total investment for a retail store is between $300,000 $500,000 and up to $800,000 for a free-standing unit. Applicants must have a minimum of 40% project cost in cash to invest. www.dq.ca Contact: Tammie Verna at tammie.verna@idq.com or 905.637.4741

Our unique concept combines comparatively low food costs with excellent site selection to provide our franchisees with the recipe for success.

Single-unit, area development and master franchises available for this innovative specialty food concept. www.crepedelicious.com • info@crepedelicious.com Phone (905) 326-2969 Toll Free (877) 582-7373

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

Airport Chauffeur

Assisted Transport

Vehicle Chauffeur

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

94 Canadian Franchise Association

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 12, USA 6, International 7 Corporate Units: Canada 2, USA 1 In Business Since: 1993 Franchise Since: 1998 Franchise Fee: $50K Investment Required: $500K-$1M Training: 10 weeks Available Territories: All of Canada, USA, International CFA Member Since: 2011 7960 rue Saint-Denis, 2nd. Flr., Montreal, QC, H2R 2G1 Phone: (514) 282-0677 / (855) 331-EGGS (3447) Fax: (514) 282-8115 Web: www.eggspectation.com Email: info@eggspectation.com Contact: Enzo Renda, CEO

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

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.

53 locations across Canada and growing!

For more franchise information, call us at 1-888-597-7272 or email franchise@fatburgercanada.com.

For locations and more visit www.fatburgercanada.com.

Join Firehouse Subs Today Across Ontario!

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

In 2005, Firehouse Subs created Firehouse Subs Public Safety Foundation with the mission of providing funding, life-saving equipment and educational opportunities to first responders. In fact, Firehouse Subs has given more than $29 million to hometown heroes across the U.S., Puerto Rico, Mexico and Canada.

Our growth is carefully calculated to optimize restaurant potential, profitability and the success of our franchisees.

For more information about franchising with Firehouse Subs, contact Brent Greenwood at franchising@firehousesubs.com or 877-887-8330. www.firehousesubs.ca

Ready to Help People Look Good and Feel Great?

“It’s Gonna Be Great”

Foot Solutions is the world’s largest specialty wellness franchise focused exclusive on helping people feel good from the feet up, with:

Great Clips is the world’s largest and fastest growing salon brand with 4200 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!

• Individualized Holistic Foot Analysis • Top-quality Customized Orthotics • Expertly-fitted stylish shoes for work, play, dress & fitness If you want a business that gives back to your community and help people with conditions from diabetes, arthritis and more, Foot Solutions might be the perfect fit for you: Reasonable Hours • High Margins • Not Seasonal Low Labor Requirements • Not Impacted by Economy Top-growing 40+ Market • High Consumer Retention Opportunities: $75,000-$175,000 Single & Multi Unit Options: Small footprint brick & mortar, mobile or kiosk Great resale opportunities available For more information: Call 770.955.0099 Email fscorp@footsolutions.com Visit www.footsolutionsfranchise.com

Franchise Fee: $20K (USD) Investment Required: Net Worth $300,000 ($500,000 in select markets) Available Territories: Alberta, British Columbia, Manitoba, Ontario, Saskatchewan, United States Training : Yes Franchise Units Canada: 150 USA: 4050 In Business Since : 1982 Franchising Since: 1983 CFA Member Since: 2006 Find out more at www.GreatClipsFranchise.com.

Franchise Canada May | June 2018 95

MARKETPLACE

Heart To Home Meals Targeted to serve Canada’s fastest growing demographic, Heart To Home Meals delivers delicious, nutritious, high quality frozen meals to seniors in their own homes. The company is committed to food excellence, great customer service & the power of the entrepreneur as a franchisee. The model is based on our highly successful sister franchise Wiltshire Farm Foods in the UK, which is also owned by apetito. Heart To Home Meals has a limited number of territories available in Manitoba, Ontario and Nova Scotia - don’t miss your chance to be part of a company servicing Canada’s fastest growing consumer segment.

Visit www.HeartToHomeMealsFranchise.ca Heart To Home Meals Highlights • Business Type: Franchise – Delivering frozen meals directly to the customer’s home. The meals are prepared by the franchisor, then sold and delivered by the franchisee.

• Total Franchise Fee: $40K • Training & Start up Materials provided: YES • Home-Based: YES • Royalty and Ad fund: Both 0% Contact: Matthew Diestl • Tel: 1.800.268.8199 ext. 242 matthew.diestl@apetito.ca

M&M Food Market is Canada’s largest retail chain of specialty frozen food. Established in 1980, M&M Food Market has been a destination for high quality meal ideas made with the finest ingredients with over 400 products and new products introduced seasonally, M&M Food Market has changed for the better! Over the last 3+ years, M&M Food Market has been on a journey toward a 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. Updating the in-store experience with a new store design was one of the key pillars of the reinvented M&M Food Market brand. With almost 350 locations nationally and growing, M&M Food Market is leading the way in frozen food retailing. Now is the time to rediscover this trusted, iconic Canadian brand.

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

Jani-King is the world’s largest commercial cleaning franchise with over 9,000 franchisees in 10 countries and over 40 years of experience!

The unique Jani-King Franchisee Concept, available for as low as $11,900, provides our franchisees with an edge over the competition.

By offering unparalleled support and training, Jani-King works to ensure that every franchisee has an opportunity to be successful.

Initial and on-going training, 24-hour operational support and administration assistance are all provided by Jani-King.

Ready to be your own boss? Contact us today and join the more than 9,000 other Jani-King franchise owners worldwide.

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

JOIN AN ICONIC BRAND Since 1972, Maaco has restored the safety and appearance of more than 20 million vehicles, providing automotive paint and collision repair services for nearly 500,000 drivers annually. With over 500 centres in North America, Maaco is leading the pack of paint and collision repair franchises. Our franchisees experience an ideal work-life balance, operating Monday – Friday, from 8 a.m. to 5 p.m.; with average certified centers averaging sales upwards of $1.2 million, pulling over $190,000 in average income (See Item 19 of the Maaco FDD). If you’re looking for a nationally recognized brand, with turn-key operations and an extensive support team, call us today to discuss your Maaco opportunity!

Established: 1972 Date of first franchise: 1974 Franchise/corporate units in Canada: 20 Initial franchise fee: $35,000 Investment range: $250K - $350K Minimum startup capital: $140K Initial training offered? Yes Ongoing training offered? Yes Available territories: AB, BC, MB, NB, NL, NS, NT, NU, ON, PE, QC, SK, YT Maaco Systems Canada, Inc. T: 704-858-0729 • E: franchising@maaco.com https://www.maaco.ca/franchise-opportunities/

96 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

CHICKEN

TATERS

Welcome to the largest Canadian-owned quick serve chicken restaurant in the country and the fastest growing franchise in Canada.

Mary Brown’s Chicken & Taters continues to expand across Canada, with about 140 stores now open. We expect that number to double in the next few years. It’s a growth plan we’d love you to be part of!

The food is exceptional and the numbers are impressive. We’ve enjoyed 14 consecutive years of same store sales growth and are destined to continue this trend.

Our genuine approach to customer service, Made Fresh from ScratchTM food and warm smiles are what keep our Guests coming back. It’s based on almost 50 years of continued growth and success. We use proprietary cookers to create the plumpest, juiciest Chicken and fresh-cut Taters. Add to that, our comprehensive franchisee support including training, financing and marketing, and you’ll see that a Mary Brown’s franchise is an unbeatable opportunity that you don’t want to miss.

Give us a call at 416-576-3911 or 905-513-0044

Celebrating 10 Years of Success!

Massage Addict is Canada’s first and largest membershipbased massage therapy company, with over 80 locations across Canada! Healthcare is the fastest growing industry in Canada and massage therapy is the leading non-traditional form of therapy in healthcare.

Massage Addict is a proven business concept serving a gap in the market.

• • • •

Low investment and start-up costs Recurring revenue and quick ROI Opportunity for multi-clinic ownership 80% of clients have treatments paid directly from insurance companies • Online booking and direct billing technology • 100% Canadian owned and operated To learn more about franchise opportunities with Massage Addict contact: Michael Mutsaerts, VP Franchise Development FranchiseMA@massageaddict.ca or by visiting www.massageaddict.ca.

or email us at franchising@marybrowns.com www.marybrownsfranchising.com

McDonald’s® has always been a franchising company and has relied on its franchisees, our Owner/Operators, to play a major role in the System’s success. McDonald’s remains committed to franchising as a predominant way of doing business.

As a multinational franchisor with nearly 1,000 franchises worldwide, Meineke is recognized as one of North America’s largest franchises. Since starting out in 1972, Meineke has serviced over 50 million vehicles.

We are actively seeking highly qualified business people to join our System as Owner/Operators.

If you are looking for an opportunity with excellent earnings potential, you should consider Meineke.

Owning a McDonald’s restaurant is a tremendous opportunity.

We are seeking individuals with significant business experience who have successfully owned or managed multiple business units or have led multiple departments and who have significant financial resources.

The benefits of being a Meineke franchisee: • Excellent brand awareness • Excellent training programs • Protected territories • Opportunities across Canada • Complete car care maintenance services

We are a family of over 289 Owner/Operators passionate about satisfying our customers, growing our business, making money and having fun.

Meineke has made a commitment to grow its Canadian franchise program in all Provinces across Canada.

McDonald’s continues to be recognized as a premier franchising company around the world. To learn more about franchising opportunities with McDonald’s Canada, please visit us at www.mcdonalds.ca Franchise opportunities are now available across Canada! ©2018 McDonald’s

And most important, a franchisor that cares about its franchisees.

The opportunity is right for you now, as there are excellent markets available near you.

We will provide support in site selection and financing.

Minimum cash investment of $110,000 required.

For more information, contact Ed Pearson: 866-675-7687, ed.pearson@meineke.com www.meinekefranchise.com

Franchise Canada May | June 2018 97

MARKETPLACE

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.

Your customers have options, so should you.

The more ways you accept payments, the easier you make it for customers to do business with you. Moneris offers a wide range of industry-leading payment solutions. From in-store to online to mobile, our solutions are designed to keep the payment experience as seamless as possible. Together, we will help your franchise realize its full potential.

A CFA FSS Member since 2004, Moneris offers payment solutions targeted specifically to the franchise industry. We will work closely with you to analyse your needs and take the guesswork out of selecting the most appropriate and cost-effective solution for your franchisees.

Sign up with Moneris and receive preferred pricing through the CFA Member Discount Program.

Visit moneris.com/cfa or call 1-888-552-0341 for more information!

Build your future with a leader ... Trust the Midas touch!

Contact us to learn more: www.midasfranchise.com or call 800.365.0007 This advertisement does not constitute an offer of a franchise.

A franchise offering can be made by us only after we provide you with an appropriate Canadian disclosure document (as applicable in each province). Franchises may not be available in all provinces.

Interested in owning a Mr. Lube franchise?

With 174 locations and growing, Mr. Lube is the Canadian leader in automotive oil change and preventive maintenance.

In fact, we’ve served more than 45 million customers in our 41 years of business— and we are just getting started.

Mr. Lube offers: • A respected brand name supported with award winning advertising programs • Established operating systems • National purchasing programs and partnerships • An extensive franchisee support team • Industry leading training programs • Conversion opportunities We are looking for potential franchisees and existing independent operators who would like to take their business to the next level. If you are passionate about customer service and have the financial resources and leadership skills to grow with us, we would love to talk to you about becoming a franchise owner.

For more information email us at franchising@mrlube.com or visit our website at mrlube.com.

98 Canadian Franchise Association

For over 55 years Mr Mikes SteakhouseCasual Restaurants have been about feeling like you belong, where everyone feels comfortable in his or her own way. It’s your place - a place where you don’t have to be something you’re not, you can just be yourself.

It means tasty and affordable creations from our signature steak and Mikeburgers to our home-branded wines and beers.

Our plans are to open 30 new restaurants in Western and Eastern Canada over the next 5-year period and we invite you to call us for more information about franchise opportunities.

Canadian Franchise Association Members Food - Restaurants / Dining Rooms Mr Mikes SteakhouseCasual Restaurant Unit 100, 3700 North Fraser Way, Burnaby, BC, V5J 5H4 Phone: 604-536-4111 Fax: 604-439-7367 Web: www.rammp.net E-mail: rvillalpando@RAMMP.net Contact: Rick Villalpando, Vice President, Business Development Franchise Locations Canada: 37 Corporate Locations Canada: 3 In Business Since: 1960, Franchising Since: 2003 Franchise Fee: $50K, Capital Required: Min. $900K - 1.8M Training: min. 8 weeks Available Territories: AB, MB, SK, BC, ON CFA Member Since: 1997

www.cfa.ca | www.FranchiseCanada.Online

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Orangetheory Fitness combines motivational group interval training with a revolutionary exercise system that quickly and efficiently delivers high caliber fitness results. Orangetheory Fitness is the first and only heart-rate monitored, high-intensity interval training system based on science that will build strength, increase energy and tone and shape your body like nothing else.

This is a business opportunity that will transform your life. Now seeking franchisees.

Franchise Fee: $59.5K Available Territories: All of Canada, United States, International Training : Provided Franchise Units Canada: 66 USA: 780 International: 33 Franchising Since: 2011 CFA Member Since: 2012 Contact 780.760.0861 franchising@orangetheoryfitness.ca

Papa Murphy’s is the fifth-largest pizza chain in North America and the pioneer and leader of the take ‘n’ bake pizza segment.

Papa Murphy’s operates over 1,500 locations in Canada, the United States and Dubai. With the Canadian home office in Vancouver, BC, Papa Murphy’s offers custom-made pizzas featuring high-quality, fresh toppings which are generously layered on pizza dough that is made fresh each morning in each store. By baking Papa Murphy’s pizzas at home, customers get to enjoy their pizzas piping hot and conveniently ready when they want it.

• • • • • •

Ease of Operations Brand Strength Consumer Value and Appeal Low Initial Investment Ranked #1 Pizza Chain, three times by Zagat Four time “Chain of the Year” by Pizza Today

Franchise Fee: $25K | Minimum Investment: $250K Training & Support: Yes | Territories Available: Canada Papa Murphy’s Take ‘N’ Bake Pizza – Canada Website: www.papamurphys.ca E-mail: franchise@papamurphys.ca Phone: 1-855-425-PAPA (7272)

Pillar To Post Home Inspectors offers franchisees the opportunity to take control of their lives and lifestyles. With a home-based, low overhead model, franchisees can reach positive cash flow quickly in a self-controlled environment. Your schedule is flexible and your outgoing personality allows you to develop community relationships with realtors and home buyers. Pillar To Post Home Inspectors offer home buyers and owners peace of mind regarding their most important investment, their home.

Franchise Fee: $18.9K Startup Capital Required: $20K Investment Required: $33,150-$42,550 Available Territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, New Brunswick, Nova Scotia, Prince Edward Island, Newfoundland and Labrador, Yukon Territory, Northwest Territories, Nunavut, United States, Single Units Franchise Opportunities Available: Single Units Training : In house training and instruction program Franchise Units Canada: 88 USA: 446 In Business Since : 1994 Franchising Since: 1994 CFA Member Since: 2013

The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Today Pizza Nova is still family owned, represents over 140 locations across Ontario and specializes in hand-tossed Italian style pizzas that are complemented by an extensive menu of proven favourites.

We provide comprehensive training, easy ordering from our HAACP approved commissary, location identification & design, operations support and innovative marketing initiatives that bring customers through your door.

Pizza Nova is the Official Pizza of the Toronto Blue Jays, Toronto International Film Festival, and the CNE. Our 55+ years of success continues as a direct result of our uncompromising commitment to providing the highest quality product made from only the finest quality ingredients. In 2015 we became the first Canadian pizza company to introduce pepperoni sourced from beef and pork raised without the use of antibiotics or added hormones.

We have since expanded our ‘Raised Without Antibiotics’ profile to include bacon, chicken wings , chicken pollini, grilled chicken, and smoked ham.

For more information contact our Director of Franchise Development, Vince Morano at 416.439.0051 ext 216 or vince@pizzanova.com

For further information, please visit www.pillartopostfranchise.com

Franchise Canada May | June 2018 99

MARKETPLACE

TM

IT PAYS 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

Prepping Home for Sale and Much, Much More!

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

Join The Future of Real Estate

With 48 locations across Canada, Print Three is one of Canada’s largest owner-operated print networks. Print Three provides all franchise owners with in-depth training and ongoing support in the areas of marketing, promotions, advertising, web-based communications, décor, finance, inventory and supplies. We provide franchisees with current research on industry trends and new services, as well as on relevant technology and equipment.

Business owners across Canada choose Print Three for our superior marketing approach and sales program, which effectively combine print, web and marketing.

In the business for over 45 years, Print Three brings a wealth of industry expertise and innovation to the table. When you join Print Three you join a network that enjoys an excellent reputation and brand recognition across the country.

For more information contact us at franchiseopportunities@printthree.com or call: 1-800-335-5918 ext. 330.

Do you like Real Estate, Design, Staging, Renovations, Networking with People, a Flexible Work Schedule, then Prep’n Sell could be the Right Fit For You. Our “One Call” Hassel Free franchise caters to Real Estate agents and home owners who are looking to sell or buy a home. A Prep’n Sell Franchise can have 100’s of Real Estate Agents promoting their Business. What a WIN / Win Concept! One call gives them a full spectrum of home improvement services and specialists.

Plus RENOmagic “everything PLUS the kitchen sink” for homeowners that need an update or renovation.

It’s like having 2 Franchises for the Price of ONE! • Work from home with no employees • Ask about our SOFT START entry program • An in demand, niche market business • Multiple revenue streams • A complete Turnkey System • For Women or Men • A family business • Complete Training and Ongoing Support • Join a community of franchises just like you • State of the art software Contact David Collier today.

416-201-1010 • dcollier@prepnsell.com www.prepnsell.com

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 1-855-252-6974 x 110 or by visiting www.PropertyGuysFranchise.com.

www.printthree.com

100 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

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

FRANCHISE SPECIALISTS & FLEXIBLE FINANCING SOLUTIONS

QUESADA FRANCHISEE BENEFITS:

For over 35 years, the RBC Royal Bank national franchise team has provided financial solutions specifically designed to meet the unique needs and challenges of franchisees. Our qualified franchise specialists can offer you the support, expertise and market knowledge necessary to help you grow your successful franchise business in Canada.

• Affordable entry cost • Proven business model • Canadian owned company with hands-on franchisee support including:

° Operational and management training ° Advertising and promotional support

Whether you’re thinking about opening your first franchise or you are refinancing or expanding your existing franchise, you will benefit from working with an organization that understands your business. At RBC, we will work in partnership with you to help you meet your business goals.

° Systems to build sales, reduce operating costs and increase profitability

Talk to one of our franchise specialists for more information, and find out why more Canadian franchisees choose RBC Royal Bank.

° Site selection, lease negotiation, and restaurant design expertise

Three corporate locations and 100 franchises from coast to coast – with more locations opening every month.

Tom O’Neill President

Visit us at:

www.rbcroyalbank.com/franchise

E-mail us at:

franchise@rbc.com

Call us at:

1-800-ROYAL-20

Toll Free: 1-866-854-2400 ext.101 tomoneill@quesada.ca www.quesada.ca

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 394 stores in Canada is a crucial link to our customers. As a Snap-on Franchisee you’ll take your well-merchandised “Mobile Store” to your customer’s place of business and provide personalized service and solutions associated with the world-renowned Snap-on brand.

Custom business software, franchise financing and customer credit financing is offered. No royalty or advertising fees apply.

If you are ready to be your own boss and drive your own future, contact Snap-on today.

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

Ontario’s favourite destination for fresh-made breakfast and lunch Sunset Grill is a Canadian all-day breakfast restaurant franchise founded in Toronto, Ontario by Angelo Christou in 1985. With 75 franchised locations across Canada and growing, we are now positioned to expand across Canada and select markets in the United States, including California and Pennsylvania.

Fresh is Tastiest™ is our philosophy here at Sunset Grill – our guests are loyal to our brand and love our food because we use fresh ingredients, healthy cooking methods, source local wherever possible, deliver generous portions, and provide fast and friendly service.

Consider what Ontario’s best breakfast chain has to offer you: • One-shift operation & short hours (our stores are open 7 a.m. to 4 p.m.)

• High margins leading to excellent returns and building of a saleable asset • Comprehensive training & ongoing professional guidance • Exclusive territory • Low staff turnover • Great work-life balance; time at the end of the day to spend doing what you love with who you love Visit us: www.sunsetgrill.ca Email us: info@sunsetgrill.ca Call us: 905-286-5833

Franchise Canada May | June 2018 101

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Location Franchise Opportunities available throughout Ontario for this unique, award winning, fully licensed restaurant concept.

Currently 27 restaurants are operating in the Ontario market with 6 new locations scheduled to open in 2018 and 8 locations in 2019.

• WinnerFranchise of the CFA Gold Award of throughout Excellence in Franchising opportunities available Ontario for this award • 2011-2017 Consecutive years Choice Award winning, totally unique, fullyFranchisees’ licensed restaurant concept.

WeWinner have • Award Winning Concept Guest Choice: Best Breakfast, Best 20 restaurants operating in the Ontario market and 2 new restaurants scheduled to open in 2014.

Restaurant Atmosphere, Best Business Lunch, Best Cafe Bistro, • Winner the CFA Gold Award of Excellence in Franchising Best Patio, BestofServer & 2013 CFA Franchisees’ Choice Award winner • One of •a 2011, kind,2012 trademark décor • Award Winning Concept; dining Best Breakfast, Restaurant • Specializing in casual, upscale with anBest evolving menu, Atmosphere, Best Business Lunch, Best Cafe Bistro changing daily specials, and specialty beverages • Unique and truly a one of a kind décor • $615,000 to $650,000 Turn Key Operation • Specializing in Gourmet Meals, European Coffees, Specialty • Established in 1996& Exotic Desserts Beverages • $615,000 to $650,000 Turntraining Key Operation We provide the most extensive program in the Established inindustry.

1996 Canadian• Restaurant We provide the mostfor extensive training program in the Canadian • Three months of training up to three individuals Restaurant industry.

• Three months on site store opening support • Three months of training for up to three individuals • Training• in all aspects thestore business including; opening support wait staff, Three months onofsite counter,• Training kitchen,inadministration, management and finance all aspects of the business including; wait staff, • Three months onkitchen, site store opening support counter, administration, management and finance We inviteWe you to you visittothe invite visit Symposium the SymposiumCafe Café Restaurant & Lounge and see theleader fuss is about! and see why wewhat areall the in the casual dining niche Contact: Contact: 416-449-3611 info@symposiumcafe.com info@symposiumcafe.com or 416-449-3611 www.symposiumcafe.com www.symposiumcafe.com

GOLD

TOGETHER EVERYONE ACHIEVES MORE! CALL NOW FRANCHISE OPPORTUNITIES AVAILABLE! ASWR Franchising Corp.

289.304.8814 franchising@allstarwingsandribs.com allstarwingsandribs.com

102 Canadian Franchise Association

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

GOLD

The AllStar Opportunity Offers: • Established and Highly Successful Brand • Comprehensive Franchisee Training & Support Programs • Long-term Strategic Partnerships • Plenty of Room to Grow!

The AllStar Franchisee has: • Strong Business & Managerial Experience • A Passion for the Hospitality Industry • A Customer and Community Oriented Focus • The Ability to Operate with Specific Standards • Sufficient Financial Resources

TACO TIME CANADA

You know The UPS Store for shipping, but did you also know that The UPS Store is Canada’s largest franchised network of business resource centres? Did you also know that The UPS Store is also Canada’s largest chain of copy & print centres? Servicing the growing small/home office market, The UPS Store offers the convenience of a one-stop shop for business services such as photocopying and digital printing, offset printing, worldwide courier services, packaging supplies and services, mailbox and fax services, document finishing, and more. This dynamic chain leverages on one of the world’s most well-known brands, UPS. This is your opportunity to join a North Amercian market of over 5000 locations (and growing!)

Visit us at theupsstore.ca. We Print, Ship & More!

Locations, North America: Over 5000 Locations in Canada: Over 350 Minimum cash investment: $100,000 Total cash investment: $172,250 to $196,000 plus working capital.

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

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

Home-Based Franchise • Location Independence

CFA’s Official Online Franchise Directory

Wellnessnews Canada, Inc. is in the business of franchising Wellnessnews Choices for Healthy Living®, a multi-media publishing platform that includes print, online, and social media. This proven neighbourhood collective offers an informative resource that showcases exclusive, professional local health practitioners and businesses.

116-5399 Eglinton Ave W Toronto, ON M9C 5K6 Web: www.LookforaFranchise.ca Email: info@cfa.ca

Area Developers and Franchised Publishing Communities are now available for entrepreneurs who are looking to start a home-based business that provides them with location independence and the flexibility to suit their lifestyle.

Other benefits include an in-house creative, editorial, print, and marketing team; a great reputation; training; no-expensive overhead; and a growing niche market.

Franchise Fee: 14.5K Investment Required: 20K Available Territories: Canada

Unleash your potential and take control of your future by becoming a franchisee with LookforaFranchise.ca. As the Official Online Franchise Directory of the Canadian Franchise Association (CFA), every franchise listed on the site is a CFA member. CFA members join voluntarily, abide by the CFA Code of Ethics, and are committed to excellence in franchise business practices. Discover the right franchise for you with this free online directory of over 500 listings of CFA member franchise brands.

For advertising information, contact Jill Todd, jtodd@cfa.ca, (416) 695-2896 ext. 223.

We provide services for: Franchisors and Franchisees In Business Since: 2013

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

Are you franchising in Canada?

Join Canada’s largest franchise community and we’ll grow your business together!

Credibility

Lead Generation

Education

Networking

Advocacy

Resources

Discover all the benefits of CFA membership!

Contact Ruth Stuart Moore at 800-665-4232 ext. 247 or rstuartmoore@cfa.ca Learn more at cfa.ca/join

Franchise Canada May | June 2018 103

WHAT’S NEXT

DON’T MISS OUR JULY/AUGUST 2018 ISSUE! THE KIDS ISSUE With our focus on franchises for kids in this July/ August issue, we’re heating things up this summer.

Featuring established and emerging franchises for parents seeking new ways to engage, educate, and entertain their children, the kids sector is one of the hottest opportunities to invest in.

Wherever your interests lie, we’re highlighting a wide range of children-focused businesses, including the information you need to get your foot in the franchising door. This issue also includes expert advice from franchise professionals and engaging franchisee success stories to help provide the inspiration you need to get started.

WATCH FOR THESE INFORMATIVE FEATURES IN OUR JULY/AUGUST 2018 ISSUE:* WOMEN IN CHILDREN-FOCUSED FRANCHISING: Women are a dominant force in franchising, and these featured women are certainly no exception! We shine the spotlight on female franchisors and franchisees who are bringing something new to the world of children-focused franchising.

FRANCHISES THAT KEEP KIDS ACTIVE: Physical activity is key for youngsters, and we profile five franchises that are doing their best to keep kids on the move with their innovative concepts. If you’re passionate about kids’ health, this is a can’t-miss feature!

FRANCHISES THAT HELP DEVELOP KIDS’ MINDS: More and more parents are turning to education and tutoring franchises to help their kids get back

on track, or to move them to the front of the pack. This article showcases five franchises that are putting kids’ futures at the forefront.

FAMILIES IN FRANCHISING: Franchising is often a family affair, with different family partnerships formed to operate franchise businesses. Whether it’s a husbandand-wife team, a parent-child duo, or a sibling setup, these franchisees share how working with family members can be an asset in franchising.

AUTOMOTIVE FRANCHISES ACROSS CANADA: If you have the drive to become a franchisee in the automotive sector, then look no further than this feature, which takes you on a tour of automotive franchises from one coast to the

other, to help you make an informed investment decision.

PLUS A SPECIAL FRANCHISE FOCUS ON AWARD-WINNING 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

FRANCHISE CANADA MAGAZINE

1 YEAR SUBSCRIPTION (6 Issues) for $19.95. 33%

Published by the Canadian Franchise Association

To subscribe, visit WWW.FRANCHISECANADA.ONLINE.

104 Canadian Franchise Association

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2 YEAR SUBSCRIPTION (12 Issues) for $29.99. SAVE

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www.cfa.ca | www.FranchiseCanada.Online

ADVERTISERS’ INDEX BMO Bank of Montreal............................... 34 www.bmo.com/franchise

Jani-King................................................... 22 www.janiking.ca

Orangetheory Fitness.........................23 www.orangetheoryfitness.com

COBS Bread............................................................. 37 www.cobsbread.com/franchising

Loukoumania Café................................. 5 www.loukoumania.ca

Pillar To Post.............................................42 www.pillartopostfranchise.com

Dairy Queen Canada.. .................................. 36 www.dq.ca

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

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

Heart to Home Meals........................... 78 www.HeartToHomeMeals.ca

International Franchise Association ...................................................................... 88 www.franchise.org

OUR MAGAZINE IS IN DEMAND AND AWARD WORTHY.

Snap-on Tools........ Inside Back Cover www.SnaponFranchise.ca

Meineke.......................................................71 www.meinekefranchise.com

Symposium Cafe......................................... .................................. Outside Back Cover www.symposiumcafe.com

Midas International.............................. 14 www.midasfranchise.com

The AllStar Wings and Ribs.................. 4 www.AllStarWingsandRibs.com

Moneris........................................................13 www.moneris.com/cfa

The UPS Store..........................................35 www.theupsstore.ca

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

eth R. Wilson enn Aw 5K

Finalist

s ard

20 1

Great Clips................................................39 www.greatclipsfranchise.com

McDonald’s Restaurants Canada... 40 www.mcdonalds.ca/franchising

RBC Royal Bank..... Inside Front Cover www.rbc.com/franchisingadvice

Be st

ia ed

Foot Solutions...........................................41 www.footsolutionsfranchise.com

Massage Addict.........................................7 www.MassageAddict.ca

PropertyGuys.com............................... 68 www.propertyguysfranchise.com

ian Busin ess M

Firehouse Subs..................................................... 38 www.firehousesubs.ca

Mary Brown’s Chicken & Taters......... 9 www.marybrownsfranchising.com

Prep ‘n Sell..................................................15 www.prepnsell.com

anad

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

Maaco......................................................... 72 www.maacofranchise.com

C in

Driverseat................................................................... 11 www.driverseatinc.com/franchise

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

Franchise Canada May | June 2018 105

GIVING BACK

Creating Change Through Education Noodlebox raises money and awareness for mental health BY KRISTIN DI TOMMASO WHEN NOODLEBOX PARTNERED with the Canadian Mental Health Association (CMHA) in 2016, the cause hit close to home. The growing fast casual chain specializing in Southeast Asian cuisine first got wind of the organization from one of its franchise partners operating out of Victoria, British Columbia.

“Our team in Victoria has been involved since 2013,” says Dustin May, Noodlebox’s CEO. “The franchisee at that location lost a brother to mental health, and it obviously had a major impact on him and his family.

After hearing his story, we thought it would be a great honour to work alongside him to raise money and awareness for the cause.”

Since its founding in 1918, the Canadian Mental Health Association has supported Canadians experiencing mental illness, helping to erase the stigma surrounding it in the process. Through a variety of initiatives, ranging from research and education to advocacy and in-house programs and services, CMHA has assisted more than one million Canadians to date.

For its part, the West Coast brand wasted no time getting involved, implementing the initiative as part of its annual National Charity Day. Held every September, the company-wide event donates 50 per cent of its proceeds to various charities.

For years, franchisees across Noodlebox’s Alberta and B.C. locations chose the initiative they wanted to get behind, but May says franchisees quickly and enthusiastically came on board in support of CMHA when they partnered with the organization at a corporate level.

106 Canadian Franchise Association

Today, almost all franchise partners choose to donate their earnings to the Association, something May reckons can be contributed to two defining factors.

“We picked a charity that was meaningful to our franchisees. There’s a story behind it that impacted someone within our organization that people have a relationship with,” he says.

“That was a powerful way to get everyone involved to champion it.”

Maintaining open communication about the results of their charitable giving hasn’t hurt either. Noodlebox communicates regularly with CMHA, allowing head office to relay to franchise partners specifics about how their actions have positively benefited Canadians from coast to coast.

And the charitable initiative isn’t just a hit among franchise partners.

In just two years since partnering with CMHA, Noodlebox has raised nearly $50,000 for the Association, even finding creative ways to make the Day meaningful for franchisees, staff, and devoted customers.

“Yes, we’ve been able to raise a good chunk of money for the cause, but just as importantly, if not more, we’ve actually raised awareness by educating our customers about mental illness and the Association’s work,” says May. During the 2017 National Charity Day, CMHA personnel joined Noodlebox at all franchise locations to provide educational resources to customers, significantly helping to shine a spotlight on the topic.

“It was very impactful for experts in the field to communicate and connect with our customers,” May says.

“This is an issue that affects a vast

www.cfa.ca | www.FranchiseCanada.Online

majority of Canadians in a variety of different ways. Giving people this platform to communicate is powerful.”

It’s this educational aspect of Noodlebox’s charitable contributions that have really made a difference for franchisees and their communities. May notes that some of the areas that Noodlebox locations serve are greatly impacted by mental health issues, and facilitating a space where people can come together is one of the many benefits of the partnership with CMHA. Now, as May and the rest of the Noodlebox team gear up for their next National Charity Day in September, they are optimistic they can raise more funds than in years prior, and are looking for creative ways to bring new franchise partners on board, though this shouldn’t take too much convincing.

Though Noodlebox will continue to support all franchisees and their passion for giving back to charities outside of CMHA, the important cause will be at the forefront of the franchise’s future giving back strategy for the time being.

“We’re big believers that it’s better for us to concentrate our efforts in major meaningful initiatives, allowing us to raise funds that will make a significant difference for that specific charity. For us, the money we raise for CMHA is extremely meaningful for them and helps them do something really important for all Canadians.”

YOU’RE READY

LET’S TALK SUCCESS! JOIN OUR AWARD-WINNING TEAM RESTAURANT & LOUNGE

• Franchise Award Winner 7 Consecutive Years • Proven Success Formula in Training & Support • Recognized Leader in Upscale-Casual Dining • Unique and Trademarked Decor • 6 New Locations 2018, 8 New Locations 2019

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