Franchise Canada May/June 2023 by Franchise Canada

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FOR MORE INFO, VISIT WWW.THEHANDYFORCE.COM/FRANCHISES/ MAY | JUNE 2023

WELCOME TO THE HANDYFORCE

New franchise opportunities for ambitious and business-minded entrepreneurs (even if they’re not so handy)

Paul Switzeny, Owner (Photo credit: Sunny Kaura Photography)

BEAUTY, SALONS & SPAS ACROSS CANADA

FRANCHISES HELPING KEEP KIDS HEALTHY

SPECIAL FOCUS ON CASUAL AND FINE DINING MAY | JUNE 2023

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HEALTHY OPPORTUNITY CANADIANS’ PASSION FOR HEALTH AND WELLNESS CREATES ENDURING FRANCHISE OPPORTUNITIES

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HEALTH OPPORTUN

CONTENTS FRANCHISE

MAY/JUNE 2023

CANADA

Looking for a franchise? Discover

the best franchise business opportunities available now

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

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COVER STORY

HEAL OPPORT

Healthy Opportunity Canadians’ passion for health and wellness creates enduring franchise opportunities

FEATURES

Fitness Brands Flexing Franchise Success Four franchises that take different approaches to promoting fitness in their communities

Healthy at All Ages Explore four franchises keeping kids in the best mental and physical shape

Razor-Sharp Beauty Salons and Spas Franchises from coast to coast that are helping Canadians look and feel their best

Brands Helping to Build Better Businesses These consulting and business coaching franchises help take businesses to the next level and guide franchisees toward opportunity

10 Questions to Ask Yourself Before Getting Started in Franchising Key considerations for entrepreneurs entering the franchise industry

The Rewards of Resales: Fibrenew How Steve Geddes purchased a Fibrenew location through a resale and spun it into a topranking franchise powerhouse

SPECIAL FRANCHISE FOCUS

Special Focus: Casual and Fine Dining Franchises Why you should consider a franchise in this sector!

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

DEPARTMENTS

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

NEXT GENERATION IN FRANCHISING Fixing for the Future Young entrepreneur Tyler Dittrich finds success through honest customer service and making what’s old new again at his New Creations franchise

LEADERSHIP PROFILE Lifelong Trajectory Tony Valle has grown with the College Pro brand, starting as a young franchisee and culminating in his current role as CEO

A DAY IN THE LIFE Shining a Spotlight on Stagecoach Before they hear “lights, camera, action,” Cadence Allen Crawley prepares young actors for a life on the stage

THE FIRST YEAR A Hands-On Underfoot Service How B-Protek franchisee Josh Huard finds a way to work with materials while learning to build a brand

COMING TO CANADA Laser Clinics Lands in Canada The Aussie beauty brand is finding a natural fit in Canada’s franchise landscape

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

FRANCHISE FUN The Philosophy of Franchising How Driverseat president Luke Bazely’s quest for growth is helping to fuel the brand’s success

SEASON 7

IS OUT NOW! NEW EPISODES RELEASED WEEKLY

FRANCHISE TUTORIAL Tutorials 23 & 24 This issue: • Introduction to Dispute Resolution • Introduction to Termination, Transfers, and Assignments

COLUMNS

10 CFA CODE OF ETHICS 14 INDUSTRY NEWS 82 ASK THE EXPERTS 89 MARKETPLACE 95 ADVERTISERS’ INDEX 96 GIVING BACK

LISTEN & LEARN

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

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

Franchise Canada

May | June 2023

PUBLISHER’S MESSAGE

BUILDING A HEALTHY FRANCHISE BUSINESS

he Canadian franchise industry continues to grow, despite a challenging economic climate, and is expected to contribute $117 billion to the national GDP by the end of 2023, up from $100 billion in 2019. Behind this success are the franchisees who are operating their own local businesses with the support and systems of strong franchise brands behind them. These franchisees are creating valuable community connections and offering products and services that resonate with their consumer base. One category that continues to adapt to meet consumer demand is the health and wellness category. Despite setbacks in recent years, this category continues to have an enduring impact on the lives of Canadians, as people across all generations remain focused on their health. This Health & Wellness issue highlights the franchise brands that are offering a wide array of healthy opportunities to help customers look and feel their best, both inside and out. As more Canadians invest in preventative care for their mental and physical health, the cover story feature on page 19 showcases four franchises fuelling Canadians’ healthy habits so they can continue to feel great in the years to come. Offering a range of unique services, including massage, esthetics, acupuncture, services to help manage chronic health conditions, and more, these brands are helping their clients lead more healthy and balanced lives. On page 25, we introduce you to fitness franchises with unique approaches to keeping Canadians moving. From group yoga workouts and a boxing/kickboxing circuit designed for women, to a nine-station kickboxing fitness workout and outdoor fitness programs, we highlight the range of opportunities available in the fitness sector. There are also many franchises that cater to our youngest generation, helping to set children up for a healthy future. On page 30, we profile four franchises that are helping parents keep their children active, fed, and healthy, from lice removal services and providing healthy lunches to a multi-sport program and swim school. For many Canadians, looking better helps them to feel better, which is where beauty, salon, and spa franchises come in. On page 46, we take you on a tour of franchises across the country that are providing a wide range of services, from facials and skin treatments to haircutting,

waxing, and much more. If you’re looking for a healthy dose of inspiration from those who started out where you are today and are now thriving, then look no further than the franchisee success stories in this issue. On page 70, we peek behind the curtain as Stagecoach Performing Arts franchisee Cadence Allen Crawley shares how franchising with the brand allows her to incorporate her love for performing into a flexible and fulfilling career. On page 73, we introduce you to B-Protek franchisee Josh Huard, who used his passion for tackling technical challenges to build a successful floor sealing franchise in Sarnia, Ontario. And on page 64, you can learn from young New Creations franchisee Tyler Dittrich, who’s growing his repair and restoration services franchise through a strong focus on customer service. Beyond the insights and opportunities outlined in the issue, you can find additional resources on FranchiseCanada.Online, including expert advice, industry news, exclusive content, podcast episodes, educational videos, and more. You can also learn more about our Canadian Franchise Association (CFA) member brands through the online LookforaFranchise.ca directory, where you can search franchise listings by industry, investment level, and more. And don’t forget to sign up for Franchise Canada E-News for franchise updates delivered right to your inbox, and follow the CFA on Facebook, Twitter, Instagram, LinkedIn, and TikTok. If you want to launch a healthy career in franchising, this Health & Wellness issue is a great place to start. As Canadians continue to focus on their health, there are enduring opportunities to join a franchise that helps connect your community members with the services they need to look and feel their best. Regardless of whether you’re focusing on the health and wellness space, or one of the many other franchise categories, we hope that you use our Franchise Canada resources to help make your fresh franchising start a reality.

Sherry McNeil President & CEO, Canadian Franchise Association

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

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

PUBLISHER

PAST CHAIR Gerry Docherty*, Good Earth Coffeehouse

Canadian Franchise Association (CFA)

SECRETARY & GENERAL COUNSEL

VP, CONTENT & MARKETING Kenny Chan

Darrell Jarvis*, Fasken

EDITOR Lauren Huneault

TREASURER Lyn Little, BDO Canada LLP

EDITORIAL ASSISTANT Daniel McIntosh

CHAIR, FRANCHISE SUPPORT SERVICES

GRAPHIC DESIGNER Andrea Lee

Kirk Allen, Reshift Media

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

Andraya Frith, Osler, Hoskin & Harcourt LLP DIRECTORS

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

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

ADVERTISING SALES Om Mehta AD COORDINATOR Andrea Lee CONTRIBUTING WRITERS

Georgie Binks, Suzanne Bowness, Rahaf Farawi, Roma Ihnatowycz, Joelle Kidd, Daniel McIntosh, David Chilton Saggers, Stefanie Ucci, Jordan Whitehouse, Kym Wolfe FRANCHISE FUN ILLUSTRATION Sam Gorrie FOR ADVERTISING INFORMATION:

Radhika Karve rkarve@cfa.ca

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

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LAW FIRMS:

SHOWCASED FRANCHISES

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Legal Disclaimer The opinions or viewpoints expressed herein do not necessarily reflect those of the Canadian Franchise Association (CFA). Where materials and content were prepared by persons and/or entities other than the CFA, the said other persons and/or entities are solely responsible for their content. The information provided herein is intended only as general information that may or may not reflect the most current developments. The mention of particular companies or individuals does not represent an endorsement by the CFA. Information on legal matters should not be construed as legal advice. Although professionals may prepare these materials or be quoted in them, this information should not be used as a substitute for professional services. If legal or other professional advice is required, the services of a professional should be sought.

Since opening in America in 2015, X-Golf has taken off. There are now over 75 locations spanning half of the states in the U.S.A. and for the first time ever, X-Golf ownership is now available in Canada. The X-Golf franchise model offers an exciting business opportunity for those ready to pursue a new venture in a unique, non-saturated, developing sports and entertainment industry. Each X-Golf location has the full support of our Head Office team. X-Golf has specialist resources to advise on each of the following franchise components:

Real Estate Site Selection & Store Fit-Out

Sales & Customer Relationship Training

Brand & Local Area Marketing

Supplier Relationships & Purchasing Discounts

Information Systems Business Development Implementation & Sales & Support Training

Want to Become a Part of the X-Golf Franchise Family? Visit XGolfCanada.com for More Information.

CODE OF ETHICS

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

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

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

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

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

ADVERTORIAL

WELCOME TO THE HANDYFORCE New franchise opportunities for ambitious and business-minded entrepreneurs (even if they’re not so handy) BY BRENDA ADAMS

hen Paul Switzeny created The HandyForce in 2010, it wasn’t because he was handy. In fact, he’s not very handy at all. No, The HandyForce came about because of the one thing that every good business idea is founded on: need. After going through a major home renovation, Switzeny found it impossible to find good workers to take care of the little things—those small tasks around the house that the big contractors don’t want to be bothered with. Unfortunately, businesses offering home improvement services can be one-person shows operated by someone who lacks experience running a business. Anyone who performs services for a living knows that the actual money-generating work is only a small part of the process. For a service business to succeed, all the elements—marketing, hiring and training staff, quoting, scheduling, performing the work, and invoicing—must be part of an organized and structured system. In doing his research, Switzeny also discovered that tradespeople

often have high turnover rates. So, he set out to build something different: a well-organized, structured, and reliable home improvement business that meets customers’ needs and provides training and a stable work environment with a healthy work-life balance and the opportunity for both the owner and employees to learn and grow. Switzeny tells us more about how it all started.

infomercial. What was that about? Kevin’s always on the lookout for new business ideas. He learned about The HandyForce and asked to meet with me, which I was happy to do. He found my business model to be intriguing and thinks there are real opportunities for expanding this idea to new markets, such as the U.S., so we’re discussing how to do that.

What made you consider starting a home services franchise? I’ve always been good at building systems, structured ways of thinking and operating, to both improve performance and create efficiencies. I also knew the industry was ripe for change. There’s a reason why people like Mike Holmes have built their careers on showcasing home renovation disasters. The lack of controls and accountability in this business is quite astonishing.

What type of person makes a good HandyForce franchisee? The biggest requirement is to have some business-related experience and leadership abilities. If you have a bit of familiarity with the renovation or contracting industry, that’s great, but it’s not essential. It’s also not necessary to know how to fix things yourself. In fact, this can help you approach a job from the homeowner’s perspective. People who have previously managed a business or have other business experience are ideal.

You went to Florida recently to meet with Kevin Harrington, an original Shark Tank investor and inventor of the late-night

What training do you provide for franchise owners? Our franchisees start with four weeks of in-class training focused

Photographer: Sunny Kaura Photography

ADVERTORIAL

Kevin Harrington and Paul Switzeny

on running the business and, most importantly, how to build and lead a great in-house team. We have a specific curriculum, detailed operation and management manuals—the whole package. You mentioned the importance of having a good system in place. Tell us about the system you created for The HandyForce. Our system is founded on our proprietary cloud-based business management software, which is a tool that I am tremendously proud of. We built it ourselves, from scratch, to ensure it does everything we need it to do. It’s very intuitive and easy to use, and very powerful. You answer a series of questions to communicate the client’s needs and it will generate the quote and price out the materials. It will also create a schedule and job plan, from the number of people and hours of labour required to the skill sets needed. The program does all the heavy lifting. We also provide other important tools, such as a call centre with live call answering to screen calls and route leads. We also provide employee uniforms, marketing support, and more. We try to make it as turnkey as we can. Many businesses complain about how hard it is to find good workers. How do you address that problem? The big difference is that we don’t go looking for workers—we build them. There are lots of young people out there who want to work with their hands. Many have tried to work in the trades but received very little

(or very poor) training and very little support. That’s why we provide Certified Master Handyman training that will teach someone how to do the work the right way; for example, how to lay tile, or paint, or how to repair drywall. Our program is made up of eight modules of hands-on training. And every team has both a master handyman and a junior handyman. Having a junior and senior person working together creates the best environment for teaching and learning. When you teach someone well, pay them a fair wage (including while they are learning), and show that you care, it can create tremendous loyalty. I see this every day. Why are you limited to the Greater Toronto Area (GTA) at the moment? Toronto is where I started, and I wanted to make sure the model worked well before starting to franchise and expand. Having the franchises located in the GTA—close to me but with their own specific territory—helps me ensure they have the tools they need to succeed. And, with a population of close to seven million with more than two million dwellings, there is a lot of opportunity here. Why do you insist that each franchise have a brick-andmortar location?

This is a major differentiator for us. When was the last time you saw a storefront selling handyman or renovation services? I can’t tell you how many jobs we’ve been hired to do because the customer saw our sign. It’s the opposite of fly-by-night. The sign communicates reliability and reassures our clients that they will be able to reach us, should the need arise. I think of it as insurance against ghosting—they never have to worry that we will disappear on them. Having a storefront doesn’t mean you can’t work from home most of the time; it just means you need to have a physical presence within your territory. What does the future of this industry look like? Everyone’s busy—between work, family, and social obligations, there is little time left for relaxation, let alone home improvements. Most experts believe that customer demand will remain steady in this industry as homeowners and renters look to outsource both small and large home improvement projects. The potential for growth in this market is strong, and interest in our concept is also growing. A number of our franchise territories in the GTA will be in especially high demand, so if someone thinks The HandyForce might be a good fit for them, I urge them to contact me while those areas are still available. n

To find out if The HandyForce is right for you, contact them through their website at https://thehandyforce.com/franchises/.

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Reshift Media Voted Best Franchise Marketing Firm at the 2023 Global Franchise Awards Canada-based digital marketing agency Reshift Media was named the world’s best franchise marketing firm at the Global Franchising Awards, held on February 25, 2023, in Las Vegas, Nevada. The Global Franchise Awards recognize excellence in franchising, with companies from around the world vying for the coveted designation. The awards are judged by an international panel of Franchise Association executives and industry experts. For more than a decade, Reshift Media has been developing digital marketing strategies, processes, and technology tailored to the unique needs of franchise organizations. Although headquartered in Canada, Reshift Media’s footprint in the franchise community is vast, working with more than 200 clients in 20 countries across all aspects of digital marketing including software development, social media, search, and website/mobile development. “As a Canadian-owned company, it is fantastic to be recognized on a global stage,” said Steve Buors, CEO of Reshift Media. “The credit goes to our amazing team and the incredible franchise companies we work with. We would also like to thank the Canadian Franchise Association for their partnership and support over the years. We really couldn’t be happier.” As a member of the International Franchise Association (IFA) and Canadian Franchise Association (CFA), Reshift Media has long been a supporter of, and advocate for, the franchise industry. The company has team members who volunteer on several CFA committees and on the association’s board of directors.

In addition, they participate in a number of franchise events and have hosted more than 100 free webinars and in-person sessions where they share digital marketing best practices, a vital resource for companies that needed support. Reshift also produces several industry-leading whitepapers and reports, including an annual franchise digital trends report that has been used as a resource for the industry. “Reshift is very deserving of this award,” said Sherry McNeil, president and CEO of the Canadian Franchise Association. “They have been long-time supporters of franchising in Canada and are known for coming up with new and creative solutions to help franchisors and franchisees.” What’s next for Reshift Media? In addition to several new initiatives underway in 2023, including significant enhancements to the company’s award-winning Brand Amplifier suite of digital marketing products and the launch of a new marketing platform called Localfy, the firm is expecting to add 15-30 more team members and almost double its number of clients. Fatburger Canada Opens First Location in Toronto With 67 locations already built in Western Canada from Vancouver to Manitoba since 2015, Fatburger Canada has moved east, opening its first location in Toronto, Ontario on March 9, 2023. “This Bloor Street opening is exciting because it is our first in Toronto and also the start of our growth and development all over Ontario, Quebec, and the Maritimes,” says James Kang, who serves as the chief business development officer at FDF Brandz. “We want to

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

start accelerating our brand presence here and build up a strong base for our growth trajectory.” “We simply focus on making delicious food of higher quality for our customers. We use AAA Canadian beef and premium Canadian chicken, and we don’t pre-cook our food or store them in steamers like a lot of other brands. Our tenders are hand-breaded from scratch, and our milkshakes are made with handscooped real ice cream topped with real whipped cream. In everything we do, we do it to demonstrate our long-standing tagline of higher quality, more variety, and better value,” notes Raymond Ho, VP of marketing. Customers in Toronto can enjoy their first Fatburger by dining in at its 1,300 sq. ft. restaurant or ordering pick-up using the Fatburger Canada mobile app, or various delivery platforms. Fatburger Bloor St. will offer lunch and dinner, including Original Fatburgers, Specialty burgers, chicken sandwiches, World Famous Buffalo Wings & Tenders, and its Best Anywhere Milkshake. The menu also offers a Big Fat Deal selection for onthe-go customers who are looking for a quick value combo. Good Earth Coffeehouse Opens in Victoria at the Bay Centre Good Earth Coffeehouse opened a new location in downtown Victoria, British Columbia, at the Bay Centre. Known for its architecture and urban atmosphere, the Bay Centre has a mix of over 80 street front and interior shops covering an entire city block. The newest Good Earth Coffeehouse will be a hub for thousands of people within the area, providing a warm, inviting community gathering place to enjoy ethically sourced coffee and fresh, wholesome food.

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Discover which of our franchise brands is right for you. Visit: go.nbly.com/CFA • Call today: 866-687-1106 This advertisement should not be construed as an offer to sell any franchises. The offer of a franchise can only be made through the delivery of a franchise disclosure document by or on behalf of one of the Neighborly brands 1010 N. University Parks Dr. Waco, TX 76707, 254-745-2444. In addition, certain states regulate the offer and sale of franchises. We will not offer you a franchise unless and until we have complied with applicable pre-sale registration and disclosure requirements in your state. The filing of an application for registration of an offering prospectus or the acceptance and filing thereof by the NY Department of Law as required by NY law does not constitute approval of the offering or the sale of such franchise by the NY Department of Law or the Attorney General of NY. Not all franchise brands are available in Canada.

INDUSTRY NEWS Good Earth at the Bay Centre is the second café for owner Dolores Reyes. “I consider the team at Good Earth to be my family and we are excited to expand our family in the Victoria community,” says Reyes, who lives in the Victoria area. Good Earth is passionate about creating the perfect cup of coffee. The company offers a selection of Rainforest Alliance Certified and Direct Trade coffees, roasted exclusively to their specifications. With an extensive menu crafted from wholesome ingredients and prepared daily in their kitchens, breakfast, lunch, dinner, and evening treats are served up with a down-to-earth attitude. Good Earth hosted a grand opening event on Saturday, March 18. The celebration included free brewed coffee all day, live music, prizes, and food and beverage samples. Pet Valu Launches Travel Guide to Inspire Pet-First Adventures Pet Valu, a Canadian specialty retailer of pet food and pet-related supplies, launched Let’s Go Out-

side, a special pet-first, digital travel guide. Designed to inspire pet-first adventures, Let’s Go Outside is an online collection of stories and expert tips provided by Pet Valu’s Animal Care Experts about travelling with their pets across Canada. Devoted pet lovers can browse the guide online or enter a Pet Valu social media contest for a chance to win a limited-edition hard copy with a unique chew-proof sleeve, specifically designed for pets, and a $100 Pet Valu gift card. “Pet Valu understands the unconditional relationships pet lovers have with their pets and we’re committed to supporting and growing that relationship,” says Idan Driman, VP, marketing at Pet Valu. “As travelling with pets presents an opportunity to experience adventures together that deepen the bond between pets and pet lovers, we’re very excited to launch Let’s Go Outside. We hope it inspires pet lovers across Canada to pack up their pets and head out on a memorable trip.” Available at petvalu.ca/travel, the 60+ page guide is filled with sugges-

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

tions of pet-first hotels, campsites, hikes, parks, restaurants, shops, and outdoor adventures across Canada from Pet Valu’s Animal Care Experts. It also contains expert tips and product suggestions that can help make the trip easier and more enjoyable. Pizza Nova Opens New Support Office in Scarborough, Celebrates 60th Anniversary Pizza Nova, Ontario’s familyowned and -operated premium pizza brand, celebrated its 60th anniversary with close to 500 friends, family, franchisees, and partners on April 25. Held at the new support office in Scarborough, just four kilometres away from the chain’s first location, the event included bocce ball, photo booths, speeches, and a live performance of the brand’s 439 jingle. “It’s a proud and emotional day for me to be able to celebrate this incredible milestone with so many members of our extended Pizza Nova family,” said Sam Primucci, who co-founded Pizza Nova in 1963 with his brothers. “We could not have enjoyed such success and longevity without the support of employees, franchisees, partners, and members of our communities, who have believed in our mission of sharing our beloved recipes and traditions and giving back to the communities in which we work, live and thrive. Grazie a tutti.” To commemorate the occasion, and honour the Scarborough community, the company surprised guests with the announcement of a $1 million dollar donation to Scarborough Health Network (SHN) Foundation. The funding will help create Toronto’s most innovative diagnostic imaging department at its General Hospital.

INDUSTRY NEWS “This has been the journey of a lifetime,” said Domenic Primucci, president of Pizza Nova. “When we opened our first location at 2272 Lawrence Avenue East in Scarborough, we could never have imagined the journey would take us this far. Today, not only do we stand by our promise of providing traditional, quality food, we are privileged to be in the position to give back to the special community we have called home for over 60 years. I am so proud.” Pizza Nova has numerous exciting campaigns scheduled to run throughout the year. Customers, partners, and employees can enjoy limited edition pizza boxes, a jingle remake contest, an exclusive line of 60th anniversary merchandise, and more.

Laser Clinics Canada Signs Canadian TV Host as Brand Ambassador Laser Clinics Canada has entered a partnership with Natasha Gargiulo, award-winning, multi-platform Canadian media personality and host. The partnership is centred on helping Canadians look and feel their best and falls within the context of the company’s continued Canadian expansion. Natasha will act as the spokesperson at upcoming grand openings and help create brand awareness as the business continues to grow nationally. “The timing of this partnership could not be better,” says George Jeffrey, managing director at Laser Clinics Canada. “Natasha is an accomplished professional who shares in our brand values and is

equally passionate in helping others feel their best. Natasha embodies the style, essence, and authenticity that Laser Clinics Canada stands for, and I’m confident she will help us to build our brand as we expand into new markets over the coming months.” Laser Clinics Canada offers tailored advanced beauty treatments and Skinstitut skincare products that help people achieve their desired results. The brand currently has four clinics in the Greater Toronto Area—Hillcrest Mall in Richmond Hill, Square One Shopping Centre in Mississauga, CF Sherway Gardens in Etobicoke, and Scarborough Town Centre. The company has plans to expand across the nation, with its latest opening at CF Rideau Centre in Ottawa.

Canadians Love Massage Addict! Consistent year over year revenue and clinic location growth makes it clear that Canadians are passionate about the Massage Addict experience. Join in on the success. Become a Franchise Owner! Recurring revenue Low investment and start-up costs On-going, best-in-class support Strong consumer demand and loyalty Contact us at Franchise@massageaddict.ca or call 1-880-550-1080 ext. 5 to learn more. Proudly Canadian

MassageAddict.ca

Franchise Canada May | June 2023

COVER STORY

HEALTHY OPPORTUNITY CANADIANS’ PASSION FOR HEALTH AND WELLNESS CREATES ENDURING FRANCHISE OPPORTUNITIES

BY STEFANIE UCCI Staying healthy is about more than a yearly check-up. More and more Canadians are investing in preventative care for their mental and physical health, and franchisees are helping them through exercise and wellness. While some of these franchises offer services in augmented workouts, others provide soothing stress relief, but all of them offer an opportunity for franchise success! These four health and wellness franchises are making a difference in their communities in unique ways by keeping their clients moving, relaxed, and feeling great.

Franchise Canada May | June 2023

HEALTHY OPPORTUNITY Hand & Stone Massage and Facial Spa Hand & Stone Massage and Facial Spa has 35 franchise locations spanning four provinces, and a whopping 500 units in the U.S. The spa franchise is on a mission to bring massage and facial services to everyone across North America. In today’s society, the health and wellness spa concept is exceptionally appealing to those who understand the full value of taking care of both their physical and mental well-being, explains Anita Wells, senior vice president and division general manager for Hand & Stone Canada. “We’re unique in that we don’t just offer massage services, but also esthetics. Our facials are performed by our expert estheticians and tailored to provide our customers healthy, radiant, younger-looking skin.” Wells says that with franchisee success being top of mind, the Hand & Stone corporate team has developed a five-year strategic plan they’ve christened the Core Operating Pillars. She notes these pillars are part and parcel of the Hand & Stone package that franchisees benefit from when they join the ever-growing franchise in an industry that’s projected to experience double-digit growth within the next decade. “We are always looking to improve and to grow,” says Wells. “Our franchise offers three different revenue streams: massage, facials, and gift cards. Our membership model allows for predictable and recurring cash flow into the business. And for the client, they’re able to experience a massage or facial each month at discounted pricing.” Hand & Stone looks for business owners who share the brand’s beliefs and are driven and passionate entrepreneurs who can benefit from feeling empowered, supported, and motivated by head office, says Wells.

She notes that training is offered both in person and online, and franchisees can participate in the organization's annual conference, quarterly webinars, and oneon-one evaluations. Marketing support is provided on both a national and local level. New franchisees receive training on all aspects of the business as well as weekly support for however long they’d like. Wells’ advice for helping franchise owners find success is short and sweet: “Love what you do and have a passion for it. You need to love people—building a strong culture is key to success.”

Learn more at LookforaFranchise.ca

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HEALTHY OPPORTUNITY LIVE WELL Exercise Clinic The LIVE WELL Exercise Clinic concept was born from a friendship between Sara Hodson, its founder and CEO, and Tasha McRae, director of brand and culture. The duo, both clinical exercise physiologists, met working in a hospital cardiac rehabilitation program and knew there was an opportunity to create a medical exercise facility to help people with chronic health conditions not only manage their health, but thrive to lead long and happy lives. After launching LIVE WELL in 2011 in White Rock, B.C., they quickly began expanding. Today, franchise locations can be found in B.C., Alberta, and Ontario. The “ultra-private gym” currently has over 300 members. The small group sessions are led by a trained exercise physiologist who designs customized plans and provides ongoing support to members of any age or ability. “I wake up every day grateful to get to do the work I do,” says Hodson. “Investing in a LIVE WELL clinic is a unique opportunity—you’re stepping into an exploding market, and are able to run a business that has an impact.” As a health and wellness franchise, LIVE WELL serves the 80 per cent of Canadians who are non-gym goers, including older adults in the baby boomer market, and those looking to transition from “no fit to low fit”—moving from an inactive or sedentary lifestyle to embrace the power of exercise to change their lives. The brand isn’t a gym driven by performance or physique-building—it’s a powerful health care business. Hodson notes that the ideal franchise partner shares the brand’s passion for running a business with purpose and heart. “We are a perfect business fit for kinesiologists or those with a health care background who want to make a difference in the lives of the people they work with.” Training includes a finely tuned health coaching program, and comes with programming and marketing materials from head office. Hodson and the corporate team

Sara Hodson, founder and CEO of LIVE WELL Exercise Clinic

have developed LIVE WELL’s systems and support over the past 12 years. The importance of caring for others within communities across Canada cannot be overstated when it comes to LIVE WELL—caring is just in the franchise’s blood. “We make sure a future franchise partner is given all the training and support they need to succeed. Ultimately, it’s their business and they have to believe not only in LIVE WELL, but in the knowledge that the work they do will help positively impact someone’s life.”

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

HEALTHY OPPORTUNITY Massage Addict As Canada’s first, largest, and fastest-growing membershipbased provider of therapeutic services, Massage Addict is a proud leader in the health and wellness industry. “We continue to see more and more Canadians prioritizing long-term health and wellness, which has contributed to the growth of this $3 billion industry,” says Caroline Kolompar, president of Massage Addict. “Our dedication to evolving our brand to meet the needs of our key stakeholders resulted in transforming from only massage therapy in 2018 to our current service offering.” Those services include massage therapy, chiropractic care, custom orthotics, and acupuncture and reflexology. Today, Massage Addict operates more than 115 clinics nationwide and is continuing its rapid growth. The Canadian-owned and -operated company has a proven membership-based model to ensure that franchises receive a predictable income stream each month, Kolompar explains. She adds that Massage Addict’s four therapeutic services are what help differentiate the franchise and offer a unique business opportunity. It also means that clients can receive help for an array of symptoms and conditions, all under one roof. And 83 per cent of customers are returning clients. “We’re the largest membership-based health and wellness company in Canada, with 1,800 therapists and more than 900,000 annual treatments,” says Kolompar. “We’re proud of our growth, as we see it as a badge of trust and confidence that the brand has with its clients, therapists, and franchise partners.” When seeking the ideal franchisee, Massage Addict looks for five main qualities for success, notes Kolompar. That includes: “Being a hands-on owner committed to creating a positive clinic culture; being an active member of the local business community; having a passion for customer satisfaction, health and wellness, and help-

Caroline Kolompar, president of Massage Addict

ing people; providing ongoing recruiting and actively networking within the health and wellness community; and having strong financial management principles.” Above all, she advises that entrepreneurs make sure the business they choose to invest with is in an industry they love. And trust the business model of the company they choose to work with—especially ensuring that the brand provides excellent support for franchisees. “On your path to success, you’ll work hard, long hours and passion for your industry will go a long way.”

Learn more at LookforaFranchise.ca

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HEALTHY OPPORTUNITY Massage Experts Celebrating its 10th anniversary in 2023, Massage Experts was founded by two best friends with a desire to do something great for their community. The first clinic opened its doors in Moncton, New Brunswick and has since expanded all the way from Alberta to Newfoundland. Massage Experts provides a unique massage experience that has evolved to understand the comfort of its clients and Registered Massage Therapists (RMT), both of which are a valued and integral part of the company’s success, explains Melanie Holmden, co-founder and vice president. “Massage Experts offers a space that heightens the clinical experience but is more relaxed than a spa. We have a comfortable and appealing mix for everyone to enjoy,” says Holmden. Over the next two years, Massage Experts expects rapid franchise growth from coast to coast. Franchise single locations and multi-unit locations are currently available. Holmden notes the demand for massage therapy is stronger than ever. As for the ideal franchisee, Holmden explains that it’s someone who wants to help others and be part of the wellness of their community. They’ll own and operate the business, while embracing the brand’s mission and values. They’ll need to be a strong people person, the face of the clinic in their community, and have the outgoing personality to market their business at every opportunity. By franchising with Massage Experts, entrepreneurs can reap many benefits, including a massage membership model which promotes clients to visit monthly (earning recurring income), as well as head office support in areas such as marketing, operations, recruitment, and training. When it comes to marketing, the Massage Experts team “works with you on a national level and a local level to ensure your marketing spend is planned and maximized for continued success,” notes Holmden. “We use the key

(L-R) Massage Experts Calgary Gateway staff member Jarrett Stevens; Melanie Holmden, Massage Experts co-founder and vice president; and Vince Stevens, Calgary Gateway owner.

line ‘[your] optimal health is our absolute goal’ in numerous marketing items. It’s true to our overall goals. We’re in the business to help others, and to help our clients work towards a healthier lifestyle.” Holmden adds that her advice for potential franchisees is all about the four Ps: “Product, price, place, promotion—make sure they all align to both your interest, and to your market’s interest. Would you go to your business? Once you decide, get to thoroughly know your competitors. Then, understand exactly what makes your business stand out.”

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

A Driverseat Franchise Is Different Start your journey today

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

“

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

”

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

www.driverseatfranchise.com

franchise@driverseatinc.com

FITNESS BRANDS

FLEXING FRANCHISE SUCCESS Four franchises that take different approaches to promoting fitness in their communities BY KYM WOLFE

By and large, Canadians want to improve their health with fitness, and there are different ways to achieve that goal. Giving consumers a variety of choices increases the likelihood that everyone and anyone can find a program or regimen that fits their lifestyle. Franchise Canada spoke to four franchises that offer different approaches to wellness and have opportunities for potential franchisees across the country.

Franchise Canada May | June 2023

FITNESS BRANDS FLEXING FRANCHISE SUCCESS

“WE OFFER A SPECIFIC TYPE OF WORKOUT THAT REQUIRES TARGETED MARKETING STRATEGIES, AND A COMMITMENT TO PUTTING IN THE WORK TO BUILD THE BUSINESS AND MAKE IT SUCCEED.” – Shannon Hudson

9Round 9Round offers a nine-station kickboxing fitness workout—high-intensity, results-driven, and, with three minutes at each station, designed to be completed in 30 minutes. Established by CEO Shannon Hudson in Greenville, South Carolina in 2008, the franchise expanded into Canada in 2014 and now has 50 locations across the country and is looking to open more. Hudson says low overhead costs and streamlined equipment requirements make this an attractive franchise for people with a passion for fitness and helping others achieve their goals. New franchisees complete five days of training, including 9Round’s Kickboxology, which is recognized as an accredited training program by CanFitPro. A corporate business coach will be on-site for the first few days when the new location opens. Field visits to new and existing franchises provide more hands-on training in marketing, sales, and operations, and the annual 9Round World Convention ensures franchisees receive the most up-to-date information about the fitness industry. As a proponent of Kaizen, a Japanese philosophy that expresses the spirit of continuous improvement, Hudson is constantly innovating. While there are nine set stations, the workout program for each station changes

daily. “We are constantly tweaking, based on exercise science, and also to ensure clients and staff don’t become bored with their routines,” he says. During the pandemic, 9Round introduced a workout app that continues to be offered to clients. Last year, the franchise partnered with FitMeal Canada, a meal prep and delivery service that designs high-quality nutritious meals to pair with 9Round workouts. Both the app and FitMeal provide additional revenue streams for franchisees, says Hudson, as a portion of sales from the app and FitMeal go to the franchise that the client is a member of. Successful franchisees are relationship-driven and able to foster a strong sense of community to attract and retain members. “A heavily saturated market means customers can easily jump between fitness concepts,” says Hudson. “We offer a specific type of workout that requires targeted marketing strategies, and a commitment to putting in the work to build the business and make it succeed.”

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FITNESS BRANDS FLEXING FRANCHISE SUCCESS

“THE POSITIVE IMPACT THAT WE HAVE ON MEMBERS’ LIVES IS NOTHING SHORT OF INSPIRING.” – Stacey Firth

British Columbia-based 30 Minute Hit franchisee Kristi Bieber

30 Minute Hit Offering a boxing/kickboxing circuit designed specifically for women, with a low investment requirement for new franchisees, 30 Minute Hit currently has 65 locations across Canada and has opportunities in all provinces and territories. Custom-made equipment is included in the initial franchise package, and the 1,500-sq. ft. studios operate in affordable locations, with a focus on being convenient and easy to access rather than expensive high-visibility settings. “With low overhead and recurring revenue systems, you don’t need large membership numbers to be profitable,” says Stacey Firth, VP of franchise development. Clients pay a monthly membership fee and can work out at the 13-station circuit anytime the studio is open, spending two minutes at each station and completing the full workout in half an hour to get their “30-minute hit.” During peak times, Firth likens the process to a conveyor, with someone finishing station 13 and another starting station one every two minutes. Every member also has 24/7 access to HIT@Home, a robust virtual workout platform that was developed and offered in the early days of COVID restrictions and has since become a permanent part of the 30 Minute Hit membership package.

“30 Minute Hit is a very simple system to operate,” says Firth. During the initial seven-day training, franchisees are certified to operate the 30 Minute Hit training floor, and receive classroom training in business operations, sales, and marketing. A dedicated onboarding coach helps new franchisees walk through all phases of opening, step by step, and there are ongoing, bi-weekly virtual live training sessions for all franchisees for continuous skills and knowledge improvement. While the franchise caters to women, there are many husband-and-wife franchise owners and some male trainers on the floor. Firth, who started with 30 Minute Hit as a franchise owner herself, says one of the rewards of being part of the franchise system is seeing women’s confidence grow as they learn self-defence and improve their core strength and stability. “The positive impact that we have on members’ lives is nothing short of inspiring.”

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

FITNESS BRANDS FLEXING FRANCHISE SUCCESS

Outdoor Fitness An outdoor fitness franchise that has been running in Quebec for more than 20 years is poised to expand into Ontario this year, initially in the Greater Toronto Area (GTA). Outdoor Fitness offers 11 different programs that combine the benefits of being outdoors in nature with fitness training. Established in 2000 as an alternative to gym training, the franchise, known as Cardio Plein Air in its home province of Quebec, currently runs in more than 160 parks in that province. Operating strictly outdoors in all four seasons has both opportunities and challenges, says general manager Thibault Gonnet. The opportunities include the speed to start up since there is no construction, low cost to operate since there is no fixed overhead or staffing costs to run a brick-andmortar site, and flexibility to move programs to different locations in response to demand. “Participants like to be within an eight-to-10-minute drive to get to the program. We are extremely agile and adaptable, with the freedom to move to different parks and outdoor areas,” says Gonnet. The challenges? Weather can’t be controlled, managing coaches remotely can be challenging, and not having a storefront means no concrete visibility or front desk to interact with the public. “Franchisees must have a strong social media presence,” says Gonnet. “They need to have

strong communication skills to keep customers happy and to motivate their team.” Franchise territories for the GTA will have minimum population around 100,000, with demographics comprised of mainly women ages 40 to 65, in communities with ample parks and community green space. The ideal franchisee will have excellent communication skills, be able to delegate so they can concentrate on business development, and be passionate about contributing to the mental and physical well-being of people through nature. To be a certified fitness coach is a plus, or if not, they can hire one, and they need to complete training to deliver Outdoor Fitness programs, which ranges from stroller-cardio for moms with babies to cardio-bootcamp and zen, slow-move fitness. The franchise provides ongoing business trend insights, training, and decision-making/problem-solving support, but Gonnet ultimately says that “knowledge, to be curious, and good decision making are key to success.”

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FITNESS BRANDS FLEXING FRANCHISE SUCCESS

“THEY SEE THAT THERE IS A PATH FOR THEM TO ACHIEVE THEIR OWN GOALS AND DREAMS OF ENTREPRENEURSHIP, WORKLIFE BALANCE, AND FINANCIAL FREEDOM.” – Jen Hamilton

Oxygen Yoga & Fitness Oxygen Yoga & Fitness (OYF) sets its unique blend of yoga and fitness programs apart with its far-infraredheated studios. “We offer a variety of group yoga and fitness fusion classes with intense cardio and core workouts, balance training, flexibility, and strengthening, complimented by deep breathing, relaxation, and a calming of the mind, all in state-of-the-art far-infrared heat therapy,” says OYF founder and CEO Jen Hamilton. Far-infrared technology raises the body’s core temperature directly instead of having to heat the air. Hamilton cites the benefits of far-infrared heating—detoxification, weight loss, pain relief, and skin purification—as key to driving client demand for OYF services. There are currently more than 100 Oxygen Yoga & Fitness locations across Canada, and the brand is now expanding internationally after opening its first U.S. location in California in 2022. The majority of OYF franchisees start as members, and Hamilton feels that her greatest impact on the business community has been to empower other women to become business owners. “They see that there is a path for them to

achieve their own goals and dreams of entrepreneurship, work-life balance, and financial freedom,” she says. Hamilton established OYF in Maple Ridge, B.C. in 2011 and had nine franchise locations in the first six months. Since then, she has redeveloped systems and policies to guide franchisees to be successful, and in 2018, brought on David Patchell-Evans, founder and CEO of GoodLife Fitness, as a business partner to support further expansion of the OYF franchise system. New franchisees complete an intensive, comprehensive training program that covers all aspects of operating the business, with a focus on customer service. OYF has developed its own teacher training programs for both yoga and fitness fusion classes, and franchise owners can hire from the network of qualified teachers to deliver classes at their studio locations.

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Franchise Canada May | June 2023

HEALTHY AT ALL AGES

Explore four franchises keeping kids in the best mental and physical shape BY DANIEL MCINTOSH

All parents want the best for their children. The franchise teams behind these brands are committed to supporting children and their families by keeping kids active, fed, and healthy. As these franchises prove, supporting children supports their families and communities, as well. Moreover, the children's services market offers franchisees variety, with brands focused on food and meal prep, health and hair care, and sports training. These four brands began serving one thing but adapted to grow their service offerings as their systems grew. Read on to learn more about four brands staying current while keeping kids healthy, before and after the school bell rings.

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HEALTHY AT ALL AGES

British Swim School British Swim School began in a basement swimming pool in Manchester, England in 1981. After emigrating to the U.S. 10 years later, founder Rita Goldberg struck success for the second time, offering lessons from her pool in Fort Lauderdale, Florida. “We started to franchise the company in 2011,” says Steven Waterhouse. As the brand’s director of strategic projects and a franchise business coach, Waterhouse says it’s about more than just swimming. “British Swim School is more than just a business and a profitable bottom line; we’re a business on a lifesaving mission!” Today the brand operates in more than 300 pools across the U.S. and Canada. The mission of water safety can begin for babies as early as three months, although Waterhouse says the oldest student the system has seen was 85. “Our approach is way more than just an extracurricular activity for children,” says Waterhouse. Given the prevalence of community and city-run swimming pools, British Swim School had to work hard to develop a strong presence. After 42 years, the brand has developed a curriculum-based approach to survival lessons that appeals to parents and students alike, and a business model that creates opportunity for franchisees. The first lessons focus on survival-based skills and getting new swimmers acclimated to water, before introducing them to swimming strokes. “We have the reward of developing safer and happier swimmers,” says Waterhouse. And they do it anywhere they can. One of the major selling points of British Swim School is its use of pools in hotels, gyms, and retirement homes, meaning franchisees can use existing facilities rather than building costly pool facilities. “Our business model competes strongly as a commercial opportunity because of our special and very personal approach to working with our pool partnerships, the margins we can offer owners, and the core

British Swim School's business and aquatic training means franchisees can coach and run their businesses with established systems and processes already in place.

mission of spreading awareness of drowning prevention and water safety.” Franchise owners get access to an in-person and online blend of aquatic, marketing, and business coaching instruction. “Our franchisees are taken through business training, where we provide module-based learning objectives with hands-on, in-person, and virtual training,” explains Waterhouse. “In addition to business training, we also provide in-depth aquatics training with the same methodology as our business training. With our aquatics training, our franchisees have a combination of online and in-water training.” And British Swim School’s franchise owners can take pride in their community contributions as well because, as Waterhouse says, “In their own communities, franchise owners are making a difference by providing children—and adults—with the lifesaving skills they need to survive and then enjoy being in and around the water.”

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

HEALTHY AT ALL AGES

Lice Squad.com provides hair care remedies for head lice in an atmosphere that is private and comfortable for families.

Lice Squad.com Lice Squad.com is a head lice removal, hair care, and product distribution company focused on providing hair care remedies for head lice in an atmosphere that is private and comfortable for families. The concept was born when Dawn Mucci contracted head lice from her then daycare-aged son. She began providing treatment for her son and students in his class, quickly realizing she was filling a niche between traditional hair care and chemical-fuelled hair salons and products. “I didn’t want to have to use pesticides and chemicals on myself or my child,” says Mucci. “I just made it my mission to research ways of dealing with the issue and I started helping people in Toronto about three months after I dealt with it myself.” Twenty-three years on, Lice Squad’s growth has spread organically, with prospective franchisees seeing the value of the service and asking directly to purchase their own locations. There are now 36 franchise and corporate locations, with 250 service providers from coast to coast. Much of the system’s processes were developed by Mucci herself, drawing on her previous career as an aromatherapist. “I used essential oils in the beginning and then I migrated into products with enzymes and eventually started using minerals and cosmetic aids to help

in the removal process and the physical removal of lice combined to make ‘the Mucci method,’ which is what we use to train our franchisees.” The selection process for prospective franchisees is based on one’s ability to build interest in the business in their community. “We really want people who are good at networking and marketing, and who are really good with people and want to be of service and value to their community,” says Mucci. Of course, experience with haircutting and nitpicking (the act of removing lice eggs from the hair) is always an asset. Regardless of experience, Lice Squad.com provides complete training and support to franchisees. The initial training runs for four days, with an even split between practical and hands-on training. Lice Squad.com even has specialized training modules for handling clients with autism. “We have an amazing superhero team at our head office, and if you can’t get help from us, you can reach out to a fellow franchisee,” says Mucci.

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HEALTHY AT ALL AGES

Sportball “I don’t feel like we’ve worked in 28 years,” says Sportball co-founder Mark Gelgor. Since he and his wife, Carmella Gelgor, founded Sportball in 1995, their work has been the business of play. Sportball is a sport instruction and skills development program for children 12 and under, teaching them the fundamentals and motor skills behind soccer, basketball, baseball, and a myriad of other ball sports. Its main offering is the multi-sport program, which focuses on a play-based curriculum. The curriculum uses creative storylines to introduce children to exercise. “If you ask a two-year-old to do a push-up, they're going to wonder ‘what are you talking about?’” notes Mark. “If you ask them to imagine that they are a bridge, and that a boat is sailing under the bridge, they will buy into the storyline rather than the skill itself.” This creative methodology allows Sportball to teach kids as young as 16 months. Carmella says it’s also an opportunity for parents to act as their child’s personal trainer. “Keeping that in mind, they’re able to encourage their kids and join in and practice sport at home as a family.” Sportball coaches don’t need to have special certifications, as Carmella says the brand simply seeks leadership qualities from incoming candidates. “Whether they’re finishing high school or are in university ... and particularly if they love sport and love kids,” says Carmella. “We have a deliberate training program.” Sportball training combines workshops, practical, and theoretical components. Coaches rise through the ranks from a rookie coach to lead, mentor, and finally, master coach, increasing through titles based on the number of hours spent training. It takes a focused

schedule for a rookie coach to reach the point of a mentor. By the time coaches reach the master designation, they’ve completed a series of workshops, courses, practical coaching hours, and evaluations. They’ve also taken on a leadership role and mentored other coaches. Franchisees can be fast-tracked based on their education and experience. “Each year, over 50,000 children participate in Sportball’s programs,” says Sportball CEO Quinten Griffiths. “Our franchise partners are what make our business special and help bring our program to kids across the continent, so that they can build confidence and physical literacy skills.” “We don’t see ourselves as only a sport program in fitness for kids,” says Carmella. “We’ve taken it to that next level, to really validate the methodology.” For a well-proven franchise model, with a presence expanding across the U.S. and as far as Singapore, there’s still room to grow the Sportball system. For potential franchisees, Carmella says believing in the brand and in what the brand stands for is the most important factor. “If you love working with kids and you love sports and you’re passionate about community, then this is the franchise for you. I really believe that every business venture is a lifestyle choice; it’s hard work but incredibly rewarding. When you become a franchisee … it’s time for you to really dig in, make a difference, and love what you do.”

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Franchise Canada May | June 2023

HEALTHY AT ALL AGES

The Lunch Lady founder, Ruthie Burd, says although children can be seen as easy customers, the business requires commitment and hard work to garner success.

The Lunch Lady When Ruthie Burd started supplying school lunches as “The Lunch Lady” in 1993, schools didn’t express much interest. The dominant thought was that if students couldn’t go home, parents didn’t mind making them a home-packed lunch instead. That was not the case, which led Burd’s concept to eventually break through, and The Lunch Lady began serving its student-customers nutritious meals in schools across Toronto’s North York region in 1995. Since 1999, Burd has been franchising The Lunch Lady, adding dedicated partners in new regions, and building a strong head office team to support them. She says the brand has been tested over the years, and was particularly hard-hit by COVID, but continues to innovate and adapt to changing times. For incoming franchisees, Burd says a willingness to embrace change is just as important as a love for kids and the desire to make a difference in the community. “All organizations must evolve over time to serve their vision,” she says. “So much has changed since 1999!” “It’s very rewarding to be in a business that focuses on the well-being of children,” she adds. “At the same time,

there may be an assumption that if you’re in a business for children, it’s an easy sell. That’s not the case. All businesses require commitment and hard work to become successful—no matter the product or service.” Post pandemic, The Lunch Lady has expanded its business model, offering a broader menu of services. In addition to serving lunches in schools and childcare centres, Burd delivers universal school nutrition programs, meals for seniors, and supports other social agencies that serve those experiencing food security in various municipalities. “We believe everyone, especially our children, should have access to wholesome food in Canada, regardless of their means. That’s what inspires us now,” says Burd.

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is pleased to present

a Special Franchise Focus on the

CASUAL AND FINE DINING SECTOR

Franchise Canada May | June 2023

SPECIAL FRANCHISE FOCUS

Restaurant Recharge

n 2022, Canada’s food service industry continued to rebuild after more than two years of extreme challenges. Still, segments like casual and fine dining are constantly evolving, so these sectors open for entrepreneurs to introduce new, exciting concepts for diners. Whether the restaurant has an upscale vibe or is an in-and-out establishment, hungry diners are looking for more options outside the home to eat, drink, and socialize with their loved ones. But some like it hot, and some like it cold. When franchising in the full-service restaurant industry, it can be hard to please people and nearly impossible to please everyone. Brands in the casual and fine dining worlds have been refining

the concepts they use to appeal to a taste-savvy, post-pandemic audience. There are a range of casual options offering everything from global cuisine to classic burgers and fries and propelling consumer tastes into the next generation. Meanwhile fine dining opportunities exist for franchisees who know that the flavours must match the tip-top experience of white-glove service. Despite only accounting for one per cent of the restaurant market, the fine dining sector is developing a wider audience as diners seek out experiential dining that’s just a cut above the rest. Read on to learn why an investment in casual and fine dining franchising is a delicious opportunity.

The food service industry overview: There are more than

97,000

restaurants, bars, and caterers across the country. They generated

$79 billion in 2019.

1.2 million

people are directly employed in the accommodation and food services sector, with an additional

273,400

indirect jobs (construction, maintenance, technology, etc.).

Canadians visit restaurants

22 million times every day.

Alberta's food service industry is expected to surpass the

$10 billion

mark for the first time in 2023.

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

SPECIAL FRANCHISE FOCUS

Production and promotion: new trends in casual and fine dining This is the first year that food service sales are expected to outgrow 2019 levels, and Restaurants Canada forecasts that the commercial food service industry is expected to grow by 5.3 per cent to $78.6 billion. The outlook shows increased spending at restaurants, caterers, and drinking places by households, businesses, and tourists. Here are some relevant trends primed for food service growth in 2023:

Rewards programs: Restaurants can leverage gift-giving and loyalty programs that align with the restaurant’s style, including a: subscriptionbased or points-based reward, item rewards, or even seasonal or event promotions that keep guests coming back.

Fusion cuisine: Mashups like Rasta pasta (Jamaican and Italian), shawarma pizza, and Pad Thai battered fish tacos are popular among a younger and more taste-savvy demographic.

Premium proteins:

Plant-based poultry:

Diners are willing to pay extra for premium ingredients such as wagyu beef and caviar. Both were up 32 per cent and 27 per cent respectively on Canadian food service menus.

The plant-based chicken segment is facing increased demand. Plant-based poultry is the fastestgrowing protein by popularity (up 45 per cent).

Swicy foods:

Clean eating/reductionism:

The blend of sweet and spicy provides a multi-layered taste drawn from Korean and Mexican cuisines. Pro tip: Want to test a swicy flavour option in your franchise? Consider a snack, condiment, or dessert. They’re usually the cheapest way to introduce new flavours into a menu.

Whether it’s reduced fat, sugar, or salt in menu offerings, or using organic and sustainable ingredients, consumers are looking for easy-to-pronounce, healthy ingredients in the food they consume.

AND REMEMBER: Guest engagement matters: The postpandemic trend in restauranting is trying to get diners back in restaurants, after being affixed to takeout and delivery for a long time.

Franchise Canada May | June 2023

ADVERTORIAL

OVERCOMING CHALLENGES TO BUILD SUCCESS Vanh Kalong, principal, My-Thai Group, shares how the My-Thai brand has grown through lessons learned, experiences lived, and a willingness to embrace change

“T

PLEASE CONTACT OUR TEAM

ime is Money” was the first English statement I learned to write while in a Thai refugee camp. My first job in Canada was worm picking until I landed a part-time job at Harvey's. Working in the hospitality industry during high school and college not only helped me fund my tuition but also helped me discover where I truly belonged—fulfilling my passion for food and serving my community. I vividly recall reading one of the earliest editions of the CFA magazine in 2000, which highlighted restaurant trends. Franchise Canada Magazine changed my life, as I quickly realized I was meant to be a restauranteur. On July 6, 2001, the first My-Thai location opened in downtown Hamilton, Ontario, in a time where Thai cuisine was mostly unheard of, let alone the notion it was led by a female entrepreneur. With perseverance and hard work, My-Thai gradually gained popularity and became a success. Opening my first business was an immense challenge, both financially and due to not being taken seriously as a woman in business. Many of my phone calls went unanswered, loan applications were turned down, and trades overcharged and took advantage of me. These experiences were tough lessons I learned along the way, but I never let it sway my passion and drive to serve the most flavourful and freshest Thai cuisine available, with the utmost

For franchise information: ANGELEE BROWN, FranOvation angelee@franovation.com 866-959-0193

respect for the ingredients and attention to detail. With many years of operating multiple locations and proven success in providing superior service to our community, 2022 was the year we re-invested back in our 20-year success story and refreshed our brand to the new My-Thai Fresh Kitchen. My-Thai Fresh Kitchen was born out of lessons learned, experiences lived, and a willingness to embrace change and innovation. Our concept is easy to operate and well-suited for young families, as well as those new to our wonderful country who are looking to start their own business. Our modern, open-concept kitchen invites all ages to pull up a chair and enjoy an authentic, modern Asian experience where we prepare everything fresh and fast, right in front of your eyes. We knew we wanted to change the way traditional QSR Thai was approached and create an inviting, community-focused experience. As a newcomer to Canada, I know firsthand what it's like to search for jobs when language is a barrier. My-Thai Fresh Kitchen creates job opportunities for all family members involved. My vision is twofold: firstly, to see Thai cuisine, under our banner, My-Thai Fresh Kitchen, reach national prominence; and secondly, to guide and mentor individuals and families towards financial freedom, enabling them to live a purposeful life.

For franchise realty: RHETH THURSTON, Franchise Reality rhett@franchiserealty.ca 905-522-7069 ext. 222

OUR BRAND, YOUR PASSION. INVEST IN THE AWARD-WINNING, MY THAI FRESH KITCHEN AND LET'S BUILD YOUR SUCCESS STORY TOGETHER.

FRANCHISE FEE: 35K ROYALTY: 4% MARKETING: 1% TOTAL INVESTMENT: 559K-774K NUMBER OF UNITS: 4

www.mythai.ca

ADVERTORIAL

GRILLING UP A SUCCESSFUL BURGER BUSINESS ALMOST EVERYBODY LOVES A GOOD BURGER. In fact, burgers are one of the most frequently consumed food items. Three out of 10 people say they’ve consumed more burgers in the last year, according to a survey. More than ever, consumers are ordering burgers at least once a month, be it at a restaurant or at home. Here’s a look at what makes burgers so ubiquitous and well-loved. Better, higher-quality burgers Nothing beats a delicious and juicy burger. Whether it’s fresh patties, premium ingredients, or exceptional types of cheese and condiments, consumers are expecting better taste, higher quality, and a variety of ingredients in their burgers. In recent years, consumer interest in burger trends such as better beef/protein grades and fresh, local ingredients has steadily increased and many QSRs have started to prioritize taste and quality above all to meet those demands. Making it right Clearly, consumers like their classic burgers done the traditional way with the usual fixings. They value the craft of preparation in addition to the taste and quality of the sandwich. They are drawn to restaurants like the iconic Fatburger who does just that—hand-pressing their fresh, never frozen, Alberta beef patties, individually cooking them on the grill to seal in the flavours, while keeping their juiciness using a basting lid, and crafting it just the way their customers want it, since 1952. Customization Consumers also love having a burger made-to-order and customized with ingredients they want. Many are willing to pay more if they have the ability to modify their preferences. When dining out, many customers turn to fast casual burger chains like Fatburger, expecting not only a wide variety of topping options, but also feeling like they’re getting something they would make at home. n

BIG JUICY

BURGERS

MADE RIGHT Fatburger Canada is looking for passionate, qualified franchisees who are looking to build a successful franchise business with an established well-known brand with significant growth.

OUR FORMULA WORKS

WHAT WE PROVIDE

Established in 2005, Fatburger Canada is part of FDF Brandz, a multi-brand Canadian owned restaurant business with over 200 restaurants and a market leader with deep knowledge and experience in developing successful quick casual restaurants.

• Extensive Training • Proven Operation System • Turnkey site selection and construction • Innovative marketing strategy & advertising

Development Opportunities for Western Canada, Ontario, Quebec and the Maritimes. Email: franchise@fatburgercanada.com | Website: www.fatburgercanada.com | Phone: 1-800-597-7272

SPECIAL FRANCHISE FOCUS

Fine-china franchising: the fine dining sector in Canada

1.2 million

people directly employed in the accommodation and food services sector

6.4%

of the country’s total employment in 2019

With regard to third-party delivery services at fine dining restaurants:

66.7%

Under 1 per cent of restaurants in North America are considered fine dining restaurants.

88%

are independent establishments

40% 35% 76%

offer seafood

offer steak

Adjectives used to describe their high-end establishment’s ambiance

45% 41.5% 38% 35% 34%

Upscale Intimate

Romantic

Tourists

Family/Kid-friendly

have a wine list

do not use a third-party delivery service

16.7% 16.6%

Toronto and

use one third-party service

use two or more third-party services

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

Montreal

are among the top metros in Canada for fine dining.

REDEFINING THE NEIGHBOURHOOD PIZZERIA Famoso Neapolitan Pizzeria & Bar is a neighbourhood-style restaurant business seeking passionate, qualified franchisees who are looking to build a successful franchise business with an established local brand. Call us to help you start your own local Famoso pizzeria.

Famoso is a casual full service pizzeria + bar passionate in bringing authentic Neapolitan pizzas to your local neighbourhoods, along with delicious pastas, salads, and tapas. We believe in using fresh premium ingredients and serving great tasting pizzas, just like they do in Naples. With an open kitchen and bar, you can enjoy watching your pizzas cooked and drinks poured as you experience a unique and casual atmosphere that defines what a neighbourhood pizzeria should be.

WHAT WE PROVIDE • Full Training & Support

• Proven Operation System

• Turnkey site selection and construction

• Innovative marketing strategy & advertising

LET'S TALK! partner@famoso.ca

www.famoso.ca

1.888.597.7272 (toll free Canada)

SPECIAL FRANCHISE FOCUS

Small bites: franchising in the casual dining sector Casual dining trades in the white tablecloths for a relaxed atmosphere, more customizable menus, and family-friendly considerations (like special menus for children and seniors). The casual dining segment also makes up about 10 per cent of CFA membership.

Trends to watch in the casual dining sector include: Growing interest in gourmet and global cuisines.

three-quarters (77%)

More than of diners view international foods as being more mainstream than they used to be. In Q2 of 2022, global cuisines saw large year-over-year sales:

+23% +15% +15%

+12% +11%

Chinese:



Japanese:



Thai:



Italian:



European:

Consumers have been enjoying a steady return to the in-house dining experience, especially in fullservice restaurants, where the demand for on-premises dining is reaching pre-pandemic levels.

ical Technolog ents advancem the dining improving : experience

that pair Restaurants e n experienc the sit-dow ng online while still usi d delivery ordering an an average systems see se of sales increa

30%

(Sources: CanadaTakeout; Food Service and Hospitality; Technomic; TouchBistro; StatsCan; Restaurants Canada; Mintel; Future Market Insights; Brizodata; Datassential Foodbytes)

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

SPECIAL FOCUS FRANCHISE ADVERTORIAL

Fat Bastard Burrito is Grabbing Attention! With a name like Fat Bastard Burrito, you get noticed. People are curious, and that means immediate impact— and store traffic. In a busy quick-serve landscape, it’s a huge advantage to have a name that grabs attention. But while the name generates a lot of interest, what keeps guests coming back? Undoubtedly, it’s Fat Bastard’s delicious menu and commitment to great guest experiences. PREMIUM MENU Fat Bastard Burrito’s menu boasts fresh ingredients, quality proteins, and an abundance of premium toppings and sauces. In fact, the brand offers eight proteins, 12 toppings, eight sauces, and up to three tortilla options— which equates to millions of customizable options to suit any taste! Unique to the brand is Fat Bastard’s grilling style—all four burrito sides are grilled for warmer, more blended ingredients that guests love. OPPORTUNITIES Fat Bastard currently has about 85 stores in Ontario, with rapid growth underway. The brand plans to open 30 stores in the next 12 months. There are still many opportunities in Ontario, with expansion planned for Atlantic Canada, Alberta, and British Columbia. This is the ideal time to get in on the ground floor with limitless potential.

GET

#!G F@$T& ICED! NO

With our name, YOU GET NOTICED. That means your store

STANDS OUT

in a sea of sameness. As we grow across Canada, we’re looking for smart, savvy Franchisees to join our family. Are you a bold success seeker?

AFFORDABILITY Fat Bastard Burrito offers a lower entry point than many franchises, coupled with a smaller, more affordable store footprint. It’s a turnkey investment, complete with a dedicated support team. FAMILY SUCCESS Fat Bastard Burrito is owned by MBI Brands, the same parent company as Mary Brown’s Chicken, currently experiencing remarkable growth and results across Canada. You can expect the same strategic path to success with Fat Bastard. LET’S TALK We’re seeking smart, savvy franchise partners who are driven to succeed. Bold, adventurous types are welcome. You must be committed to building great teams, providing a high-quality product, delivering outstanding guest service—and having fun along the way. franchising@fatbastardburrito.ca

fatbastardburrito.ca/franchising

RAZOR-SHARP BEAUTY SALONS AND SPAS

Franchises from coast to coast that are helping Canadians look and feel their best

n an era when daily multi-step grooming routines are becoming the norm, beauty franchises are quickly becoming more dynamic, offering unique services to meet clients’ respective needs. From high-tech, minimally invasive medi-spas to concepts paying tribute to the golden age of grooming, there’s a myriad of franchises pushing franchisees to the front of the beauty, salon, and spa sectors while helping people look and feel their best. Are you interested in making your mark with an emerging beauty concept? How about one with decades of skin in the game? These salons and spas provide opportunities for franchise success while primping and pampering clients. Read on to discover your next beauty opportunity.

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

RAZOR-SHARP BEAUTY SALONS AND SPAS

AFYA Skin and Body Clinic

Blo Blow Dry Bar

AFYA is a wellness clinic focused on restoring the health and vitality of clients’ skin. Using industry-leading technology, the brand provides customized treatments for sun damage, antiaging, acne, laser hair removal, and more.

The Blo Blow Dry Bar concept was created in 2007 and quickly developed a niche in the hair salon sector, providing runwayready hair on any given Sunday. The brand grew through Canada before expanding to U.S. locations in 2010 and has since grown into the world’s largest blow dry bar franchise with over 100 locations.

AFYA franchisees receive digital and in-person training covering everything from daily operations management to staff training and certification programs. A tech-forward company, AFYA has a reception-free clinic model, with an automatic check-in and payment system, and an app and online memberships to generate customer loyalty.

Learn more at LookforaFranchise.ca

Franchisees with Blo provide more than beauty sculpting, with Blo strategically positioned to align with the wellness and selfcare industries. Training, hands-on support, and best-practice coaching are available from the start.

Learn more at LookforaFranchise.ca

Deka Lash

DermaEnvy Skincare

Deka Lash is a membership-based care brand focused on eyelash extension, brow services, and, as of July 2023, nonmedical HydraFacials. The brand provides marketing, financial, operational, and staffing support. Deka locations have a unique look with custom-designed beds, chairs, and work areas. Deka Lash provides a call centre that eliminates the need for receptionists in the studio. Every person in the studio is revenue producing.

DermaEnvy Skincare is a laser, medical aesthetics, and skin care clinic offering the latest in medi-spa and non-invasive cosmetic treatment. The brand operates with a micro-clinic format, allowing clients to receive personalized appointments within a small and private clinic environment. The business is bolstered by its retail offerings of high-performance skincare.

Franchisees don’t need esthetics experience, as the franchisor team provides training to all. They offer a proven, semiabsentee model that incorporates technology in many aspects of the business. The lash extension segment of the health, beauty, and cosmetics industry is predicted to generate more than one billion dollars in the next decade. Deka Lash’s model provides recurring, predictable revenue to owners and service to clients.

Learn more at LookforaFranchise.ca

For prospective franchisees, no industry experience is required; however, business management skills and a passion for skincare and customer service are an asset. Training, ongoing support, and learning resources are available for franchisees. DermaEnvy is currently seeking franchisees in markets across Canada and even has a conversion program for existing clinics, spas, and salons.

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

RAZOR-SHARP BEAUTY SALONS AND SPAS

Enlighten Laser & Skin Care Clinic

First Choice Haircutters

Enlighten Laser & Skin Care Clinic is a full-service laser and spa franchise system. Enlighten offers laser treatments, clinical aesthetic services, and specialized relaxation equipment. Enlighten has been franchising since 2010 and now has eight locations across Canada.

First Choice Haircutters (FCH) is a full-service hair care institution offering trendy styles from its range of expert stylists. Between cuts for kids and trending styles for adults, FCH also provides specialty services including highlights, grey blending, and deep conditioning treatments.

The brand boasts a “membership” revenue model that ensures a steady cash flow from the first day of operations. The franchisor teams also offer comprehensive training and support on spa operations, as well as training from vendors and suppliers.

Since First Choice has been in Canada for more than 40 years, prospective franchisees get access to a recognizable brand offering convenient, appointment-free services. The franchise model ensures that the business stays relevant in a wide range of communities and economic climates.

Learn more at LookforaFranchise.ca

Foxy Box Laser & Wax Bar

Fuzz Wax Bar

Foxy Box is a wax and laser hair removal franchise that specializes in the art of the Brazilian wax. Foxy Box is on a mission to inspire and empower women to celebrate their uniqueness and rock what they’ve got.

Fuzz Wax Bar is a membership-based, waxing-only salon for everybody. Fuzz offers fast, convenient, and affordable expert services to thousands of members and walk-in clients. Thanks to modern processes, proprietary ways of waxing, curated retail products, strong branding, and dedicated franchise support, Fuzz has expanded coast to coast in Canada with 19 locations and is growing fast.

The brand makes use of a tech-focused product offering, including a state-of-the-art laser system, guaranteed to provide fast, effective, and affordable laser hair removal treatments, all backed by their laser guarantee. The brand also offers bundles and a membership model to appeal to clients at all price points and generate recurring revenue for their franchise partners. Incoming franchisees can take advantage of the novel concept with a large prospective market, built on an endlessly repeatable service. Franchise partners receive extensive training and resources to provide fast and affordable service to clients. With the initial start-up costs ranging from $225,000$470,000, the average cost to open a Foxy Box Location has been around $250,000. In addition, franchisees receive access to Foxy Box’s marketing, designed to stand out and leave a lasting impression.

Learn more at LookforaFranchise.ca

As the leading waxing-only salon chain in Canada, Fuzz’s focus is to empower and support their franchise partners to grow into multi-location territories quickly, and offer extensive operations training, assistance with site selection, build-out and marketing support, and business coaching.

Learn more at LookforaFranchise.ca

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

RAZOR-SHARP BEAUTY SALONS AND SPAS

Glamour Secrets Beauty Bar

Great Clips, Inc.

Glamour Secrets Beauty Bar is a full-service beauty concept providing hair, skin, and nail treatments, with a secondary service providing products to take on the go. The brand’s model is proven, with more than 100 corporate and franchise locations across Canada and the U.S.

As one of the most recognizable names in the North American beauty industry, Great Clips is continuing its growth and expansion in Canada through franchising. Franchisees are engaged in operations, marketing, and community outreach. Experience in business or labour management is an asset.

Franchise opportunities are available in the GTA, Montreal, and further west, including Alberta and B.C. With locations strategically placed within Loblaws Superstores, franchisees can take advantage of built-in foot traffic. Design, construction, and merchandising are all provided in the onboarding process and no experience in the beauty business is required.

Gain access to the value and convenience of this haircutting system with an initial franchise fee ranging from $25,000 to $40,000. There’s also a range of hair products on offer in the salons, with professional product lines and in-house exclusive brands like Solutions® by Great Clips. Key markets in Canada, such as Ottawa and Winnipeg, are now accepting new franchisees.

Learn more at LookforaFranchise.ca

Laser Clinics Canada

MVP Modern Barbers

Laser Clinics Group is the global leader in laser hair removal, skin treatments, and cosmetic injectables, with over 200 clinics worldwide. Each clinic uses medical-grade, industry-leading technology to deliver its tailored blend of treatments and services for each client’s individual needs and desired results.

MVP launched its men’s grooming concept in 2004, fuelled by the idea of the lifelong demand for grooming. Barbers can’t be replaced by robots and a haircut can’t be delivered on the internet, meaning demand for the service will always be available.

Now in Canada with national growth plans, Laser Clinics brings a unique 50/50 business model where the business and its franchise co-owners share equally in the investment, expenses, and the business performance outcomes of their respected clinic entity. Each new clinic comes fully furnished and is accompanied by industry leading equipment and retail and professional stock, including IT set-up—a true turnkey franchise!

Prospective franchisees can take advantage of the brand’s flat fee royalty, and zero per cent marketing and ad fees. The total investment ranges from $100,000 to $200,000. There are also secondary revenue streams, with MVP locations offering the brand’s proprietary hair care products.

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

RAZOR-SHARP BEAUTY SALONS AND SPAS

Phenix Salon Suites

Refresh Evolution Inc.

Phenix Salon’s business model is about renting individual suites to professionals in the health, wellness, and beauty industry. It’s not a beauty business for the franchisee though, but rather a property management and real estate opportunity with some really great returns. By partnering with Phenix, franchisees create passive income in an absentee role. Plus, they don’t have to worry about inventory or employees to manage. The coworking locations generate high foot traffic and do well in retail or commercial buildings.

Refresh Evolution is a world-class medi-spa chain of clinics. The clinics offer a variety of services like laser hair removal, skin tightening, Botox, dermal fillers, teeth whitening, and more. Refresh technicians are well-trained and certified, continually upgrading to stay abreast of the latest cutting-edge technology and medical innovations. Their services are safe for all skin types and all genders. The clinics are spread across the Greater Vancouver Area. Refresh Evolution is a brand that believes in community upliftment and supports women in all aspects of growth from personal to professional.

Phenix provides all the site selection assistance, building design, construction management, leasing, and training, and with the brand’s commitment to never close a location, franchisees can rest easy knowing the investment is secure.

Learn more at LookforaFranchise.ca

Refresh Evolution franchisees gain access to the brand’s comprehensive operations manuals and training programs covering marketing, operations, accounting, technology, and other practices of the model. Franchisees also have a direct line to the franchisee liaison, enabling clinic owners to have their questions answered at any time of the day.

Learn more at LookforaFranchise.ca

Sola Salons

Starks Barber Company

Sola Salons was founded in 2004 with a mandate to give beauty industry professionals control over their environment, schedule, and pricing. The brand has since blossomed into a worldwide presence, with a community of 18,000 independent salon professionals across 600 locations in Canada, the U.S., and Brazil.

Starks Barber Company is Ontario’s fastest growing barbershop brand. Starks takes an innovative approach to the customer experience, offering memberships, a lounge with free coffee and Wi-Fi, and online and mobile booking.

Franchising with Sola powers hairdressers, estheticians, nail techs, and other beauty industry professionals with their range of business-building tools, educational offerings, and networking. Franchisees can retain their independence while getting access to a strong support system.

Learn more at LookforaFranchise.ca

Starks is currently seeking franchisees with a desire to become an entrepreneur in several exciting, new markets around the GTA. The franchise investment ranges between $90,000 and $125,000.

Learn more at LookforaFranchise.ca

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

RAZOR-SHARP BEAUTY SALONS AND SPAS

THE TEN SPOT

Tommy Gun’s Original Barbershop

THE TEN SPOT is a multi-service beauty bar brand combining the efficiency of community nail shops with the service excellence of high-end spas. Customers can receive a range of nail, waxing, laser, and facial services, while staff members receive training and ongoing education.

Tommy Gun’s offers a modern twist on the classic barbershop experience. This Canadian-born franchisor has 93 locations across four countries, providing a simplified, easy-to-execute playbook, which allows every location to deliver the ultimate barbershop experience to every guest every time! The brand offers traditional haircuts, shaves, beard grooming, detailing, and waxing treatments.

Prospective franchisees can take advantage of THE TEN SPOT’s established five-phase new bar opening pipeline. The brand has experts in real estate, construction, financing, marketing, and training so franchise partners can focus on being efficient leaders.

Learn more at LookforaFranchise.ca

No industry experience is necessary, as Tommy Gun’s seeks out community-focused franchisees to join the family. Prospective franchisees should have experience in customer relationship and team management.

Learn more at LookforaFranchise.ca

WAXON Laser + Waxbar WAXON’s business is based on doing one thing very well, and that’s hair removal. The locations offer a high-end, trendy, and discreet environment where clients can feel safe and comfortable. WAXON prides itself on a proprietary, systematized, six-step waxing process to encourage healthy skin and hair growth and the best laser hair removal machine in the industry. WAXON franchise partners don’t need to have aesthetic experience. Prospective franchisees and their teams receive indepth training and continuous education, ensuring the highest quality training required to run a WAXON facility.

On the Franchise Canada page on LookforaFranchise.ca, you’ll find all the brands featured in the pages of this issue in one easily accessible space! Learn more at LookforaFranchise.ca

cfa.ca/lookforafranchise/ franchisecanada/

Franchise Canada May | June 2023

Brands Helping to Build Better Businesses

These consulting and business coaching franchises help take businesses to the next level and guide franchisees toward opportunity BY GEORGIE BINKS

hen it comes to matters of scaling operations, managing resources, or implementing training, every prospective franchisee could use some extra support. Fortunately, a business coaching and consulting franchise can give tips and advice for curious entrepreneurs. For existing entrepreneurs looking to make their mark on the franchise industry, partnering with a consulting franchise might just be the way. Read on to see how these three franchise consulting and coaching systems spin industry expertise into success by guiding franchisees on their next moves. FranNet If you’re interested in owning a franchise but don’t know where to start, FranNet is likely a good place. “FranNet represents approximately 100 franchisors. You’d come to us and say I’m interested in this industry, category, or even a brand,” says Gary Prenevost, president, FranNet of Southern Ontario and Eastern Canada. Prenevost then helps prospective franchisees evaluate different types of opportunities. For example, he says, you might love a specific franchise but if you have no experience in that industry, it might not be the right place for you. “We look at why someone wants to go into business, what are their short-term, mid-term, and longterm goals, what have they been doing in their career that they’re really good at, and what are the skill gaps.”

Prenevost notes that franchisees take a communityfocused approach. “Historically, we’ve focused on embedding and getting to know the local market. I’m here in Ontario, in Mississauga, and I cover the entire Greater Toronto Area,” he explains. “We have a franchisee in London, and he covers southwestern Ontario, so we’re embedded in the community. People who buy from us live in the same communities—we have to make sure they’re okay.” The company also screens the franchisors it represents extensively. “We say no to more brands than we say yes to,” notes Prenevost, “because they don’t have the financial depth to scale the growth, the leadership maturity, the system isn’t refined, or existing franchisees aren’t completely happy. That means there’s something not happening in the system.”

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

“An ideal franchisee has to be a good listener, have good facilitation skills, and guide the research but cannot influence the decision.”

Prenevost says FranNet consultants introduce potential franchisees to franchisors who fit the model. “We’re not selling them; we’re guiding them to where they can make a decision. It’s a free service; we’re paid by the franchisor on successful matches.” According to Prenevost, the benefit of running a FranNet business is the “intellectual brain trust of one of the founding companies of the franchise consulting industry.” Mentoring programs help as support mechanisms. “It compresses the time to get up and running and compresses the time to get to full speed.” Franchisees are assigned a coach for the first six months and attend two conferences a year, with ongo-

ing dialogue. The biggest challenge is shifting consumer behaviour, from in-person pre-pandemic to almost completely digital now. “An ideal franchisee has to be a good listener, have good facilitation skills, and guide the research but cannot influence the decision,” says Prenevost. “They also need to be savvy financially, with savvy marketing.”

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

“Owning a franchise has become the preferred method of building generational wealth for many, and our job is to help potential investors find their perfect fit.”

FranServe When you look at a FranServe executive team member’s business card, don’t be surprised to see Alesia Visconti and the team dressed up in superhero capes. Visconti, CEO & president of FranServe says, “we have a superhero theme. I’m a sci-fi/sci-fantasy nut and love all things superhero. My executive team and I frequently wear capes at events.” FranServe’s trademarked slogan is “Franchising Is Our Superpower.” FranServe Inc. is the world’s largest franchise consulting firm and expansion organization. “Think of us as a franchise matchmaker, helping investors navigate the process of researching brands and narrowing down their overwhelming choices,” says Visconti. She says FranServe supports franchisors in expanding their brand and finding potential franchisees. FranServe was founded in 2012; Visconti joined in 2014 and acquired the company two years later. She says FranServe is now experiencing tremendous growth. “Owning a franchise has become the preferred method of building generational wealth for many, and our job is to help potential investors find their perfect fit,” says Visconti. “We’re always looking for talented people who would make ‘fran-tastic’ franchise consultants. A low investment, strong ROI, full training, outstanding support, no territory restrictions, and true flexibility make us an ideal choice for many.” One benefit of running a FranServe business is that

franchise consultants can work from home. “With a phone and internet connection, you’re ready to rock,” notes Visconti. The ideal FranServe franchise consultant affiliate has strong communication skills, Visconti says. “Building trust, having empathy, and possessing solid listening skills are all critical.” Training involves an intensive curriculum to ensure franchise consultants are well equipped to help their candidates in multiple facets. Live training sessions are recorded so franchise consultants can review material at any time. There are also weekly one-on-one and group mentoring sessions for the first 90 days. After that, there’s ongoing support with more live and recorded webinars, and two certification designations to mark trainees’ progress. Visconti says FranServe has more than 700 affiliate franchise consultants and more than 750 franchise brands in its portfolio. “I joke that our next move will be to put a franchise on Mars, but with a team of superheroes, it may not be a joke!”

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Valenta Valenta may have just launched in 2019 but it’s already taking the world by storm. With franchise partners across Canada, the U.S., Mexico, the Caribbean, the U.K., Ireland, Austria, Romania, Kosovo, Angola, the U.A.E., India, Australia, and New Zealand, there’s no stopping the B2B franchise. “We help organizations increase profitability by optimizing processes, implementing automation, and staff augmentation,” explains Jayesh Kasim, a co-founder of the business. “In the short term, Valenta wants to grow its network with the right franchise partners and once we have adequate global coverage, our vision is to help every franchise grow to its potential.” Kasim notes that the brand’s distinct model is helping to fuel this growth. “Our model is unique in that there are no other businesses that service SMEs (small and medium enterprises) with all these services under the one umbrella. For our franchise partners, it’s also a unique model where they get to work on their business rather than in their business. Valenta’s head office takes care of service delivery, which lets our franchise partners focus on growing their business.” According to Kasim, the success of Valenta’s franchise partners depends mostly on their professional network. “Someone who has 15-plus years of strong connections in a senior management role will have a higher chance of securing meetings to identify opportu-

nities than someone with five-plus years’ experience in a junior to mid-level role.” Kasim says it’s very important to sit across from C-level executives or business owners and identify their needs before presenting them solutions. Securing these meetings is as important as having these conversations and converting them into sales. “The more time and effort our franchise partners put in, the greater the results.” A marketing budget is also vital. “Having a marketing budget to generate leads will result in great success,” notes Kasim. An ideal Valenta franchisee has sales and business development experience and great communication skills. Franchise partners receive an initial 30-day training program, then unlimited ongoing training and support. They also have access to the entire franchise support team. “Franchises are a great way to start your business. However, starting a franchise will not guarantee success,” explains Kasim. “While the franchise will have proven systems, it comes back to implementation in your local market. Networking with the head office team and other franchisees in the region goes a long way. Making sure there is cultural alignment with the leadership team is important.”

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Franchise Canada May | June 2023

10 Questions to Ask Yourself Before Getting Started in Franchising Key considerations for entrepreneurs entering the franchise industry

hen it comes to starting a franchise business, you know it’s important to undertake the proper due diligence and learn the ins and outs of the system you

plan to join. This is an important step, but it’s also important to take stock of yourself before you sign that franchise agreement, to ensure franchising is the best fit for you. Just as there’s a financial investment to successful franchising, franchisees must be emotionally and personally involved in the development and growth of their franchise. Here are 10 questions to ask yourself before starting on your franchise journey. These questions can serve as a guide to help you determine if you’re ready to launch and maintain a franchise business in your community. 1. Are you ready to follow a system? Joining a franchise means that the operational and managerial processes have been boiled down to a system of best practices that can be applied across all units and

markets. People who follow systems and processes are naturally going to thrive more in a franchise than those who prefer to try to reinvent the wheel. When you’re putting in hard work and long hours, it can be hard to remember that business success isn’t created overnight. A strong system will give you support from the start, but it still takes time for customers and clients to develop familiarity with your franchise, especially in new markets. If you can be patient and stick through the development period toward profitability, you could be well on your way to franchise success. 2. Are you financially prepared? You sought out and made connections with a proven concept, but it will take time to build loyalty among the clients in your new market. Ensure your budget accounts for upfront and start-up costs like the franchise fee, but also has enough working capital to float your business until it becomes profitable. It’s important to remember that this can take up to two years.

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ASK YOURSELF BEFORE GETTING STARTED IN FRANCHISING 3. Do you possess the spirit of entrepreneurship? So, what happens if you realize your franchise idea isn’t taking to a certain territory or lacks the resources to maintain growth? Do you stubbornly keep trying the same processes while expecting different results? Of course not. Although franchisors should offer guidance and support in best practices, no one knows the community like someone who lives in it—you! You’re going to need to rely on your sense of entrepreneurship and get creative in growing your business. Part of that means being adaptable, whether that means planning new advertising/marketing campaigns, developing new programs, or integrating new sales strategies. You should also be prepared to work with your franchisor as you look to make any changes, as they can offer valuable resources and tools. Your franchisor may also look to carry out system-wide changes, such as rebranding or renovations. 4. Do you possess key leadership skills? While you rely on the franchise system for support, your managers and team members will look to you for guidance as they carry out the day-to-day operations. At the same time, you’ll need to rely on managers and other key people to provide a consistent brand experience for customers, as you can’t do it all on your own. It’s essential to delegate and trust the team, while creating a buy-in experience so team members feel valued. It’s up to you to motivate team members, provide guidance, and solve any issues as they arise. 5. Have you developed a sense of grit? To help your franchise business thrive, you’ll need to put in the time and effort to make it a success, especially in the first three months of learning the system and laying the foundation for a strong business. Between the long hours, getting used to a new concept, and being financially invested, it’s easy to get overwhelmed as a new franchisee. But remember: you went through the due diligence of verifying this opportunity; now it’s time to dig in and make it work for you. 6. Are you sales-oriented? This is a key trait! Franchising may be turnkey, but that doesn’t mean that the sales are built in. Any existing business experience will provide you with transferrable skills that can apply to running a franchise business. Many franchises call for business acumen as an asset for new franchisees, as you’ll play a key role in generating sales for your business. You’ll need to generate leads by being proactive in finding customers: be prepared to engage with your community through networking initiatives, supporting social endeavours, and more.

7. Is your family on board and supportive? Starting a new business can bring on a lot of changes for your family and internal network. The long days, financial burden, and pressure to perform will impact you, as well as your family. The most successful franchisees are those who have family members supporting them through the ups and downs of being a business owner. 8. Are you community-oriented? Franchising is a people-focused business. As a franchisee, you’ll regularly interact with members of your own team, franchise head office, and other franchisees, but it’s also important to spend time with members of your community. Owners who are comfortable getting out into their community and engaging with local residents typically do a better job of maximizing their opportunities. This can be anything from calling in favours with media connections, attending networking events, and developing partnerships. Whichever position you’re in along the franchise journey, building your network is integral to your success. 9. Are you passionate about this brand/opportunity? As they say, when you’ve found the career that you’re truly passionate about, it doesn’t feel like work at all. If you don’t absolutely love the brand or the people behind it, that will make it hard for you to build and grow the franchise. You need to be excited about waking up every day and putting your primary attention on the business. Can you see yourself working in this franchise for years or decades to come? Does the idea of physical and emotional investment in the franchise inspire you, or make you feel wary? These are important questions you need to ask yourself as you settle on the right franchise path for you. 10. Are you a collaborative/team-oriented individual? As previously mentioned, you can’t successfully run a franchise on your own; trusting your staff and collaborating on solutions is often the best way forward. This can also help you solve any problems that may arise—by turning to the franchisor or fellow franchisees for advice, you can solve common issues with help from those who have the relevant experience. It’s also important to lean on your franchisor for continuous support, taking advantage of any available resources and tools. If you’ve answered ‘yes’ to these 10 important questions, you might be ready to make your business ownership dreams a reality through franchising. Visit FranchiseCanada.Online for more resources to help you along your franchise journey.

Franchise Canada May | June 2023

THE REWARDS OF RESALES: FIBRENEW

How Steve Geddes purchased a Fibrenew location through a resale and spun it into a top-ranking franchise powerhouse BY RAHAF FARAWI

After spending several years representing commercial furniture companies and running his installation and staging company, Steve Geddes’s franchise curiosity was piqued when he stumbled upon a story about Fibrenew. Without hesitation, he quickly researched the brand’s restoration and repair services. From furniture to car interiors, boats, and even airplane seats, the mobile service company uses various techniques and materials to repair and restore damage caused to leather, plastic, and vinyl materials by wear and tear, accidents, and aging. Given his background and love for furniture, Geddes thought this might be a good fit for him.

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THE REWARDS OF RESALES: FIBRENEW

“I’M STILL IN AWE EVERY DAY OF HOW MUCH BUSINESS IS OUT THERE IF WE CAN FIND THE HOURS AND THE MANPOWER AND THE STAFF TO TAKE IT OVER.”

Intrigued, he reached out to the company to ask about potential franchise opportunities. Going back and forth, he decided to ask about options in B.C.’s Okanagan region, where his wife is from. “I threw out, ‘Hey, is there anything available in Kelowna?’” Coincidentally, there was a franchisee there looking to sell his territory. “So, we started going down that route. We had a fiveyear plan to perhaps move back to the Okanagan, closer to my wife’s family,” he says. Within a year, Geddes had purchased the franchise and moved to Kelowna, ready to dive headfirst into his new business venture. Initially, he had planned to work alongside his son, with the goal of eventually passing the business down to him. However, COVID-19 forced a change of plans, and Geddes found himself running the franchise on his own. Despite the unexpected change, Geddes was determined to make the most of the opportunity. “Let’s grow it and see how big we can get it,” he recalls of his mindset at the time. With his extensive background in furniture sales, installation, and staging, he saw the potential to expand Fibrenew’s services beyond just mobile services, into upholstery and other furniture-related add-ons. And he wasn’t content with just maintaining the existing customer base; he wanted to grow the business as much as possible. Resale revamp vs. brand-new build Initially, there were opportunities to buy a new Fibrenew territory elsewhere, but Geddes recognized the pros and cons of buying an existing territory rather than starting from scratch. “The beauty of an existing territory is you have a book of business you’re buying,

or you’ve got existing customers, and you don’t have to start from ground zero or no sales.” However, it also means working in an existing framework and changing systems and practices that may have been left by the previous franchisee. “The price to buy that business is going to be more than an open franchise ... you have to weigh those two odds: how comfortable are you growing from zero? Or do you want to have some cash flow right away?” While training with other Fibrenew franchisees, Geddes noticed that many were overwhelmed with landing in a territory where they had no connections in a limited market. “[There’s a] great opportunity to train and practice, a great opportunity to sell, but no business,” he says. “[While] we bought a franchise that did have some business, had some good customers, that was just underdeveloped and under-nurtured.” Geddes’s approach to buying an existing franchise was well thought out. To help guide his efforts, he created a comprehensive business plan that delved deep into the market and identified potential revenue streams and markets he could expand into. This plan included a financial spreadsheet with several years of future projections, as well as operational, sales, and marketing strategies. “I still go back to that and refer to it quite often to see if I’m doing what I thought I would be doing from day one.” To successfully negotiate the purchase of the franchise, Geddes invested significant time and effort in discussions with the previous franchisee. According to him, the previous franchisee was upfront, and he advises prospective franchisees to have as many of these initial conversations as possible.

Franchise Canada May | June 2023

THE REWARDS OF RESALES: FIBRENEW

He also took the time to understand his customers. Before moving to Kelowna, Geddes visited a few times to test the waters. “I walked into existing customers and asked, ‘Hey, what’s your Fibrenew relationship,’ and customers were forthcoming.” Although the head office provides great training and resources, Geddes believes it’s on him to get customers and grow the brand in his market. “The onus is on the franchisee to get out there and network.” Most importantly, Geddes recognized the importance of thoroughly understanding the ins and outs of Fibrenew’s services. He spent the first six months immersing himself in the role of a technician and using the company’s tools daily. This “hands-on” approach allowed him to gain a solid understanding of the business and its operations. Staffing changes and challenges Geddes also has a unique approach to hiring technicians, seeking out individuals who possess transferable skills and exceptional attention to detail. He recognizes that previous experience doesn’t showcase a potential hire’s full range of skills and looks beyond traditional qualifications to find the right people for Fibrenew. For example, Geddes has found that automotive detailers and painters often excel as technicians due to their keen eye for detail and ability to understand colour, which is crucial in their work. The result is a highly skilled team dedicated to providing exceptional service to clients. While hiring is a large time and monetary expense for business owners, Geddes believes that staff can be a source of revenue generation instead of just perceived as a labour cost. He says that owners changing that mindset helps businesses grow. “I always look at it as an opportunity.” But staffing challenges don’t just end at hiring top talent. Geddes is guided by advice he received from a mentor years ago: “When you hire somebody, it’s never forever.” To retain staff, Geddes is committed to fostering a “family environment” for his team, so they want

to stay longer. One example of this is when his staff repairs furniture for a business, he often requests gift cards from the same business as supplementary payment. These gift cards are then distributed amongst his team as a reward for their hard work, providing both recognition and an opportunity to enjoy the services of the businesses they serviced. This mutually beneficial approach allows Geddes to give back to his team while also supporting local businesses. From spas to restaurants, his staff looks forward to receiving monthly gift cards to a range of businesses. “Little things like that are keeping staff around a little bit longer,” notes Geddes. “It’s a win-win for everybody.” After three successful years in the franchise business, Geddes was recently named the 2023 Franchisee of the Year at the annual International Franchise Association conference in Las Vegas, Nevada. While he remains fully committed to his business, he now seeks to delegate management responsibilities to a trusted team. In turn, this gives him more time to do what he loves: “My passion is scaling businesses, is growing companies, is growing brands and market share.” He’s currently working with Fibrenew’s head office on coaching and mentoring franchisees across North America who want to grow and diversify their business. “I’ve yet to find the ceiling in any of our markets,” says Geddes. “I’m still in awe every day of how much business is out there if we can find the hours and the manpower and the staff to take it over.” Want to hear more from Steve Geddes? Listen to season 7, episode 2 of the Franchise Canada Chats podcast for even more insight!

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HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

There are a range of Canadian-born and -bred brands offering franchise opportunities to curious entrepreneurs. One is a supplier of office, janitorial, and industrial products. Another teaches natural nutrition, and a third rents disposal bins and storage cubes. Although their respective market segments aren’t the same, the promises they offer are: an investment opportunity in a growing system that has its roots here at home. BY DAVID CHILTON SAGGERS

Bam Quick Bins

Bam Quick Bins currently has two franchises in Ontario: one in Belleville and one in Peterborough. Mark Caffrey, a co-owner of Bam Quick Bins, says the brand wants to expand along Ontario’s Highway 401 corridor, noting that it should prove lucrative, as it runs for 828 kilometres through such cities as Kingston, Toronto, Mississauga, and London, before ending in Windsor. There’s also a corporate location in Cobourg, and Caffrey says another corporate venue is slated for Oshawa, although it will be run as an independent franchise. Cobourg-based Caffrey and his business partner purchased the system in 2020 and started franchising in 2021. Moving westward along the 401, they plan to establish two franchises a year, beginning in 2024. The cost of a turnkey franchise is $350,000, which covers the $180,000 cost of a specialist truck and 25 bins, and lets franchisees start hauling away a customer’s unwanted construction materials, soil, concrete, and unneeded furniture right away. Bam Quick Bins also offers at-home storage cubes, where householders can put any items they don’t need while they renovate. Among the qualities Caffrey looks for in potential franchisees is the drive to succeed. They must also be good at managing time and resources and be willing to follow the brand’s system. In-person training is delivered over a

week at the corporate location in Cobourg, teaching franchisees how to use their specialist trucks. Instruction on Bam Quick Bins’ systems is offered online and takes place over a couple of weeks. Caffrey’s target customers cover a broad range, but he says most of them are residential, whether homeowners or their contractors. Unlike many other businesses, the pandemic left Bam Quick Bins largely untouched. “We were deemed an essential service, so we continued to offer our services as normal,” says Caffrey. “Our market really didn’t change.” Caffrey says one benefit of franchising with Bam Quick Bins is the full training for the franchisee and one employee, a protected territory, back-office support and coaching, corporate advertising with a microsite on the company’s web page, and help with licensing. Franchisees need just an Ontario G class driver’s licence, but will require another licence from the provincial Ministry of the Environment and a Commercial Vehicle Operator’s Registration.

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Franchise Canada May | June 2023

Canadian School of Natural Nutrition

It’s no secret that the pandemic put many companies in Canada out of business. For others, the disruption proved to be a catalyst for change. This is true for the Canadian School of Natural Nutrition (CSNN). Rose O’Leary, executive director, says the pandemic changed the way the school teaches. “It prompted us to look at education in a different light,” she says from head office in Richmond Hill, Ontario. The school used to rent classroom space in strip malls and other public facilities, but now many CSNN branches have classes that are taught live virtually. “It’s the same as before,” says O’Leary. “It’s just on Zoom.” Not all instruction is online, however. Some branches continue to offer classes through an in-person and online hybrid, or in-class only. The school was founded by Danielle Perrault in 1994, although it now has another owner. It began franchising in 1996 with two franchises, and today there are eight, including two in the Greater Toronto Area and others in New Brunswick, Quebec, Alberta, and British Columbia, along with one corporate location. The cost of a franchise varies depending on the region and branch. The school’s target franchisee is someone with a background in holistic nutrition. Many of the school’s teachers are its own graduates who have

additional credentials; however, many instructors are also other health care professionals, such as naturopaths. The schools are regulated by their respective provincial governments. When considering potential franchisees, O’Leary says they look for those who not only understand the holistic philosophy of nutrition, but who also have experience in business ownership. A passion for health care and for owning your own business are also welcome. As for expansion, O’Leary explains that because the online presence allows for large territories, franchise openings usually come along as franchisees retire, and there are currently a couple franchisees who have been with CSNN for over 20 years who would like to retire. The benefits of investing with the Canadian School of Natural Nutrition brand, O’Leary says, are the enjoyment of working with like-minded people, building personal relationships around health care, and learning about the health benefits of holistic nutrition.

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eSupply Canada

Steven Vanloffeld, founder and CEO of eSupply Canada, used to serve as an elected member of council at his community, and he says during his tenure, he grew tired of watching millions of dollars leave his community to the big box retailers for the purchase of supplies the community needed to operate. So, he started eSupply Canada. Vanloffeld says eSupply Canada has revolutionized the office, janitorial, and industrial supplies industry with its one-stop shop dropship e-commerce portal. With over one million products, eSupply has consolidated the business supplies category, which he says is “an innovation that was long overdue.” eSupply began franchising nine months ago and is close to finalizing its first two franchise sales, with both franchises located in Ontario. Given that his system is entirely online, expansion can easily take place nationally, says Vanloffeld, but for the time being, he’s focused on southwestern Ontario. He has plans to grow to 300 franchises in the system, 200 of them owned by First Nation communities and the remaining 100 in other Canadian markets. The Indigenous franchisees will focus on targeting contracts for government procurement (which account for $22 billion of spending a year); other Canadians will target smalland medium-sized businesses. eSupply’s new owner training is online and in-person. The in-class instruction lasts four days and is offered in conjunction with Fanshawe College in London, Ontario. Vanloffeld says eSupply also has a paid training program for franchisees to “learn the ropes” before taking over their franchise. The total cost of a franchise is $35,000, and franchisees don’t have to pay for upfront inventory or warehousing costs; it’s all handled through eSupply’s supplier

relationships. Franchisees secure orders by showing prospects what’s available online, then passing those orders along to eSupply’s online portal. The company then procures the products and dispatches them to the customer, with the franchisees earning a commission. As for how the brand dealt with the pandemic, Vanloffeld says it was something of a proving ground for eSupply because its business model is both lean and nimble and allowed the system to pivot to changing market demand. During the worst of COVID, he points out, eSupply had access to personal protective equipment (PPE) through its industrial supply chains, and sourced products for governments, businesses, and Indigenous communities. Among the qualities Vanloffeld looks for in a potential franchisee are a sales aptitude and persistence. “They [franchisees] need to build trust-based relationships and be able to sell,” he explains. The benefits of investing with eSupply are many, notes Vanloffeld. There’s the low cost of entry, and the advantages of working from home, including the schedule. “You can keep regular hours,” says Vanloffeld. “Most business transactions are done between 10 a.m. and 3 p.m.”

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Franchise Canada May | June 2023

NEXT GENERATION IN FRANCHISING

FIXING FOR THE FUTURE Young entrepreneur Tyler Dittrich finds success through honest customer service and making what’s old new again at his New Creations franchise BY JOELLE KIDD

epair, don’t replace: that’s the mantra at New Creations, a franchise system that provides repair and restoration services for homes, vehicles, and just about any item a customer might care to think of. “Pretty much any material, we can fix it instead of doing costly replacing,” says 29-year-old Tyler Dittrich, who became the owner of a New Creations franchise in St. Catharines, Ontario eight months ago. The brand specializes in home and automotive restoration, but a day in the life of a New Creations franchisee might involve facilitating repairs on cars, RVs, hardwood floors, furniture, bathtubs, or drywall. Dittrich’s repeat clients include auto dealerships and RV lots, and the energetic young

business owner spoke to Franchise Canada as he worked on an RV. “We have a whole system in place that allows us to repair a lot of different materials,” he says. This is a benefit to the customer, not only because it’s much cheaper to repair an item than to replace it, but because sourcing replacement parts and materials has become much more difficult and time consuming in recent years, owing to disruptions in the supply chain from the COVID-19 pandemic. There’s also a convenience factor, he adds. “I just recently [fixed] somebody’s car in her driveway. She thought she’d have to take it to the shop, but I just did it right in her driveway, and it was a fraction of what it would have cost.”

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NEXT GENERATION IN FRANCHISING

Day in the life With all this variety, Dittrich’s day-to-day routine as a business owner is anything but rote, and as a one-man operation, he takes care of all aspects of the business. “I do it all: I repair, I do the sales, I do part of the accounting,” he says. “[And] management of the business. If customers have questions, customers call or email, I’m always here, always available.” Since this means Dittrich relies on himself to get the business up and running—and to keep it going—the support offered by a franchise system is invaluable. After buying the franchise, Dittrich completed in-person training in New Brunswick. “Basically, we start off with basic materials and then we move into actually doing the repairs, different techniques, different processes that the franchise has developed over time,” he recalls. With so many types of repair services offered, the institutional knowledge of a franchise system is a huge advantage. “The beauty of the franchise system is that I can call up anybody and ask, ‘Hey, have you done this? How’d you do it?’” Along with specialized training from the franchisor, Dittrich has been able to make use of a support network of other New Creations franchisees who have a wealth of experience running the same type of business. “I talk to a guy regularly out in British Columbia [who] has over 12, 13 years’ [experience]. So he’s seen a lot and done a lot, and I ask him questions regularly,” says Dittrich. “It’s great, for learning purposes.” For the new business owner, the biggest challenge has been meeting his own high standards. “I’m a very harsh critic, so [...] sometimes I’ll spend way too long on something,” Dittrich admits. “I want to make sure that [the customer] is going to ultimately be happy with the product.”

Still, this perfectionism has paid off: Dittrich estimates that 85-90 per cent of his clients are repeat customers, and he’s proud to see his Google review page already awash with positive ratings and comments. “I actually don’t advertise,” he adds, noting that he tried one month of advertising but didn’t see enough return for his investment. Instead, “a lot of my business day-to-day is just word of mouth from different customers recommending the service, all the way out to businesses recommending it to other people.” Though he hasn’t had the time yet to focus on sales, Dittrich has still grown his business simply through delivering high-quality service. “I have my set clients as of right now, and they kind of do the advertising for me.” Finding a fit Dittrich didn’t start out his business-ownership journey with New Creations in mind. He knew he wanted to start a business, but “I just didn’t know what, or how,” he explains. He realized that franchise ownership would be the perfect way to own his own business with the support of an established brand. But he soon realized the sheer number of possibilities when it comes to choosing franchises. “You start to realize how many franchises there are,” he says. On a recommendation, Dittrich connected with a franchise consultant. “We got together on weekly meetings, and he actually interviewed the companies before coming to me—he would pitch an idea, or he’d look at an idea and see if it was the right fit for me.” Having another person to do some of the legwork of researching different franchise concepts, and to help assess different opportunities, was helpful. Especially, says Dittrich, because the consultant was the one to

Franchise Canada May | June 2023

NEXT GENERATION IN FRANCHISING

“THE BEAUTY OF THE FRANCHISE SYSTEM IS THAT I CAN CALL UP ANYBODY AND ASK, ‘HEY, HAVE YOU DONE THIS? HOW’D YOU DO IT?’”

bring New Creations to him—“I would never have known about them without him.” After learning about New Creations, Dittrich says he spent around three or four months doing research, interviewing with the brand, learning about the concept, and going through the franchise disclosure document. For prospective franchisees who are struggling to find the right franchise fit, Dittrich says he would recommend working with a franchise consultant. “I had a great experience,” he says. Even now, he says, his consultant stays in touch, checking in on how things are going with the business. Keys to success As a first-time business owner, Dittrich says going with a franchise has helped him find success quickly. “The system is already built, and they have the experience to help you, and the support. Being in the franchise, I’m always one call away from anyone, across Canada, really, with support.” When it comes to his clients, age and experience don’t necessarily factor into what he does. “As long as I tell them I can do a certain job, sell them on what they need, and perform it, I think they’re pretty happy with that.” Dittrich takes pride in his customer service and the relationships he’s been able to build with clients. When asked about his greatest accomplishment since starting the business, he says it’s the daily win of “having people come to you and keep calling you.” “I talk to my clients quite regularly when I see them, and I often ask how [they felt] about [the work]. I always do a regular check-in, every couple months, to be sure what I’m doing is up to their standards,” he says.

“Customer service has been my [biggest] accomplishment, because I’m now in the service industry. So making sure that customers are happy and don’t have a bad experience is really important.” This drive to make his customers happy comes not only from Dittrich’s own high standards, but from listening to what his customers want. “My very first RV client, I asked him at one of my check-ins, ‘What can I do better? If there’s anything, please let me know,’” Dittrich recalls. “And he pretty much said, ‘As you get busier, just make sure you answer your phone.’ So, I’ve always really taken that to heart.” In a line of work where quick and reliable responsiveness is key, Dittrich makes it a priority to connect with his customers, whether that means picking up when they call, answering their emails promptly, or proactively checking in. “I always speak with my customers, if I’m late, if I’m early, if I can do a job earlier, do more or less things—or even being honest about the skill [level] of what I can and cannot do,” he says. Communication—particularly open, honest communication—is key to success, Dittrich says, for almost any kind of business. “Being open, customer service, and [good] communication are three major parts of running a successful business, in my opinion.” Prospective franchisees interested in New Creations would benefit from having a desire to work with their hands, Dittrich suggests. “While learning the skills themselves isn’t easy, I think if someone has the attention to detail, they can do it.” And, of course, skills in customer service. You have to “be prepared to work with the customer through anything,” he says.

Learn more at LookforaFranchise.ca

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LEADERSHIP PROFILE

Lifelong Trajectory

Tony Valle has grown with the College Pro brand, starting as a young franchisee and culminating in his current role as CEO BY ROMA IHNATOWYCZ

hen he was still a young boy, Tony Valle was already showing his true colours as a budding entrepreneur. At nine, he started helping his sister with her paper delivery route. Two years later, he took it over and started running it like a small business, outsourcing some of the work to schoolmates. It was his first taste of business ownership, and he was hooked. “I figured I could do the route for a lot less work than she did,” says Valle, now the CEO of College Pro and a managing partner at Clear Summit Group, a multi-brand accelerator for franchisors. “I would persuade people to help me—either for free or I would pay them a bit, and I figured out how to get the same amount of work done in much less time!” Not long after, as a young university student, Valle took his business aspirations even further. He signed a oneyear franchise contract with College Pro, which provides painting services. It was a decision that would have a profound impact on his career, yet one that initially left his Italian immigrant parents puzzled and scratching their heads. Many Italian immigrants, after all, started their new life in Canada working in construction, with the hope that their children wouldn’t have to.

Franchise Canada May | June 2023

LEADERSHIP PROFILE

“My father said, ‘Let me get this straight. Our whole family came over and many had to do construction jobs, and we pushed you to get an education so that you can… get a construction job?’” says Valle with a laugh. At the time, College Pro was a successful franchise brand with a unique business model that lived up to its name. University students were awarded one-year contracts, giving them an opportunity to learn skills, run a business, and earn an income while still in school. There was no start-up fee; instead, the franchisor received higher royalties. For a 19-year-old keen to be his own boss, it was an enticing proposition. Certainly, it was far better than the part-time job Valle held the previous summer, making pool parts in a factory. “The first year was an incredible challenge and my results were below average at the time, but I learned, and the following three years were incredibly successful,” recalls Valle, who renewed his contract throughout his undergrad economics studies at Western University in London, Ontario. “So much so that I then became a general manager with the company to help other franchisees learn, grow, and profit. And that was the beginning of it.” Strong association The “it” Valle is referring to is a lifelong trajectory that saw him working for College Pro, or its parent company, at different points in his life, with talented peers, mentors, and coaches. “I’ve essentially grown with the company, and lived the purpose of the company, which is together, realizing potential” he says of his lengthy association with the brand. Valle wasn’t always working for the franchise, however. After working as a College Pro general manager in his mid-20s, he went on to do an MBA at Ivey Business School and then took on a marketing job at an insurance-based investment management company. He spent

just enough time with the firm to realize that he wasn’t “meant to be a marketing director for an investment management company,” he says. Valle returned to College Pro in what he calls the “second leg of his tour of duty,” this time as its vice president for Ontario. College Pro had been purchased by FirstService in 1989, and they had created The Franchise Company (now FirstService Brands). The return provided Valle with an added opportunity: not only did he get to work with trusted partners, but he was also able to buy equity in the company. Taking on increasingly senior executive roles inside the parent company, Valle felt a calling to return to College Pro and became CEO, North America, a position he went on to hold for over a decade. Under his leadership, the brand continued the summer tradition of working with students to realize their potential through business ownership and started up more than 6,000 units across North America. Valle eventually left the company, only to return to the brand two years later when an irresistible opportunity came up to buy College Pro’s window cleaning business. He jumped at the chance, partnering with Clear Summit Group to complete the acquisition. The young student who once owned a College Pro franchise now owned the College Pro brand. At this stage, the brand was focusing on window cleaning rather than painting—a calculated move. Window, gutter, siding, driveway, and deck cleaning is an annual repeat business. The same can’t be said for painting. “Window cleaning, for someone new in business, is repeat referral, and easier to learn,” says Valle. “Over four decades, I saw that window cleaning, and cleaning services, were on an uptick and painting was on a downward trend in terms of young people interested in running the business. People always need to get their windows washed.”

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LEADERSHIP PROFILE

New direction The purchase was completed in 2019, just as the COVID19 pandemic was taking hold, and the initial stretch was all about “keeping the trains running,” says Valle. Soon, however, the College Pro team got to work making a monumental change to the brand’s entrenched business model. They decided to open franchising opportunities to non-students, with longer contracts and a start-up fee. This marked a huge leap from the one-year option that had been the company’s flagship offering since it first launched in the early ‘70s, and reflected a changing demographic trend they had observed over the last 20 years. “We’ve made a number of changes to modernize the business, including digitizing the process, but a major one is that we’ve gone from offering a one-year student/ youth option to offering multi-year, non-student options, as well,” comments Valle. He says the move came from a desire to stretch the investment and development further, and have a longer-term relationship with franchisees. The needs and desires of students had changed, and it was really a desire to move away from the seasonality and add more local permanence to the brand. There’s also a lot of training and recruiting involved in the turnover of one-year contracts. Opening the franchise to a larger market demographic is also helping College Pro extend its reach across Canada, and plans are already in place to move the brand into the U.S. in 2024. The company is actively looking for franchisees with ambition, drive, desire, and a strong work ethic, who crave an unmatched culture of collaboration and success. Everything else, says Valle, College Pro can teach: “We are a learning organization and are really good at helping franchisees learn how to be professional business owners. I would venture to say, we are world-class.”

For decades, the brand has been taking young people with little to no business experience and helping them to become successful business owners, regardless of the generation—something Valle calls the company’s “secret sauce.” He points to his own example: he feels the business lessons he learned as a young College Pro franchisee, along with incredible coaching and mentorship, account for much of his own professional success over the years. And right now, he notes, early-stage franchisees and youth want that, too. “We teach leadership systems, time management systems, and more…and if I hadn’t learned these systems when I was young, I don’t know if I could have gone on to do a lot of things I’ve done in my life,” Valle says. The foundational College Pro approach continues to be relevant and forward-looking into 2023. It provided Valle with the tools and environment he needed as a teen to channel his energy into something constructive, adaptable, and bankable. The brand gave him—and so many others like him—the foundation upon which to build an incredibly successful career that could succeed in changing circumstances, culminating in his successful purchase of the brand with Clear Summit Group. So while his parents may have balked at his original decision to buy a College Pro franchise, it ultimately proved the wisest move Valle could have made, and has provided a lifetime of challenge and meaning. Certainly, he’s never looked back.

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

A DAY IN THE LIFE

Shining a Spotlight on Stagecoach

Before they hear “lights, camera, action,” Cadence Allen Crawley prepares young actors for a life on the stage BY DANIEL MCINTOSH

hey say all the world’s a stage, and that’s especially true for Stagecoach Performing Arts franchisees like Cadence Allen Crawley, who use their dramatic expertise to train the next generation of thespians in acting, singing, and dancing. Before joining Stagecoach, Allen Crawley spent much of her life immersed in the world of drama and theatre, which makes her wellversed for her position as a Stagecoach franchisee. As the owner and principal of two Stagecoach territories—with five (and soon to be six) locations throughout Toronto East and Hamilton East—she fills her time nurturing a love of performing arts in the children and teens she works with now. Stagecoach Performing Arts offers weekly classes and camp options for kids from four to 16 years old.

Allen Crawley began researching Stagecoach franchising while she was pregnant with her first son in 2011. Her acting career was on hiatus, and she was making ends meet by bartending and waiting tables, although she still felt the call of the stage. “I felt like I’d done all this training, and it was going to waste because I wasn’t working in my field,” says Allen Crawley. She found herself at an impasse, wanting to return to performing while securing a job that would provide her with flexibility and control. She found that through franchising with Stagecoach. Allen Crawley’s mother-in-law happened to be drawn to Stagecoach around the same time. A fellow actor, she was in the midst of opening a Stagecoach franchise on the west end of Toronto.

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A DAY IN THE LIFE

Shortly after her first son was born, Allen Crawley still dreamt of the possibility of owning a Stagecoach franchise. While on maternity leave, she decided to strike while the iron was hot, and instead of returning to a job that wasn’t making her happy, she opened her first Stagecoach location in Toronto East. Long, but flexible hours Allen Crawley’s days take several forms. Sometimes she’s on location during Stagecoach classes in Hamilton or in Toronto’s Scarborough, Danforth Village, and Leaside neighbourhoods, checking in with parents and students, while other times she focuses on office duties. “I try to work during the day when my kids are in school—10 a.m. to 3 p.m.”

Some evenings, she fires off more emails after her two kids are in bed, and the additional workload ramps up during show term, when script edits must be made, and casting and costume decisions must be finalized. She usually spends 12 hours in the office during her two onsite days per week. Naturally, managing locations in different cities can be challenging but it does have its benefits, namely the ability to travel. “I’ve gathered and trained a strong management team, so I no longer have to be on site at every location at all times,” says Allen Crawley. “I have multiple schools running simultaneously on Saturdays, all managed by people I trust and so I can float and be where I’m needed.” Faced with pandemic restrictions, Stagecoach moved to providing virtual lessons. Allen Crawley uses existing

Franchise Canada May | June 2023

A DAY IN THE LIFE

venues like churches and rec rooms for her classes, so paying rent on a space was out of the question. “We got really creative and luckily, I work with all creative people,” she says of the Zoom-led lessons. The feedback from parents and students added to the feeling of success. “Their parents would say, ‘this saved my kid.’ They finally had someone to talk to, they had an outlet and something to do. It kept some people sane. It kept me sane,” says Allen Crawley. After more than a decade in the business, Allen Crawley says she doesn’t need to allocate as much of her time to marketing, as a lot of interest is generated via word of mouth. Despite a looming recession, Allen Crawley says enrollment numbers have remained consistent. “I’ve got some kids getting their 10-year awards this year, too,” she notes. “So, I have these returning families. I think that solid base helps to weather the recession, as well.” Get ready to adapt and interact For prospective franchisees looking to start their own Stagecoach franchise, Allen Crawley says adaptability is key. “You’ve got a lot of things that you must keep organized and on track, but also if something comes up that sends you off on a different track, you need to be flexible.” Personability is another much-needed asset. “You have to chat with a lot of parents, you have to be patient, as well.” Allen Crawley adds the importance of maintaining a fun demeanour to keep kids comfortable. “You get so busy with the day-to-day … but it doesn’t really matter because it’s doing what I love.” As Allen Crawley entered the business without a background in management, she faced learning curves when it came to managing operational issues like handling finances and hiring staff. However, she says that in the 12 years she’s been a Stagecoach franchisee, the

company has grown to develop support mechanisms in those areas. “They’ve added more resources in every department— marketing, education, HR—and they’re always updating and providing training opportunities,” says Allen Crawley. Like with any good franchise, support and guidance is just a call away. Potential franchisees have much to look forward to in Stagecoach’s international network of franchisees that they can call on for help. “I love having a network of other principals, other people who are in the very same position as me, and we can bounce things off each other and live through the amazing performance experiences together. We all just get it.” The control over her career that she sought when she began her franchising journey with Stagecoach is still a major asset to the job, but so is doing what she loves. “I get to work with great people,” explains Allen Crawley. “I get to make my own schedule and be flexible, and I get to be in control of growing my own business, and it’s something I feel proud of.” Although Allen Crawley entered the business with years of performing experience, she says it’s not a necessity for incoming franchisees. “There are some franchisees out there now who have less theatre experience than how it once was, but if those people have a strong business sense and surround themselves with creative types who know how to put on a show, I think they’re going to be in a great place.”

Learn more at LookforaFranchise.ca

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THE FIRST YEAR

Josh Huard, right, brought his experience in heavy duty mechanics to his role as a B-Protek franchisee.

A HANDS-ON UNDERFOOT SERVICE How B-Protek franchisee Josh Huard finds a way to work with materials while learning to build a brand BY SUZANNE BOWNESS

Sometimes a truck is just a truck. Other times, seeing a logo on a truck can be the moment that spins your life in a new and exciting direction. For Josh Huard, catching a glimpse of the B-Protek logo one day was enough to make him pause and think: I should look into that. After learning more, he decided to take over the floor sealing franchise’s territory in Sarnia, Ontario.

Franchise Canada May | June 2023

THE FIRST YEAR

Today, Huard is building his business serving both commercial and residential clients. B-Protek offers specialized coatings for concrete floors, like garages, gyms, and basements, and commercial spaces such as warehouses, restaurants, and even institutions like schools or penitentiaries. They don’t pour concrete, but apply industrial epoxy floor coatings on the surface that are waterproof, chemical- and stain-resistant, and durable. Technicians repair any damage to the floor and then diamond grind the surface prior to the application of multiple coats of self-levelling epoxy. Coating choices for commercial and residential living spaces range from clear, solid colour, metallic colour, and multi-coloured flake systems. By the time he discovered B-Protek, Huard already knew he liked technical challenges. In fact, he was in school as an apprentice in heavy duty mechanics. So, opportunities like these were already on his radar. He was also familiar with the consistency and teamwork of franchising, as a long-time McDonald’s employee. “I understood how that worked; we were taught that every sandwich you make is the same way, every French fry. That expectation of making it the same wherever you get it, I connected with,” says Huard. Not only did that sense of consistency and teamwork appeal to him, but understanding the skilled trades and the craftsmanship required in the process did, too. “If you can work with your hands and understand how the equipment works, how electricity works, understand why it’s important that concrete has to be a certain humidity,

“THERE’S A LOT OF OPPORTUNITY TO TAKE [THE BRAND] TO THE NEXT LEVEL.” all that has to be right,” notes Huard regarding the technical aspects of the job. For those reasons, he says his trades background was helpful to have when joining the franchise. “The team can make you into a salesperson, but I don’t think it goes the other way.” Strong support system Huard also appreciated the training he received from the franchise to augment his practical knowledge and build his business skills with sales, marketing, and production advice. Training happens in several formats, from head office in Montreal to experiential on-the-job training, then with a group of franchisees, for a total of about five to six weeks.

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THE FIRST YEAR

Besides the formal training, Huard says he appreciated the informal offers of assistance from fellow franchisees. “The openness of the other franchisees offering to kindly come along on the job, that was always open,” he says, noting that he’s already paying it back. “I offer for everybody else to come; I’m actually having one guy who just bought a franchise come along with me. We’re a very tight group.” He adds that he also appreciates the franchisor’s support—always being a phone call away—and the way the brand is promoted using alternative channels and methods. “Facebook ads, Instagram, YouTube, they’re doing stuff I didn’t even know was available,” he says. As for the day-to-day work of the franchise, Huard says that his days still vary. Some days he’s in an office, working on the business side, while other days see him driving across his rather large territory, getting into the manual work. He notes that it’s a physical job. “You have to work on your hands and knees. You’re going to get scraped, you’re going to work in 40-degree weather for 12 hours, whether you like it or not,” says Huard. There’s also the technical challenge of figuring out the best ways to handle each kind of space, which Huard admits is one of the biggest hurdles when getting started, but which diminishes as you add experience with each job. Huard is also proud to be part of the team building brand recognition for a franchise that serves a product he believes in, both for the unique makeup of their sealant, and the ability to be competitive, cost-wise. “There’s

a lot of opportunity to take it to the next level. I look at it as we’re more of a brand, selling our brand’s product,” he says. While he’s done both residential and commercial jobs, the latter is growing fast with warehouses and agriculture facilities. Huard enjoys that he’s building his own reputation for quality. “I always tell my customers I treat it like a classic car. I’m not here to fix a Chevette; I’m here to fix the Chevelle.” He’s also building his team, which currently includes his brother-in-law, his retired father, and his wife. With the support of both the franchisor and family, Huard has ambitions to grow his business—looking to double production in the next few months, get even more commercial work, and hire a full-time employee to expand his service and even out his work-life balance. In terms of advice for others, Huard encourages franchisees to ask even more questions than he did when getting started. “I thought I asked enough questions, and I didn’t. The support is there, but I’m one who thought I could do it myself. Now I would say the franchise’s support is vital and endless, so use it.”

Learn more at LookforaFranchise.ca

Franchise Canada May | June 2023

COMING TO CANADA

Jenna Caira, head of franchise recruitment for Laser Clinics Canada

Laser Clinics Lands in Canada The Aussie beauty brand is finding a natural fit in Canada’s franchise landscape BY JORDAN WHITEHOUSE

f there were any doubts about Laser Clinics’ plan to quickly establish a serious footprint in Canada, they’ve definitely been put to rest. The Australia-founded cosmetic clinic opened its first Canadian location in Richmond Hill, Ontario in February 2022. Just over a year later, the franchise has added four more locations in Ontario—three others in the Greater Toronto Area and one in Ottawa. Now the brand plans to expand across the country, and the company is on the lookout for franchise co-owners with a passion for the beauty industry and a flair for business. It’s been a whirlwind arrival, but this rapid flag-planting shouldn’t be surprising. Laser Clinics is the world’s largest cosmetic clinic, with 140 locations in Australia, 49 in the United Kingdom, 22 in New Zealand, and two in Singapore. When taken together, the company has more than 1,600 staff performing over 2.5 million treatments every year. That’s more laser hair removals, skin treatments, and cosmetic injectables performed than any other advanced beauty clinic on the planet.

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COMING TO CANADA The Laser Clinics Canada team celebrates the opening of its newest location at Scarborough Town Centre on February 6, 2023.

Yet as successful as Laser Clinics has been in delivering its business worldwide, the company knows that beauty isn’t one size fits all, according to Jenna Caira, head of franchise recruitment for Laser Clinics Canada. “Our mission is to offer greater access to more affordable medical-grade, top-quality aesthetics treatments that are tailored to the individual’s needs and desired results.” Caira adds that most Canadian consumers haven’t been exposed to the types of advanced and cost-effective treatments that Laser Clinics offers, especially within the convenience of shopping centre locations where its clinics are typically found. In Canada, each of its first five locations are in malls, and as the brand continues to expand across the country, Caira says it will continue to focus on these types of sites. As for why Laser Clinics chose Canada as a franchising destination, Caira says one big reason was the market similarities between Canada and Australia. “Our research also showed that the Canadian market was looking for the services and treatments we offer at affordable prices. We felt there was a need and opportunity for growth, making the Canadian market entry very attractive.”

A history of growth Laser Clinics got its start back in 2008 with a first clinic in Drummoyne, a suburb of Sydney, Australia. Co-founders Alistair Champion and Babak Moini saw that laser technology had been advancing rapidly and they thought that the thirst for accessible and affordable advanced beauty services and treatments would be huge. They were right. By 2016, their company had 60 clinics across Australia, had performed over two million treatments, and had won multiple awards for being one of the country’s fastestgrowing franchises. In 2017, Laser Clinics was sold to KKR, a New Yorkbased private equity firm, and continued its growth. By the time the franchise set up shop in Canada at the end of 2021, it had over 180 clinics globally and had performed over 3.5 million treatments that year alone. The first Canadian location was at Hillcrest Mall in Richmond Hill, soon followed by others at Square One Shopping Centre in Mississauga (the 200th location to open globally), Sherway Gardens in Etobioke, the Scarborough Town Centre in Scarborough, and the Rideau Centre in Ottawa. A flagship store is opening in Toronto’s Union Station this spring, perhaps by the time you read this.

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COMING TO CANADA

“Our global team is very pleased with how our Canadian consumers are responding.”

One reason the concept has been so attractive to franchisees worldwide is Laser Clinics’ unique 50/50 business model, says Caira. This means that the franchisor and the franchisee equally share in the investment, expenses, and profits of the business. Franchisees also draw a salary from their first month in operation. Caira says Laser Clinics does this because they understand that both the franchise and franchisee have to be mutually committed to the preparation and ongoing performance of the clinic. Another reason franchisees are attracted to the concept is the reputation of Laser Clinics’ experienced and certified medical aestheticians, nurses, and doctors, says Caira. Behind those professionals is the company’s medical advisory committee, which includes leading dermatologists and a global medical director. Together, the committee advises on the latest treatment techniques and application, ensuring that safety remains a top priority and that high training standards are consistently met. Dr. Waqqas Jalil is Laser Clinics Canada’s medical director. “He plays an important role in keeping safety and innovation at the forefront of medical aesthetics treatments by working closely with the global medical director and the medical advisory committee,” says Caira. Finding the right franchisee So far, things are looking good for Laser Clinics Canada, and the brand expects to have its sixth location operating in Canada very soon. Caira says that as with any new market entry, the company has had to be adaptable, but Laser Clinics’ transferrable business model is one of its many strong assets. “As a result, we have been able to stay true to the original business model and concept, and our global team is very pleased with how our Canadian consumers are responding.” Of course, a big part of that success is due to the franchisees they’ve selected, says Caira. The company is all about maintaining long-term relationships with

franchisees, so it looks for co-owners who are passionate about the beauty industry. While it’s a bonus if franchisees are certified in administering cosmetic injectables, they don’t need to have a medical aesthetics background. Instead, Laser Clinics looks for people with strong business management skills, a history of building and leading teams, and an excitement for running and operating a business in this growing industry. Once Laser Clinics finds the right franchisee, the company puts them through a comprehensive training program so they have all the necessary tools to understand the company’s systems. But like Laser Clinics treatment plans, it’s not one size fits all. “We tailor the training plans to target individual areas of development and surround our co-owners with the proper support to help them succeed,” says Caira. “Our goal is to have our co-owners feel comfortable and confident after training. That means we also have a corporate support team in place as an ongoing resource to coach and guide franchise owners.” Another company goal is to continue growing, says Caira. “While we’ve done a great job at establishing ourselves in Ontario, we are excited to continue our longterm expansion plan nationally.” Finding the right franchisees will always be key to that plan, adds Caira. Her advice for any aspiring franchisee: make sure that the business you’re investing in is aligned with your values and passions. “Franchise co-owners who are most successful with Laser Clinics are committed to being involved in the day-to-day operations of the business and truly enjoy leading a team of dedicated employees.”

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SHOW ME THE MONEY

4 FRANCHISES FOR $150K-$250K Franchising is about diversity, and opportunities can be found in nearly every industry and business sector. It’s a great way for Canadians from all walks of life to go into business for themselves but with the support of a franchise system behind them. One of the most important considerations for a prospective franchisee is investment level, including figuring out a budget that fits with your financial situation and goals. Here, Franchise Canada showcases franchise systems in which you can invest for $150K-$250K. Bluekey Education

Keeping the Books Canada

Bluekey Education is the first higher education tutoring franchise company that specializes in helping postsecondary students of all ages excel academically. It offers private tutoring, Online Merge Offline (OMO) learning, exam prep, and more! Its services and resources have allowed thousands of college and university students all across Canada to achieve higher grades, gain confidence, and graduate. As the number one higher education tutoring franchise in Canada, Bluekey Education has seen many students achieve success and reach their goals with the brand’s support.

Keeping the Books Canada provides bookkeeping, payroll, and tax services. It specializes in small business and start-up entrepreneurs. The brand’s cloud-based technology, combined with its one-stop shop services, makes Keeping the Books Canada the leading choice for your business accounting needs.

Learn more at LookforaFranchise.ca

NOVUS Glass Learn more at LookforaFranchise.ca

Grounds Guys® For all the corporate world has provided throughout your career, it can’t promise you the bright future you deserve—a future filled with freedom, flexibility, and infinite possibility. Just like it has for 200+ franchise owners before you, Ground Guys represents a business ownership opportunity in a familiar, stable industry while allowing you and your family to experience the lifestyle you’ve always desired.

Learn more at LookforaFranchise.ca

NOVUS Glass is part of Canada’s largest automotive aftermarket services network, with more than 75 points of service nationwide. As a longstanding trusted brand, NOVUS customers have come to rely on the experts for their windshield repair and replacement needs. With its Repair First, Replace When Necessary® commitment, NOVUS Glass can repair more windshields with greater optical clarity and structural integrity than any other system in the industry and guarantees repairs for the life of the windshield. With more than 1,300 points of service worldwide, NOVUS continues to lead the industry in glass repair and replacement. *Note: Information may have changed since the time of submission.

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Franchise Canada May | June 2023

FRANCHISE FUN

THE PHILOSOPHY OF FRANCHISING How Driverseat president Luke Bazely’s quest for growth is helping to fuel the brand’s success

t’s ironic that a man who runs a driving franchise has as much drive leftover to commit to brainstorming solutions for the world’s lack of diplomacy, but Luke Bazely finds a way. Driverseat provides group charter transportation for businesses, government agencies, and even consumers, with shuttle services for weddings, tours, airports, and other events. The brand recently won the Canadian Franchise Association (CFA) Gold Award of Excellence in the non-traditional category at the CFA’s 2023 National Convention and has received the Franchisees’ Choice Designation for the past seven years in a row. When he’s not running the chartering franchise, president and CEO Luke Bazely puts his ambition toward pursuing life’s great joys, whether that means exploring his passion for public speaking, sharing a meal with the people he loves, or simply practicing mindfulness and staying present in the moment. Here, Bazely shares insight into the building blocks of success, the Canadian franchise community, and the importance of operating with optimism.

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

FRANCHISE FUN The most interesting thing I’ve done recently is… Launch a public speaking adventure focused on leadership, entrepreneurship, and franchising. My focus areas are conferences, seminars, and podcasts. In its best form, work is… Meaningful effort that has a positive impact. I like my work to leave things better than they were found. A good franchisee… Commits wholeheartedly to their craft and operates with optimism and vulnerability. They have incredible discipline in following the recipe, and they understand that providing a memorable experience is the key to success. A good franchisor… Meets franchisees where they are and adapts their coaching appropriately. They understand that starting and running a successful business is difficult, comes with unique challenges and stress, and that the franchisee has often invested their savings into the brand. My top advice for prospective franchisees is… Invest in a business that you can afford, that you can embrace, and that you can be passionate about. Follow the recipe with discipline and precision, understanding that you have an obligation to the brand and your fellow franchise partners to be successful. My top advice for new franchisors is… Fully understand the relationship between franchisor and franchisee. We have an obligation to provide a proven recipe, effective systems, and coaching. We also manage relationships, expectations, and the range of emotions that come with being a small business owner in a franchise system. The most important thing in life is… The pursuit of joy. It comes in many forms and means something different for everyone, but completely captures the essence of life. You may not always experience joy but should always be in its pursuit.

One of the most enjoyable things to do is… Share a meal with people you love. Growing up in a large family, meals were a time to share, invite people into our home, and reconnect. I now love to share a meal with people I care about. The hardest thing for me to do is… Stay present. I’m guilty of living inside of my head and my thoughts too much, sometimes missing the important moments that are happening in real time. My favourite drink is… Beer. I love a great lager or pilsner, but don’t quite understand the love of IPAs. If I could change one thing… I would restore or introduce diplomacy back into the world. Combined with a true appreciation for diversity and inclusion, diplomacy would allow us to cohabitate, appreciate each culture, and get better aligned to fixing the global issues that are plaguing us. If I could meet anyone… I would meet the CEO of Ford and force him to build more vans to support our growth. The person who has had the most positive influence on me as a businessperson is… Stephen Covey. He was one of the first thought leaders I engaged with early in my career, and I was a facilitator of the 7 Habits of Highly Effective People program in my 20s. Covey’s work shows up in the work of so many other influential people today. Canadian franchising is… A vibrant community of wonderful people who are willing to share and lift each other up. Franchisors, franchisees, vendors, suppliers, lawyers, and the Canadian Franchise Association come together around a common business model with the philosophy that the rising tide lifts all ships.

business model, that we wanted to be franchisors because of the incredible opportunities for scale and growth. The most positive influence on my life as a person is… My mother. She was bold enough to give birth to 10 children and adopt two more in the process. She opened up our home and dinner table to anyone who needed it, baked all of our bread each week, made a lot of our clothes and bedding, and still found time to volunteer in the community. At 93 years old, she still loves to party and drink white wine, and she travels out of the country at least once a year. The key to success is… First to understand what the goal or milestone being pursued is. To say a person or business “is successful” lends credibility to the Instagram culture of things always being perfect, which of course is not reality. I’d like my friends to describe me as… An authentic and loyal person who creates an environment of safety, clarity, transparency, and vulnerability where people can truly be themselves without judgement. The accomplishment I look forward to the most is… Having 100 franchise partners in my system who are massively profitable and living great lives. This is the point when we have achieved something that not a lot of franchise systems achieve in North America, and aligns with one of our core focuses. My personal motto is… Be the hardest-working person in the room. One necessary item on my life’s “to do” list is… Go skydiving. Learn more at LookforaFranchise.ca

My franchise system began because… My partner and I wanted to launch a new venture together. We decided first, before even landing on a Franchise Canada May | June 2023

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ASK AN ANALYTICS EXPERT How has mall foot traffic shifted post-pandemic, and what does it mean for the long-term success of my franchise location? AFTER TWO YEARS OF STEADY DECLINES in mall foot traffic, 2022 saw a resurgence, with 3.1 billion visits throughout the year. Despite foot traffic being up 35 per cent from 2021, we are still down 28 per cent from prepandemic 2019 levels. Even with the decreased foot traffic, we’re witnessing above-average retail sales increases of 12 per cent (adjusted for inflation) since 2019. This is leading to much more purposeful shopping trips from customers, with increased spend per visit and higher basket counts. However, while some mall types have bounced back quite well, others are still far behind pre-pandemic levels. Mixed-use and downtown malls, despite having solid yearover-year increases, are still 50 per cent down from prepandemic levels. The worry for many downtown retailers and quick service restaurants (QSRs) is that with the changing geography of the workplace and hybrid work schedules, this may curtail further traffic level improvement at downtown properties. Super-regional malls, on the other hand, grew the most out of any mall type, with an increased visitation of 55 per cent on the year, and are now only 14 per cent behind 2019 metrics. In fact, November and December of 2022 saw the highest foot traffic numbers in nearly three years, surpassing 2019. When we look at mall format—indoor vs. outdoor, or downtown vs. suburban, we see a very clear pattern of dominance that follows pandemic regulations. Outdoor malls did better at the height of the pandemic, while indoor ones fared better once retail restrictions were dropped in the summer of 2021. However, indoor downtown malls did not recover as strongly as their indoor suburban counterparts due to unique conditions experienced downtown. As we compare foot traffic metrics with the return to work, the trends are pretty telling. Worker trends across Canada’s biggest cities and downtown cores are recovering, albeit very slowly. While the majority of Canada’s downtowns are currently operating on 50 to 65 per cent capacity, the suburbs have fared much better. Suburb worker capacity ranges by region, but many are on par or slightly below what was seen pre-pandemic. This has implications, especially for the largest downtown malls that benefitted greatly from the prior influx of workers who lived both downtown and farther afield, who may now be working from home on a hybrid or remote schedule. Downtown malls would have lost a complement of transient, impulse shoppers who in the past happened to be visiting as part of their normal routine. If we look at trends in daypart visitation, we start

to see a proportional shift in traffic from weekdays to weekends. While there is less overall traffic at downtown malls, a higher proportion of that traffic is now weekendinstead of weekday-focused. The same trend is seen in the large suburban malls but is not as pronounced. While daypart visitation plays a huge role in operationalizing your retail or QSR location, a better understanding of the type of mall visitors can position your business for success moving forward. The nuances between a suburban visitor and urban visitor can contrast greatly, as can their spending patterns when it comes to restaurants or clothing, as an example. While the recovery and challenge to bring downtown workers back into the office remain, there are some recent signs of optimism, with a number of major banks calling on their employees to increase their in-office presence in order to increase productivity. This will undoubtedly help the mixed-use centres and downtown malls in their bid to increase their foot traffic and return to pre-pandemic visitation levels.

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Michael Scida Director, Retail Business Development Environics Analytics Michael.Scida@environicsanalytics.com

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ASK A COACHING EXPERT

As a new franchise owner, how do I find balance in my new normal? ONE OF THE BIGGEST OPPORTUNITIES in franchising is the ability to be your own boss. Choosing the franchising route of entrepreneurship means making an informed and courageous decision, and the newfound independence is of course part of the dream. However, it can be very challenging to adapt your mind and habits as you create a structure that’s going to work for you, your business, and your personal life. Once the initial relief of liberty eases, you may find yourself in a similar situation as many other new franchisees who are trying to find a balance in their new normal. You may be struggling with self-direction and selfmanagement in how you organize personal and professional demands, priorities, and activities. After all, this new life chapter allows you to suit your unique needs and circumstances, something you may not have had autonomy over before. These key tips will help new franchisees get organized and create a structure that will help them succeed. The Three Rs and Three Bs The three Rs: rules, rituals, and routines, are foundational and a prerequisite to attain three Bs: boundaries, bounce back, and bandwidth. All Rs and Bs are necessary guidelines to manage your energy, attention, motivation, and brain power. When you become your own boss, these abilities will be tested. By setting up your three Rs, you can protect your three Bs. • Rules: These self-imposed creations can help you with decision-making, prioritizing, and navigating challenging situations. It’s how you decide what you’re willing to compromise on, and where you want to be steadfast. A good example could be a creed you develop that defines the way you want to set up and show up in your business relationships, and your expectation for others to do the same. By considering your rules for preferred conduct up front, you save time, along with heart and mind space, when identifying whether clients, suppliers, or partners are a good fit. •B oundaries: These emerge naturally from the rules you’ve set. They’re critical for effective time management, while keeping distractions and stressors at bay. The better you are at identifying and maintaining boundaries with quiet, calm assertion, the more efficient, productive, and peaceful your work/life can be. •R ituals: These are the practices you undertake to develop greater physical, emotional, and mental strength. Rituals are therefore very personal to each individual and based on your current needs. All three strengths work in a cybernetic loop also known as the mind-body connection. As you strengthen one, the

others develop too. An example of a great ritual that feeds the cybernetic loop is exercise. By strengthening your body, you also strengthen your mental agility, endurance, and willpower. •B ounce back: This is your level of resiliency in challenging and adverse situations. By practicing your rituals as you strengthen yourself mentally, emotionally, and physically, you can deal with and recover from adversity better. The quicker you recover, the greater your level of bounce back, which means the challenges feel more like blips than major bumps in the road. You’ll become the master of emotion regulation, stress management, and productivity. •R outines: The human brain loves nothing more than predicting and preparing for what’s next, so routines are ideal to maximize your output. This includes setting up an organized schedule of priorities with brain basics in mind. A good example of this is blocking time for challenging, strategic work and setting meetings in the mornings when your brain is fresh, your willpower is high, and you’re in top form. •B andwidth: Bandwidth is the energy and mental capacity required to deal with a situation rationally and with best outcomes. The positive impact that routines have on bandwidth is profound. Low bandwidth can lead to irritation and overreaction, which can worsen tense situations. When you have plenty of bandwidth, you approach things with calm consideration to find resolutions for best outcomes. Through predictable routines, you’re expanding your mind space, and with it comes added bandwidth. As a new franchisee, it’s imperative to find balance in your new normal, and you can start by defining the three Rs: setting the rules you want to operate by; identifying and implementing the right rituals for you to build physical, emotional, and mental strength; and setting up the routines for optimal brain power and output. With these frameworks in place, you’ll develop healthy habits to protect your boundaries and eliminate distractions, bolster your ability to bounce back from adversity, and develop the bandwidth to manage any situation with ease. Conny Millard Co-Founder and Master Coach POWERPODS® conny@powerpods.coach

Franchise Canada May | June 2023

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ASK A LEGAL EXPERT What are the five Ws of financial statements? THE FRANCHISOR’S FINANCIAL STATEMENT is a required component of the franchise disclosure document (FDD), in such provinces with disclosure legislation. The first step in a franchisee’s review is to determine whether the financial statement provided meets the minimum statutory requirements by asking the five Ws. Who? The financial statement must be that of the franchisor company. The franchisor company is the entity that will enter into the franchise agreement with the prospective franchisee and should be identified in the FDD. A financial statement of the parent company, an affiliate, a subsidiary, the owner of a corporate store, or the trademark owner is non-compliant. Keep in mind that certain large franchisors may be exempt from disclosing their financial statement if the prescribed criteria are met. What? The financial statement must meet the prescribed review standards, which differ slightly across the varying provincial legislation. Generally speaking, the financial statement must be prepared in accordance with audit or the review engagement standards, as set out in the CPA Canada Handbook – Accounting or an equivalent standard. Moreover, the financial statements must contain all the information necessary for disclosure. A recent Ontario case confirmed that failure to disclose the notes to the financial statement rendered the financial statement incomplete and thus, this omission was a material deficiency of the FDD. There is one exception to the application of the prescribed standard available to newly established franchisors. Franchisors that have been in operation for less than one fiscal year may disclose a balance sheet that is not subject to such review standards (unless the franchise is to be located in British Columbia). When? The financial statement must address the most recently completed fiscal year, provided the financial statement of the penultimate fiscal year may be used until the earlier of: • the date the most recent financial statement is available and • 180 days from the franchisor’s fiscal year end.

of the immediately following year. If the franchisor discloses the financial statement of the previous fiscal year as of June 29th, then the financial statement and thus the FDD is non-compliant. Where? The financial statement must be disclosed as part of the FDD, “as one document at one time.” There is one exception to this: if the most recent financial statements are made available between the time an FDD is delivered and any agreement or compensation is paid, then the franchisor may deliver such updated financial statement by way of a statement of material change. For example, if the franchisor emails a standalone copy of the financial statement before or after the FDD is delivered, then this delivery is non-compliant. Why? Financial statements are a formal record of the financial activities of a corporation which informs the operations and financial health of a franchisor. Prior to investing in a franchise, a franchisee should confirm they have received a legally compliant FDD and carefully review the financial statement of the franchisor. Why does it matter if the financial statements meet the regulatory requirements? The Ontario Court of Appeal recently described the gravity of failing to provide a statutorily compliant financial statement, stating: The failure to comply with the requirement to include the prescribed financial statements in a disclosure document has been characterized by the courts as “fundamentally important,” a “foundational part of disclosure,” “by itself constitutes a material deficiency” and therefore rising to the level of non-delivery of a meaningful disclosure statement. This conclusion flows from the prime importance to all franchisees of knowing the complete financial picture of the franchisor’s business in making an informed … investment decision.

For example, if the franchisor’s fiscal year end is December 31st, then the financial statements for the previous fiscal year can be used, at the latest, until June 28th

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(continued on page 95) Cassandra Da Re Partner Dale & Lessmann LLP cdare@dalelessmann.com

GO “ALL IN” ON FRANCHISING IN 2023 LEGAL SYMPOSIUM

May 7-9 | Washington, DC

IBA/IFA JOINT CONFERENCE May 9-10 | Washington, DC

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FRANCHISE CUSTOMER EXPERIENCE CONFERENCE June 20-22 | Atlanta, GA

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September 11-13 | Washington, DC

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EMERGING FRANCHISOR CONFERENCE

November 1-3 | New Orleans, LA

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FRANCHISE TUTORIAL

TUTORIAL 23: THE FUNDAMENTALS OF FRANCHISING

INTRODUCTION TO DISPUTE RESOLUTION DESPITE BEST EFFORTS, there may come a time during a franchise partnership where a franchisee and franchisor disagree. This is a reality in any relationship. Maybe you disagree with how national advertising dollars are being spent, or think new menu items being introduced will not sell well in your market. Many franchisors have a franchisee advisory council where issues can be dealt with as a group. Another approach is to simply talk to the franchisor. Many issues can be resolved by open communication between the parties with mutual respect for each other’s viewpoint. Set up a face-to-face meeting and present your case, but at the same time keep an open mind and listen. You may not have heard the research and logic behind the decision. Similarly, the franchisor may not have fully taken into account the franchisees’ firsthand experience. If agreement still cannot be reached, there are options. The Canadian Franchise Association (CFA) has an Ombudsman program, a free program available to all franchisees and franchisors in Canada. The Ombudsman will listen to one or both sides and try to facilitate communication. All discussions are completely confidential and done informally by phone. Contact the CFA Ombudsman at 866-443-8255. A franchise agreement will typically address dispute resolution. The agreement may make reference to both parties being required to go to mediation to resolve differences. Mediation is an effective way to resolve disputes that’s quicker and often less costly than going to court. The costs of mediation are shared by both the franchisee and franchisor and will vary depending upon the complexity of the disagreement. The process is formal and involves both parties meeting face to face with a neutral third party facilitating discussions to reach an acceptable agreement. Mediation is voluntary and nonbinding. It’s important to find a neutral mediator that both the franchisee and franchisor agree upon. If an agreement can’t be reached through mediation, then arbitration becomes the next step to resolving the differences. Whereas mediation is non-binding, arbitration is binding and may result in a decision that’s not acceptable to one party. It’s a quicker and more efficient process than going through the courts and often less costly. By going to arbitration, the parties agree to give up their rights to pursue the dispute in court.

The arbitration must be agreed to by both parties. The arbitrator is ideally someone who understands law and franchising, often a lawyer or judge. The franchisee and franchisor typically must agree on an arbitrator. If an agreement can’t be reached, then often the franchisee and franchisor will each pick an arbitrator and the two arbitrators then pick a third. The arbitration process is then conducted before a panel of three arbitrators. This will result in the costs, shared equally by the franchisee and franchisor, being as much as three times more as that of a single arbitrator. The arbitrator(s) listen to both sides and review all evidence. This may take several days or several weeks. Once all material is reviewed, the arbitrator(s) deliberate before making a final decision. The entire process may take several months. The last method of dispute resolution is going to court. In some cases, this may be the only way to find a solution, although it’s the most costly and can take years to resolve. This method is one that both franchisees and franchisors should look to as a last resort. Disputes are often a part of any long-term relationship. Good franchisors are sensitive to individual circumstances but make decisions for the system as a whole. Communication and discussions often resolve many issues. If not, it’s prudent to understand the resolution alternatives.

Watch the Franchise Tutorials video on Dispute Resolution

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

FRANCHISE TUTORIAL

TUTORIAL 24: THE FUNDAMENTALS OF FRANCHISING

INTRODUCTION TO TERMINATION, TRANSFERS, AND ASSIGNMENTS AT SOME POINT DURING THE FRANCHISE relationship, there may come a time where a decision is made to bring the franchise partnership to an end. The franchise licence term may simply come to an end and you may decide not to renew, or there could be other reasons why the franchise agreement could end. All franchise agreements make reference to defaults. This is where you’re in breach of the franchise agreement. The franchise agreement has obligations that you must meet, and failing to meet these obligations will cause financial loss to the franchisor or cause damage to the franchise brand. Some defaults can be corrected or “cured.” Examples would be non-payment of royalties or fees, noncompliance with standards, or failing to submit reports and financial statements. In these cases, the franchisor will give you a reasonable amount of time to cure these defaults, usually 14 days. If you need more time due to unusual circumstances, let the franchisor know and they will often grant extensions. If you still fail to cure the default, then the franchisor has the right to terminate the agreement. Through your actions, you will decide whether or not the agreement comes to an end. There will be some instances where the franchisor has the right to terminate the franchise agreement without notice due to your actions. It may be that you have charged a security interest or sold the business without the franchisor’s permission, intentionally provided false or misrepresented financial statements, or you have given away confidential information. It may be that your company has gone bankrupt, into receivership, or simply been abandoned. These circumstances all reflect a failing business. It’s important to remember that a good franchise system will usually minimize your risk, but doesn’t make you immune. The nature of business is that there will always be a chance that the business will fail for a variety of reasons. Ideally, you and the franchisor have been communicating and dealing with the shortfalls of the business long before it gets to this stage. Know that, in the event that the business is failing, you have choices. One is to sell the business and transfer or assign the franchise licence agreement to a new franchisee. This is a far better choice than letting the business fail, as it allows you to recoup some, if not all, of your investment. You may also choose to transfer

the franchise agreement because the business is doing well and you wish to recoup a return on your investment. You may want to retire, there may be a partnership breakup, or you’ve simply decided you want to do something else. Understand that a franchise isn’t a life sentence. Although the term of the franchise agreement may say 10 years, you may choose to sell your business and get out sooner. When selling your business and assigning the franchise licence, be sure to check with the franchisor to see if they have a resale program. They may be working with qualified buyers who have an interest in your location. A transfer involves several requirements. The franchisor will want to approve any advertising that you do for the business sale. The franchisor must approve the new franchisee, all royalties and fees must be paid, and the franchise must be in good standing. There will typically be a transfer fee to pay to the franchisor, often a percentage of the current franchise agreement and, in some cases, a percentage of the total business sale price. The transfer fee will typically be used to cover the franchisor’s administration and training costs to facilitate the transfer to the new franchisee. Note, in many franchise agreements, there will be a clause where the franchisor has the right of first refusal and may choose to match the purchase price and buy the business themselves. There are several unique circumstances where a change in ownership takes place. In some cases, you may decide to assign shares to potential investors or even key employees. The franchisor will typically want to approve the new shareholders if it’s a substantial share transfer and will definitely need to approve the assignment of shares if it changes controlling interest in the company. There may be circumstances where you transfer shares to family members. Often franchisors will allow this to take place without a transfer fee. There may be the harsh reality of death or permanent disability. The franchise agreement will often contemplate these situations with terms allowing the estate a reasonable amount of time to transfer the franchise to a new franchisee and recoup the investment. During this time, the business must continue to operate and the franchisor will often step in and manage or arrange the management of the business for a fee. When the franchise is terminated, you’ll be required to immediately cease doing business under the brand.

Franchise Canada May | June 2023

FRANCHISE TUTORIAL You’ll be required to return the confidential operation manuals and pay all outstanding fees and payments to the franchisor. In some cases, this may include future royalties that the franchisor would have earned if the franchised location had continued. Typically, you won’t be able to operate a competing business within a defined geographical area for a specified period of time. Franchise relationships will come to an end for a variety of reasons. In many cases, it’s you and your actions that’ll dictate if it will happen and how. In other circumstances, it’ll be events outside of your control. When it’s time to bring the franchise relationship to an end, review your franchise agreement to have a full

understanding of what the terms and conditions are for your agreement in these various scenarios. This will allow you to maximize your return on investment, or alternatively, minimize your loss.

Watch the Franchise Tutorials video on Termination, Transfers, and Assignments

STUDY QUESTIONS TUTORIAL 23

TUTORIAL 24

1. The first method of dispute resolution a franchisee or franchisor should explore is: a) Mediation b) An open discussion c) Legal proceedings

1. A default is: a) W hen a franchisee is in breach of a franchise agreement b) Something that all franchise agreements make reference to c) Both a) and b)

4. Going to court is the fastest and cheapest way to resolve franchisee-franchisor disputes. a) True b) False

3. If your franchise agreement is terminated, you can open a competing business next door right away. True or False? a) True b) False 4. Franchise relationships can come to an end for a variety of reasons. True or False? a) True b) False

Answer Key:

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

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

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

3. Mediation is a non-binding process, while the results of arbitration are binding. True or False? a) True b) False

2. When selling your business and transferring the licence to a new franchisee: a) Y ou should advertise and conduct the sale without notifying the franchisor b) You must allow the franchisor to approve the new franchisee c) You will never pay a transfer fee

Answer Key:

2. The costs involved in mediation, arbitration, or a court case are paid for by: a) The franchisee b) The franchisor c) Splitting the cost equally between the franchisee and franchisor

MARKETPLACE

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FRANCHISE WITH AN ESSENTIAL BUSINESS • A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency • No initial franchising fee for new bakeries • Flexible financing options Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011–2023 Recipient CFA Franchisees’ Choice Designation Contact the COBS Bread Franchising Team E franchise@cobsbread.com P 1 866 838 COBS (2627) W www.cobsbread.com/franchising

Become an eSupply Franchisee

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

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

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

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

Famoso Italian Pizzeria + Bar Famoso is a premium casual full service Italian Pizzeria + Bar passionate about authentic Italian pizza making techniques, with many family sourced recipes. Famoso serves traditional Neapolitan pizza as well as Italian dishes, including tapas, pastas, sandwiches & entrees. All restaurants offer dine-in, take-out and delivery. A typical restaurant is 2,200–2,500 sq ft with a rustic modern décor. Famoso Pronto, is an owner-operated fast, casual restaurant with Famoso’s same authentic Italian menu. This streamlined, compact size version offers a lower investment, in combination with quick table turns for an efficient business model that maximizes profit. Franchise units in Canada: 31 Franchise fee: $45K Investment required: $350K (full size), $200K (Fast Casual Pronto style) Available territories: All of Canada, US In business since: 2007 Franchising since: 2009 CFA member since: 2012 Phone: 1-888-597-7272 Email: partner@famoso.ca (Western Canada) / jkang@famoso.ca (ON & Eastern Canada & International) www.famoso.ca

Franchise Canada May | June 2023

MARKETPLACE

Getting Noticed for Our Name…and More! 100% Canadian Fat Bastard Burrito is growing rapidly, with 30 stores opening in the next 12 months. Excellent opportunities are available in Ontario, Atlantic Canada, Alberta, and BC. Fat Bastard’s menu boasts many fresh ingredients, including 8 proteins, 12 toppings, 8 sauces, and up to 3 tortilla options for endless customization! We offer a low entry point and a smaller, more affordable store footprint. If you’re looking for a turnkey investment with a dedicated support team, contact us. Franchise units in Canada: 80 In business since: 2009 Franchising since: 2012 Franchise fee: $25K Start-up capital required: $150K+ Investment required: $375K-$450K Training: Yes Available territories: All of Canada CFA member since: 2013 fatbastardburrito.ca/franchising

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. 65 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.

Laser Clinics Canada (LCC) believes beauty is tailored to you. We are passionate about delivering best-in-class treatments and services using medical-grade, industry-leading technology at affordable prices. Laser Clinics has a unique 50/50 business model where the business and its franchise co-owners share equally in the investment, expenses and the business performance outcomes of their respected clinic entity. Each new clinic comes fully furnished, and is accompanied by industry leading equipment, retail and professional stock, including IT set-up – a true turnkey franchise! Corporate Units in Canada: 5 Investment Required: $354,275-$515,025 Available Territories: All of Canada In Business Since: 2022 CFA Member Since: 2022 www.laserclinics.ca

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

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MARKETPLACE

Mamma’s Pizza For 65 years Mamma’s Pizza™ is Toronto’s favorite pizza. Founded by Lidia Danesi in 1957. Her pizzas became so popular that they called her “Mamma, Queen of the Pizza’s” and that is how the brand was created. Ever since the brand has been passed on to the second and third generation and is now professionally managed with franchise locations across the GTA and spreading its wings across Canada. Our experienced team coordinates every aspect to set up a new franchise and offers ongoing support as and when required. We aim to create a strong and long term business for you and your family. www.mammaspizza.com Pizza Depot Franchising with Pizza Depot means partnering with a system that’s committed to your success. With over 40 restaurants across Canada, our team of site development experts are dedicated to scouting ideal locations for Pizza Depot. We work with you to negotiate leases and develop interiors that are welcoming and comfortable. We also provide comprehensive training in customer service, marketing, and general store management. When you turn the key, all equipment and supplies are ready for you, and the corporate team is with you every step of the way, ensuring your success. www.pizzadepot.ca

Maverick’s Donuts began operations in 2016 with one small location in the heart of central Ottawa, spending the first 4 years refining its recipes over and over, and building a name in Ottawa for being the one true “Maverick” of the donut world. When the pandemic hit in 2020, Maverick’s opened its first suburban location in Ottawa’s west end with huge success. Our franchise program began in 2021 and we have already opened or sold 30 locations, in both Ontario and Alberta. Our donut shops offer 50+ unique flavours throughout the year, and we cater to weddings, corporate events, birthdays, and other special events. Freshly roasted coffee and soft-serve ice cream round out our amazing products. As Maverick’s Donuts continues its Canada-wide expansion, we are looking for dedicated, energetic people who want to own and operate and exciting brand that appeals to people of all ages and all cultures. Full training and support is provided. Bank financing programs available. www.mavericksdonuts.com/franchise

Massage Addict is Canada’s first and largest membershipbased provider of massage therapy, chiropractic care, acupuncture, reflexology, and custom orthotics. The health and wellness industry continues to experience significant growth, resulting in a large demand for high quality therapeutic services. As a trusted brand with over 100 clinics nationwide, Massage Addict has a proven business model that fulfills this need. Proven System for Success • Recurring revenue • Low investment and start-up costs • Quick return on investment • Best-in-class support • Straight forward in-clinic business model • 100% Canadian owned and operated To learn more about franchise opportunities with Massage Addict contact: Michael Mutsaerts, VP Franchise Development Franchiseinfo@massageaddict.ca or by visiting MassageAddict.ca.

MY THAI FRESH KITCHEN A FRESH TAKE ON TRADITION My Thai Fresh Kitchen is an innovative and modern twist on traditional Thai dishes that cater to modern tastes. We understand that over the years as we have served our communities with our award-winning dishes, that things change, and we created the My Thai Fresh Kitchen franchise opportunity to directly respond to those demands in the market. Our goal is to deliver the tastiest, freshest Thai cuisine all in a beautifully modern interior space. Our vision is to build My Thai for generations to come and to share our successful business model with those who align with our values and vision. For franchise information: ANGELEE BROWN, FranOvation angelee@franovation.com 866-959-0193 For franchise realty: RHETH THURSTON, Franchise Reality rhett@franchiserealty.ca 905-522-7069 ext. 222

Franchise Canada May | June 2023

MARKETPLACE

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

The HandyForce is a franchise opportunity with a low start-up cost, requires little to no industry experience and focuses on work life balance. If you consider yourself a business minded person and are looking to buy a business in Toronto or the Greater Toronto Area then consider a franchise with The HandyForce. You’ll get a ground level opportunity with several potentially very lucrative territories. Many entrepreneurs dream of getting a franchise opportunity like this. You don’t have to dream, you just need to take action. To find out if The HandyForce is right for you, contact Paul Switzeny through his website at https://thehandyforce.com/franchises/.

Join The UPS Store franchise network and count on the support from our experienced Home Office and in-field teams to get you to your grand opening and beyond. Many offer printing or shipping services, but our dedication to innovation and convenience are what keep The UPS Store at the top of our industry. With over 370 franchise locations across Canada (and continuing to grow), we have a proven track record of success! As a franchisee you will enjoy an established system to get your business started off on the right track; in-depth training programs and ongoing support to make sure you continue to succeed; and an internationally recognized and award-winning brand to help you build instant credibility in your community. The UPS Store is there at every stage of your franchising journey. Proud to have been designated as an Essential Business at a time Canadians needed us most.

X-Golf is an indoor golf simulator and entertainment franchise that features the world’s most advanced golf simulator technology. The X-Golf franchise model offers an exciting business opportunity for those ready to pursue a new venture in a unique, non-saturated, developing sports and entertainment industry. Our indoor golf simulator venues are market leading, sophisticated, socially interactive locations. We streamline our food and beverage service to create low overhead, high margin opportunities for our franchisees. This is all backed by state-ofthe-art, innovative virtual reality technology. Want to Become a Part of the X-Golf Franchise Family? Visit XGolfCanada.com for More Information.

Visit us at theupsstore.ca. We Print, Ship & More! Locations, North America: Over 5000 Locations in Canada: Over 370 Minimum cash investment: $100,000 Total cash investment: $199,250 to $218,500 plus working capital. For more information on The UPS Store opportunity, call 1‐888-875-0007 or visit www.theupsstore.ca.

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

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

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

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

WHAT’S NEXT

DON’T MISS OUR JULY/AUGUST 2023 ISSUE! The Home Improvement Issue For many Canadians, their home is their greatest asset, and they look to a variety of home improvement franchises to keep these dwellings in tip-top shape, whether that may be a contractor, cleaner, or other service provider. Investing in a home improvement franchise allows you to capitalize on this demand, without having to build your business from the ground up. Featuring a wide range of franchise concepts in handyman services, emergency restoration, concrete repair, window cleaning, and more, the July/August issue of Franchise Canada provides the tricks of the trade you need to uncover the right opportunity, and to help build your franchising future. From realty franchises putting families in their forever homes, to the inspectors ensuring living spaces are, well, livable, we showcase franchises in the sectors that help turn a house into a home. Elsewhere in the issue, the franchise resales series continues with more educational case studies from thriving franchisees, alongside additional success stories and advice from experienced franchise service professionals. The July/August issue will also feature a special franchise focus on the 2023 CFA Award Winners. The CFA awards showcase the best and brightest brands in Canadian franchising that are building strong relationships with their franchisees and customers. Learn more about the available opportunities with these successful franchises!

WATCH OUT FOR THESE EXCITING FEATURES IN OUR JULY/AUGUST 2023 ISSUE:* HOME INSPECTION SERVICES: Before moving into a home, buyers need to ensure that their new spaces are up to shape. That means home inspectors are in high demand, and we introduce you to franchise brands that you can join to help facilitate this process and put new homeowners at ease. CLEAN FRANCHISING SERVICES: With Canadians juggling work and family life, there will always be a need for additional help in keeping a home in order, and when a home doubles as an office, cleaning services can ensure that homeowners have healthy and clean living and workspaces. These featured franchises are adept at meeting homeowners halfway and delivering a spotless clean every time, providing an essential service that leads to an enduring franchise opportunity.

REAL ESTATE FRANCHISING: Buying or selling, leasing or financing, homeowners want the most for their home and are seeking a return on the investment they put into it, turning to real estate franchises to handle the process with care. As more Canadians move away from cities toward suburbs and secondary markets, these real estate franchises require regional realtors to continue their growth. Learn more about real estate franchises for enterprising entrepreneurs in this July/August issue. OUTDOOR SERVICES: The franchises in the outdoor services category are helping to turn homeowners’ outdoor spaces into their own oasis, from gardening and other landscaping to pool services and outdoor lighting. In this feature, we highlight brands that are reinvigorating outdoor spaces while also providing strong franchise opportunities.

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PLUS A SPECIAL FRANCHISE FOCUS ON 2023’S CFA AWARD WINNERS! IN EVERY ISSUE: • Industry News • Show Me the Money • Franchise Tutorials • Leadership Profile • Giving Back • Home-Grown & Locally Owned • Ask the Experts • Day in the Life • The First Year • Next Generation in Franchising • Franchise Fun *Editorial subject to change

ADVERTISERS’ INDEX COBS Bread............................................................ 16 cobsbread.com/franchising

Driverseat................................................................ 24 www.driverseatinc.com/franchise

International Franchise Association ............................................................................................. 85 www.franchise.org

Laser Clinics Canada.................................. 53 laserclinics.ca/franchise-opportunies/

eSupply Canada Ltd. .. ...................................... ................................................. Inside Front Cover www.esupplycanadafranchise.ca

M&M Food Market.. .............................................3 www.mmfoodmarket.com

Famoso....................................................................... 43 www.famoso.ca

Mamma’s Pizza...................................................... 7 www.mammaspizza.com

Fat Bastard Burrito Co.............................. 45 fatbastardburrito.ca/franchising

Massage Addict................................................. 17 www.MassageAddict.ca

Fatburger Canada................................ 40-41 www.fatburgercanada.com

Maverick’s Donuts............................................ 11 www. mavericksdonuts.com/franchise

Global Franchise.............................................. 93 www.global-franchise.com

My-Thai.. ............................................................38-39 www.mythai.ca/franchise

Neighbourly............................................................ 15 go.nbly.com/CFA

Pizza Depot................................................................ 7 www.pizzadepot.ca

The HandyForce.. ....................................... 12-13 thehandyforce.com/franchises/

The UPS Store........................................................ 18 www.theupsstore.ca

X-Golf.............................................................................. 9 www.XGolfCanada.com

ASK A LEGAL EXPERT (continued from page 84) At the heart of disclosure obligations is the desire to ensure franchisees can make informed investment decisions. Where a franchisee is deprived of a “foundational part of disclosure,” such as the financial statement, the entire FDD is rendered null and void, which means the franchisee can avail itself to the statutory right of rescission. Why should I review the franchisor’s financial statement? Understanding the statutory framework and a franchisee’s statutory rights, as well as the key components of the financial statement, like the balance sheet and notes, will provide valuable insight into the franchisor’s ability to meet its financial obligations. In reviewing the financial statement, the franchisee should pay particular attention to the franchisor’s balance sheet. It’s important to ensure the franchisor has sufficient cash and assets to meet its financial obliga-

tions, such as the satisfaction of a rescission claim. If a franchisee wishes to exercise its right of rescission, but the franchisor has insufficient assets to respond to the claim, the franchisee will be left in a difficult and perilous position. Furthermore, franchisees should review the current assets and liabilities sections to understand the franchisor’s liquidity position. The franchisor’s amount of working capital speaks to the franchisor’s ability to respond to any claim, such as trademark infringement, creditor claims, and other disputes, as well as effectively manage the day-to-day operations of the system. Don’t skip over the notes! Reading the notes of a financial statement can provide additional valuable information beyond the numbers presented in the balance sheet, income statement, and cash flow statement. For example, the notes may disclose potential liabilities that the company may face in the future, such as lawsuits, warranty claims, guaranteed contractual obligations, etc. This information can clarify the potential risks and uncertainties facing the franchisor that may impact the franchisor’s financial position.

Franchise Canada May | June 2023

GIVING BACK

360 Degrees of Philanthropy

Image360’s signs of community commitment go further than common social corporate responsibility BY DANIEL MCINTOSH FOR THE AVERAGE IMAGE360 franchise partner, business and philanthropy go hand in hand. The brand’s signage usually marks the promotion of charity events, fundraisers, and hospital drives. Burke Cueny explains that Image360 franchisees live in the same communities in which they work, so helping these communities is second nature. As the executive vice president of marketing for Alliance Franchise Brands, Image360’s parent company, Cueny directs the marketing functions related to the provision of custom graphic solutions for businesses and organizations, overseeing everything from vinyl window graphics to promotional displays and even community-oriented signage for hospitals and ADA-required institutions. “Image360 sets a good example for its franchise members in the things we do at the brand level to encourage community support,” says Cueny. Image360’s commitment to the communities it serves might show up in the form of a monetary donation, awarding of graphics services, or discounts on signage, but sometimes it appears as just another set of hands on deck. “Sometimes it’s just pure donation of labour for a particular charity of choice by the franchise, where they’ll donate staff time and the owner’s time as well for a particular franchise effort.” Amid the COVID-19 pandemic, while medical services were stretched beyond capacity and support staff were stressed, Image360 built thank you signage around hospitals, clinics, and medical facilities. “We reached out to recognize the people that work hard, long hours during the pandemic,” says Cueny.

In other instances, promotional goals align with fellow organizations, leading to an added value for Image360 beyond services provided. Such is the case with the brand’s partnership with Project Jade. The organization focuses on creating communication boards for high-interaction facilities, such as playgrounds, hospitals, schools, and parks, often designed to make communication easier for autistic children. In partnerships like these, Image360 supplies signage at favourable pricing. A similar support campaign ran last year as a national sweepstakes called Image360 Gives. Charities, hospitals, and non-profit organizations submitted a description of their needs to Image360, which then conducted a random draw that awarded winners $500 toward their future signage. Among the recipients were a community theatre, a local healthcare clinic, and a pet adoption agency. “We’re always looking for ways that we can give back and lend a helping hand to local non-profit organizations, and the Image360 Gives sweepstakes has done just that,” says Cueny. “Through these awards, we are confident that the selected organizations will benefit from Image360’s resources and will be able to further their charitable mission in their communities.” Franchisee-led efforts from around Image360’s base of franchises across the U.S. and Canada gain national attention from the franchise head office, as well. “I’m fully supportive of our Image360 franchise members supporting their local communities with causes they feel match up well with their local marketing and community relations strategies,” says Cueny.

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With an already wide base of charitable efforts, Image360 looks toward the future by continuing to support agencies focused on social responsibility. Cueny says the pandemic hindered non-profits and philanthropic communities “because they were not able to be as active in fundraising as they had.” Image360 is looking to fill that gap by growing their efforts to become bigger and better. “Our visibility in the communities, from a charitable standpoint, will be increasing in the coming months and years.” Although the brand’s main charitable offering is signage, personto-person communication is still important. To get the word out about their activity, Image360 relies on the public relations know-how of All Points PR, while also using classic social media. “We also help our franchise members deploy email campaigns to their customer lists,” adds Cueny. “Sometimes we work with them to craft custom messages about what they’re doing in the communities to let other customers know about it, potentially leading to those customers getting involved in what we’re doing.” Cueny says that people, customers and clients especially, are more community focused than ever, and Image360 strives to be a standout community member. “That means forming relationships with individuals in the business, charity, and educational communities,” notes Cueny. “There’s an obligation to show respect and help the communities that we live in.”

Learn more at LookforaFranchise.ca