Franchise Canada November/December 2018 by Franchise Canada

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A Canadian Franchise Association Publication / FranchiseCanada.Online

DRIVEN BY EXCELLENCE (from left to right) Keith Wickens, Japneet Singh, Puneet Kallah, Tommy Pham, Rick Spindor

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Backed by a well-oiled franchise system, Rick Spindor and Keith Wickens nab Franchisee of the Year honours from Mr. Lube

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CONTENTS

NOVEMBER/DECEMBER 2018

18 COVER STORY

The Drive For Success The winning formula behind Mr. Lube’s Franchisees of the Year

FEATURES

Recognizing Excellence Meet the 2018 Canadian Franchise Association (CFA) award winners

31 • 40-45 NEW Canadian locations in 2018 •Over 360 stores in four countries • Premium locations available • Industry-leading sales growth • Own one or multiple stores • Full turn-key buildout • Comprehensive training

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

CFA Membership Helps Forge Franchise Partnerships This year, the CFA reached more than 340,000 prospective franchisees

Franchising With Heart Franchise systems providing seniors and homecare services across Canada

The Vertical $10: A New Direction for Canada’s Bank Notes The Bank of Canada’s new $10 note celebrates a Canadian civil rights pioneer

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

SPECIAL FRANCHISE FOCUS

Welcome to Canada Newcomer franchisees face challenges but also bring resilience

Or visit us online at:

boosterjuice.com

4 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Quick Service Restaurants

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

DEPARTMENTS

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

MILLENNIALS IN FRANCHISING Baptism By Fire In his first week as a franchisee, Jesse Roberts overcame major operational hurdles to eventually establish his Cranbrook, B.C. location as one of Arby’s top franchise units

THE FIRST YEAR Nowhere To Go But Up! After a promising first year, Fatburger franchisee Vishal Vaghani plans for a long and successful future with the iconic Western Canada brand

A DAY IN THE LIFE Prairie Power! Franchising all about work, family, and community for husband-wife franchisee team of Brandi and Ron Cales in Kindersley, Saskatchewan

LEADERSHIP PROFILE Destined to Franchise Driverseat CEO and cofounder Brian Bazely’s dive into the franchising world came organically as life lessons drove him to build a brand founded on integrity, respect, social responsibility, and honesty

EMERGING SYSTEM Driven By Principles Growing franchise system EverLine Coatings and Services president John Evans eyes aggressive expansion with likeminded franchisees leading the charge

FRANCHISE OPPORTUNITIES AVAILABLE NATIONWIDE!

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

FRANCHISE FUN Franchising On Fire Firehouse Subs CEO Don Fox talks bringing the firstresponder-inspired brand to Canada

FRANCHISE TUTORIAL Tutorials 17 & 18 This issue: • Territories and Protected Areas • Franchise Growth Format

COLUMNS

CFA CODE OF ETHICS

INDUSTRY NEWS

ASK THE EXPERTS

MARKETPL ACE

105

ADVERTISERS’ INDEX

106

“Booster Juice is a company that screams Canadian pride and we are proud to be a part of the vision.” Jason Tsang Booster Juice Franchise Partner 1 Location

GIVING BACK Visit www.LookforaFranchise.ca to find further information about the franchises featured in this November/December issue. Franchise Canada

November | December 2018 5

PUBLISHER’S MESSAGE

CELEBRATING FRANCHISING EXCELLENCE!

t the CFA, it is our mission to promote excellence within Canada’s franchising industry. What better way to advance our credo, than to shine a spotlight on the franchise systems that are making the entrepreneurial dreams of franchisees across Canada come true with their best-in-class systems? The November/December issue of Franchise Canada takes an in-depth look at franchises that are raising the bar when it comes to excellence in franchising. Our cover story tells the tale of what can be accomplished when a well-oiled franchise system equips a budding entrepreneur with the tools they need to achieve success. There’s no better example of this than a pair of Mr. Lube franchisees who combined their unique set of skills to form a partnership more than 10 years ago. Today, they own three Mr. Lube franchise units in Coquitlam, North Burnaby, and South Burnaby, B.C. With their unique strengths and a drive to succeed working in synergy with Mr. Lube’s established franchise system, Rick Spindor and Keith Wickens established themselves as Franchisee of the Year with Mr. Lube. Not too bad for a pair of rookie franchisees with no previous knowledge of the automotive industry! Read their story on page 18. Since 1992, the Canadian Franchise Association (CFA) has been recognizing its members with strong franchisor-franchisee relationships at its annual Awards of Excellence gala. You can learn more about the 2018 CFA Awards of Excellence Gold, Silver, and Bronze winners on page 23, along with the recipients of the CFA Recognition Awards, which honour individuals and systems for their leadership excellence and exemplary charitable contributions, and Franchisees’ Choice Designees. We’ll continue to showcase franchise excellence throughout the issue. On page 36, we’ll provide an insightful guide on how newcomers to Canada can achieve franchising excellence of their own, while Licesquad.com, Gorilla Property Services, and 3rd Degree Training share

6 Canadian Franchise Association

how CFA membership has helped them find the right franchisee fit on page 31. On page 72, we take you along on a day in the life of Panago franchisees Brandi and Ron Cales, who have established themselves as community pillars in Kindersley, Saskatchewan. We’ll stick around Saskatchewan for our First Year feature, which offers a glimpse into the first year of operations for passionate Fatburger franchisee Vishal Vaghani on page 69. On page 66, we showcase millennial Arby’s franchisee Jesse Roberts. Beyond this Excellence in Franchising issue, Franchise Canada and the CFA have the resources you need to help you find a franchise system that can help you fulfill your goals. From our online member directory, LookforaFranchise.ca, and Franchise Canada website (www.FranchiseCanada.Online), to our annual Franchise Canada print directory and Franchise Canada tradeshow, held in major cities across Canada, these tools connect franchisees across the country with the knowledge they need to follow the lead of the dedicated franchisees featured in this magazine. Remember, all the franchisees in this issue who have achieved excellence in franchising started out the same: with a vision, and a strong drive to achieve their goals. We hope this issue will inspire you to get out there and explore your franchising options!

John DeHart Chair Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

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

WELL Exercise Clinic

1ST VICE CHAIR Gerry Docherty*, Good Earth Cafes 2ND VICE CHAIR David Druker*, The UPS Store TREASURER Rick Chittley-Young*, Assurance & Accounting SECRETARY & GENERAL COUNSEL Peter Snell*, Gowling WLG LLP

PUBLISHER

Canadian Franchise Association (CFA) VP, MARKETING & COMMUNICATIONS

PAST CHAIR John Wissent*

Kenny Chan

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

ASSOCIATE PUBLISHER Christine Rosal

Larry Weinberg*, Cassels Brock & Blackwell LLP

EDITOR Andrew Schopp

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

GRAPHIC DESIGNER Andrea Lee

DIRECTORS

ADVERTISING SALES Gwen Dunant

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

NATIONAL SPONSORS

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

AD COORDINATOR Andrea Lee CONTRIBUTING WRITERS

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

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

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

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

© 2018, Canadian Franchise Association. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher. Franchise Canada is a member of Magazines Canada. Publications Mail Agreement No. 41043018 Legal Disclaimer The opinions or viewpoints expressed herein do not necessarily reflect those of the Canadian Franchise Association (CFA). Where materials and content were prepared by persons and/or entities other than the CFA, the said other persons and/or entities are solely responsible for their content. The information provided herein is intended only as general information that may or may not reflect the most current developments. The mention of particular companies or individuals does not represent an endorsement by the CFA. Information on legal matters should not be construed as legal advice. Although professionals may prepare these materials or be quoted in them, this information should not be used as a substitute for professional services. If legal or other professional advice is required, the services of a professional should be sought. FSC® certification is a commitment to good forestry practices, carried from forest to consumer

8 Canadian Franchise Association

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CHAUFFEUR SERVICES

wi t h a fr a nc h is e f o r u n d e r $ 40 k J o i n o ne o f C an ad aâ&#x20AC;&#x2122; s f as t e s t gro w in g f r anc h is es D ri v e r s e at is a b u s in e s s w it h p u rp o se H o me b as e d - s c ale w it h o u t t h e c ap it al req u ire m e n t s o f b r ic k s an d mo r t ar W in n e r o f C FA Aw ard o f Ex c e lle n c e W i nne r o f Ch am b e r o f C o mm e rc e I n n o v at io n Award Talk t o u s ab o u t y o u r m ar k e t t o d ay . driverseatinc.com/franchise

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CODE OF ETHICS

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

10 Canadian Franchise Association

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

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

www.cfa.ca | www.FranchiseCanada.Online

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INDUSTRY NEWS

Your source for what’s happening in Canadian franchising

Mary Brown’s Chicken & Taters Expands with First Walmart Location Canada’s largest quick serve chicken restaurant opened its first Walmart location in Sylvan Lake, Alberta this past August. The new location ushers in a new era for Mary Brown’s as the franchise plans to open additional Walmart locations in Vernon, B.C., and Grant Park, MB. Mary Brown’s President and COO, Hadi Chahin, says the partnership is a strong match for the company. “We are really excited to open our first Mary Brown’s in Walmart. This is just the beginning of a partnership that I’m confident will be rewarding for both brands.” Recent rebranding and store revitalization have reinvigorated the Mary Brown’s brand. With approximately 140 stores across Canada, the goal is to reach 200 stores by 2020, with international expansion also underway in Europe and Asia. “As Canada’s premier quick service chicken brand, Walmart shoppers can now enjoy the quality and freshness of what I believe is Canada’s best-tasting chicken,” Chahin says. “Whether it’s our Morning Mary

12 Canadian Franchise Association

sandwich for breakfast, our famous Big Mary ® sandwich for lunch or our Signature Chicken Feast for the family dinner, Mary Brown’s provides a delicious option for all Walmart shoppers – and the entire town.” FDF Brandz Acquires Famoso Neapolitan Pizzeria Chain Canadian restaurateur and Franchise Developer Frank Di Benedetto announced this past spring that his company, FDF Restaurant Brandz, has purchased Famoso Neapolitan Pizzeria. FDF Brandz is led by Ricky’s Group of Family-Style Restaurants, including Ricky’s All Day Grill, Ricky’s Country, Ricky’s hotel partners, and Ricky’s Cafés, as well as Fatbuger locations. The new purchase will bring approximately 30 Famoso locations to Alberta, B.C., Ontario and Saskatchewan. “This is a great fit for FDF Brandz as it allows us to add a new segment to our growing restaurant folio, with Ricky’s covering family casual, Fatburger in the premium burger fast casual category, and now with Famoso representing the premium casual pizzeria and bar segment,” said Di Benedetto.

www.cfa.ca | www.FranchiseCanada.Online

New Famoso franchisees will be recruited for further expansion of the brand in Western and Eastern Canada, with franchise startup costs reduced to approximately $650,000 to $700,000 for a new Famoso 2500 mode, and to about $375,000 for a Famoso Pronto. Existing owners of Famoso franchises will be given preference for expansion. To assure the highest quality of food and service, FDF Brandz will retain Famoso’s current operations and marketing team, including one of the principals, to ease the transition and to assist with franchise development of the revised model format. FDF Brandz is targeting system wide sales in Canada of approximately $225-million by the end of 2019. It projects a 200-unit chain franchise restaurant folio by the end of 2020, generating more than $15-million annually in royalty revenue stream. Over the next five years, FDF Brandz plans to double the number of Famoso locations in Canada and to grow the brand in the U.S., U.K., Australia, China, India, the Middle East, and other international locales. Baskin-Robbins Supports Local Youth with Boys and Girls Clubs of Canada This September, Baskin-Robbins Canada teamed up with Boys and Girls Clubs of Canada to celebrate the start of the school season. Throughout the month, the world’s largest chain of ice cream specialty shops offered families an opportunity to bring home a personalized ice cream cake, while raising money for after-school activities that help children and youth develop the skills they need to succeed. “Going back to school is an emotional time,” says Natalie Joseph,

INDUSTRY NEWS representative for Baskin-Robbins Canada. “Whether you’re feeling super excited or a little overwhelmed, September is a wonderful time to celebrate the heroism of children, teachers and even parents as they settle into a new school year.” To raise funds, Baskin-Robbins Canada donated 31 cents from every personalized cake it sold throughout September. The franchise also invited guests to purchase a paper icon in the form of a child superhero. Earlier this year, the brand raised an initial $3,738 for Boy and Girls Clubs of Canada through its National Ice Cream Month activities. “Throughout the country, Boys and Girls Clubs offer a lifeline to children who are looking for community, support and activities that build up their character,” says Joseph. “There are wonderful charitable organizations doing great work across the country. Boys and Girls Clubs is one of them and we’re delighted to help them in this way.” With the help of over 18,000 volunteers, 6,300 staff and caring corporate partners, Boys and Girls Clubs of Canada serves more than 200,000 kids each year in 700+ communities across the country. “We were thrilled to join BaskinRobbins Canada to celebrate backto-school heroes,” says Owen Charters, President & CEO, Boys and Girls Clubs of Canada. “This generous fundraiser demonstrates an incredible commitment to families and communities across the country.” Real Property Management Partners Opens in Scarborough, Ontario Rhory Morgan joined the Real Property Management (RPM) team after opening the latest RPM Partners this summer serving Scarborough and surrounding areas. Having specialized in risk management for business owners in real estate, development and construction, Morgan is a designated Chartered Insurance Pro-

14 Canadian Franchise Association

fessional. The fast-paced and ever changing landscape of real estate development in the Greater Toronto Area is what enticed Morgan to enter into property management. “I believe I am able to assist property owners to organize their investments to their full potential,” Morgan says. “As I work with RPM, I know they have the tools and know-how to help me realize my goal of providing seamless customer service to my clients.” “Morgan’s background in risk management will set him and his team apart. They will be able to provide seamless property management with a unique edge,” says Kap Hiroti, Managing Director at Real Property Management. CARSTAR Names Top Franchise Partners at Annual Conference in Calgary This past summer, CARSTAR recognized both U.S. and Canadian franchisees for their strong leadership and performance records. Canadian franchisees Tim and Shelly McKay, owners of four CARSTAR locations in Sackville, Chainlake, Upper Sackville, and Halifax, Nova Scotia, were awarded the 2018 Franchisee of the Year award. The duo joined CARSTAR in 2006 with one location, building their franchise empire with an incredible team to drive their business forward, maintain streamlined operations, and stay true to their values. The Franchisee of the Year award is the highest given in the CARSTAR system and represents the best of the best in the company. Sabastien Labrie, owner of CARSTAR Marcoux Lévis in Lévis, Québec took home the Rookie of the Year award after purchasing his first franchise with his wife in 2017. Elsewhere, franchisee Joseph Lucarelli, owner of CARSTAR Stoney Creek in Stoney Creek, Ontario, received the Next Generation Award which honours second or third generation

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CARSTAR owners excelling at leading a family business. “From the newest members of the CARSTAR family to the second generation owners to the top performing franchisees in our CARSTAR network, these are the leaders of the CARSTAR brand now and for years to come,” said Michael Macaluso, president of CARSTAR. “Their commitment to excellent performance drives their success and the growth of our overall network. We’re proud to honour them with our top achievement awards.” UCMAS Canada Sets Guinness World Record UCMAS Canada has proven that with perfect planning, grit, and determination, anything is possible, having achieved the Guinness World Record of the largest abacus lesson in the world, with 441 participants. The monumental lesson took place this past June in Ontario. “It is amazing that UCMAS Canada was able to envision and execute such a task where 441 students were trained in the history and then the operations of the world’s first computer – the abacus,” says Megha Karia, CEO, UCMAS Canada, and USA. “This record is dedicated to all our participants, their parents, our course instructors, franchisees, and our UCMAS Canada HO team. I further acknowledge the support and enthusiasm of the guests of honour, whose words of encouragement were instrumental in garnering this recordbreaking participation. We have received very good feedback on the success of this event and plan to roll-out more such initiatives on an expanded canvas across not only Canada but also the United States.” The world record competition included contestants from across the country, with most participants hailing from Ontario. Students from Quebec, Alberta, British Columbia, Michigan and Washington State also participated.

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COVER STORY

(from left to right) Keith Wickens, Japneet Singh, Puneet Kallah, Tommy Pham, Rick Spindor

18 Canadian Franchise Association

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COVER STORY

THE DRIVE FOR SUCCESS

The winning formula behind Mr. Lube’s Franchisees of the Year BY GINA MAKKAR

he road less travelled isn’t always smooth or easy, but big rewards are in sight for those that stay the course. For Mr. Lube multi-location coowners Rick Spindor and Keith Wickens, it was taking the unbeaten path that shifted their success into high gear. In 2007, Spindor had just ended a successful career as Director of Operations at a distribution company. When a friend brought up the idea of owning a Mr. Lube franchise, all he could think about was his total lack of knowledge when it came to motors. “I don’t know a thing about cars,” he recalls thinking. While the idea of owning a business never occurred to him, he decided to take a closer look. A year later, he opened his first store in Coquitlam, B.C. For Wickens, the road towards becoming a franchise owner started at Mr. Lube’s ground level. When Wickens first moved to B.C from Ontario in 2002, he applied for a tech job at a local Mr. Lube, then quickly advanced to management. “I went to my mentor Cory Testa and told him I wanted more. I was put into one of the underperforming stores which we now own, and I turned it around in 18 months,” Wickens recalls of his journey. Soon, Wickens was working the same magic at other locations. The duo met and formed a partnership about 10 years ago. Today, they own three B.C. stores in Coquitlam, North Burnaby, and South Burnaby. Each member of the duo brings a unique set of strengths to the table to create a seamless synergy, from expert customer relations to keen operational skills. “For me personally, the biggest hurdle at the start was moving into an industry I was not familiar with,” says Spindor. “When we took ownership of our first store in Coquitlam in August of 2008, I was 47 years old, so adjusting to a completely new career at this stage in my life was significant. It turned out to be the best career adjustment I ever made.”

Though initially not a big automotive aficionado, Spindor says his business sense prompted him to surround himself with people equipped with the skills needed for success. This included retaining Wickens as Operations Manager. With Wickens’ experience in managing day-today operations and Spindor’s background as an operations director, they had a solid foundation to build on. A major challenge presented itself in 2011 when they purchased an existing Burnaby location while simultaneously constructing their third Mr. Lube franchise. “To go from one store to three within one year was by far our greatest challenge,” says Spindor. “To expand our team almost threefold in such a short period of time was difficult. During the five years that followed, we slowly but surely made the necessary operational and personnel changes to get us to where we are now.” Wickens adds that retooling their team allowed them to build their culture from the ground up. “It’s different when you get to make your own decisions based on what you think is best for your franchise,” he explains. “We had an idea of what we wanted to do, and we invested a lot more labour up front. The franchise really allowed us to address our location’s needs.” Backed by the Brand Now a go-to oil change and preventative maintenance destination for drivers across Canada, Mr. Lube started in 1976 when father and son team Arnold and Clifford Giese began offering drop-in oil changes at their Edmonton shop. Mr. Lube began franchising in 1981 and is now Canada’s largest quick lube brand. Since then, Mr. Lube has evolved and now offers a comprehensive range of preventative maintenance services, from basic oil changes to tire rotation, and filter replacements. The brand caters to consumers who are looking for efficient, and convenient in-and-out service that fits their schedules.

Franchise Canada November | December 2018 19

COVER STORY

Part of what attracted Spindor to Mr. Lube is the franchise’s brand recognition. “I doubt anyone would be interested in ‘Rick’s Quick Lube’,” he jokes, adding that Mr. Lube’s franchisee support, such as the brand’s strong marketing program, provides great visibility both regionally and nationally. “Having the benefit of the best quick lube brand in the business provides comfort to me, knowing that as long as we maintain the high standards established by Mr. Lube, we can expect to have customers come and see us even though they don’t know who I am.” Wickens appreciates the standards put in place. “With our franchisor providing that for us, it creates a roadmap to success if you utilize the program. We just have to come in and focus on our customers, and the opportunities are there for success,” he says. Though working with any system has its challenges, good communication serves as a key element in Mr. Lube’s franchisor-franchisee relationship. Committees review everything from purchasing to overall strategic direction so that franchisees can have a say in the organization. Spindor also likes the sense of community fostered regionally and nationally. “We have an environment where we get to share from each other’s successes and failures. Although nationally we only get together a couple of times a year, it’s as though we see each other all the time,” Spindor says. “Everyone is only a call, email or

20 Canadian Franchise Association

“IF YOU HAVE A PASSION FOR PEOPLE YOU HAVE AN OPPORTUNITY TO BE VERY SUCCESSFUL. THE BRAND HAS A STRONG PRESENCE, AND IF YOU GIVE GREAT SERVICE, YOUR CUSTOMERS WILL COME BACK AND YOU’LL ALSO GROW YOUR BUSINESS WITH WORD OF MOUTH ADVERTISEMENTS, AND THEY ARE WORTH THEIR WEIGHT IN GOLD.” quick text away. It is a nice feeling, like we are part of a large family where we all want everyone to be successful. That’s what I like the most.” Spindor advises prospective franchisees to speak to others already in the system so they’ll know what lies ahead before making a commitment. “If you have a passion for people you have an opportunity to be very successful,” says Wickens. “The brand has a strong presence, and if you give great service, your customers will come back and you’ll also grow your business with word of mouth advertisements, and they are worth their weight in gold.”

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY

Awarding Excellence: The Three Pillars of Success Mr. Lube has continued to excel in its 42 years, with 174 locations located across Canada and opportunities to grow in all provinces as the right fit comes along. Bob Anderson, Vice President of Operations, says franchisee success comes from following and executing the system. “As a franchisor, we spend a lot of time training franchisees and their key operations people,” he says. Rewarding the right fit is one of the joys that comes with franchise success. On presenting the Franchisee of the Year award, Anderson says the company’s three pillars; customer visits, customer experience, and brand, are the foundation of the award. “We collaborate with our franchisees throughout the year, and we need to recognize their successes. It starts from the top of the organization and trickles down to our franchisees and the individual technicians that deliver the service,” says Anderson. “It’s about rewarding people for following the process and doing a good job. They work hard 365 days of the year. To receive The Franchisee of the Year award means they are doing well. They have exceeded those pillars. It gives them a sense of pride and accomplishment.” Has winning the award changed the way the partners feel when they go to work every day? “I strive for excellence every day whether I’m a winner or not, but I tell my guys that when I started doing this

job, I figured if I’m going to be here, I might as well be the best that I can be while I’m here,” says Wickens. “What it has done is provided the recognition of the hard work and effort Keith has put in developing his leadership team at the stores. This starts with our store managers Puneet Kallah at Coquitlam, Tommy Pham at South Burnaby and Japneet Singh at North Burnaby and continues on with each member of their teams,” Spindor says of receiving the Franchisee of the Year designation. “For that I am most grateful. That being said, when they announced our names as the winners it was a moment I will never forget! To share that moment with my wife of 32 years along with my partners and to also receive sincere congratulations from my franchisee peer group is indescribable. As one of my partners said that evening, ‘Best workday ever!’ It really was.” MR. LUBE STATS Franchise units in Canada: 170 Franchise fee: $50K Investment required: $1.5M-$2.0M Start-up capital required: $600K-$800K Training: 3 months Available territories: All of Canada In business since: 1976 CFA member since: 1999

Franchise Canada November | December 2018 21

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

www.cfa.ca/employment-rules Questions? Contact Samantha Sheppard, Government Relations Specialist, at ssheppard@cfa.ca or call 1-800-665-4232 ext. 230.

EMPLOY MENT R ULES: Employm

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RECOGNIZING EXCELLENCE

MEET THE 2018 CANADIAN FRANCHISE ASSOCIATION AWARD WINNERS

warded to those who received the highest scores from their franchisees, the Canadian Franchise Association (CFA) Awards of Excellence in Franchising are the pinnacle of franchise achievement in Canada. To reflect the wide range of franchise opportunities and to enable franchise systems to be rated against their peers, entries are separated into Traditional Franchises, such as those with brick-and-mortar locations, and Non-Traditional Franchises, such as those that are mobile or home-based. Within these categories, franchises are grouped based on the number of franchisees in the system. Each category has a gold, silver, and bronze winner. Here are the 2018 winners in each category… (continued on next page)

Franchise Canada November | December 2018 23

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2018 AWARDS OF EXCELLENCE IN FRANCHISING

GRAND PRIZE WINNER – TRADITIONAL FRANCHISES

TRADITIONAL FRANCHISES (6–15 FRANCHISEES)

TRADITIONAL FRANCHISES (16–29 FRANCHISEES)

Lice Squad.com

Symposium Cafe

Like no other, Lice Squad.com’s lice screening and removal processes utilize proprietary products and exclusive tools and equipment to leave the client with an unexpected level of customer satisfaction and the franchisee with a rewarding sense of service.

From specialty European coffees to decadent desserts, Symposium Cafe has been satisfying customers with full service breakfast, lunch, and gourmet dinners since 1996.

Scholars Education Centre Inspiration Learning Center

Inspiration Learning gives students the chance to reach their full potential, offering a range of high quality educational programs including tutoring, educational consulting, and high school credit courses.

Scholars Education Centre is a tutoring and supplemental education company that helps students by developing individualized programs to maximize their academic success and build their confidence.

White Spot Restaurants THE TEN SPOT Beauty Bar

THE TEN SPOT is a nail salon and spa offering impeccably executed manicure, pedicure, waxing, and facial services.

24 Canadian Franchise Association

Best known for their legendary burgers and Triple O secret sauce, this iconic British Columbia based restaurant brand has been serving guests since 1928.

www.cfa.ca | www.FranchiseCanada.Online

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2018 AWARDS OF EXCELLENCE IN FRANCHISING

TRADITIONAL FRANCHISES (30–99 FRANCHISEES)

TRADITIONAL FRANCHISES (100+ FRANCHISEES)

Triple O’s

Pizza Nova

UCMAS MENTAL MATH SCHOOLS

A&W Food Services of Canada

Speedpro Signs

Boston Pizza International Inc.

Serving only high quality and locally grown ingredients, including 100% fresh Canadian beef, Triple O’s serves its famous burgers, fries, and milkshakes worldwide.

The UCMAS Mental Math program teaches children aged 4-13 to perform mental math calculations quickly and accurately through fun and engaging activities.

Backed by more than 20 years of experience, Speedpro is a leader in large format imagery, exceeding clients’ expectations in professionalism, creativity, and reliability.

Pizza Nova is a family-owned company with over 140 locations in Canada. They pride themselves on delivering quality and invite customers to “Taste the Difference.”

As Canada’s original burger chain, A&W prides itself on serving Canadians its signature burgers, fries, and root beer across 850 restaurant locations.

Boston Pizza serves gourmet pizzas, pastas, burgers, and wings to more than 40 million guests across Canada for a memorable and mouth-watering casual dining experience.

Wendy's restaurants of Canada Inc

With a commitment to quality and “not cutting corners”, Wendy’s is one of Canada’s fastest growing restaurants, serving delicious meals with the freshest ingredients to customers nationwide. Franchise Canada November | December 2018 25

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2018 AWARDS OF EXCELLENCE IN FRANCHISING

GRAND PRIZE WINNER – NON-TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES (6–15 FRANCHISEES)

NON-TRADITIONAL FRANCHISES (16–29 FRANCHISEES)

Wise Cracks

Little Kickers

Known as Canada’s most trusted repair company, Wise Cracks has been in the business of sealing leaks and fixing foundation cracks using state of the art repair technology for over 25 years.

Par-T-Perfect Party Planners

Par-T-Perfect franchisees have organized more than 75,000 children’s parties and 10,000 corporate events, creating lasting memories for clients and attendees.

Heart to Home Meals

Restoration 1

For over a decade, Restoration 1 has provided unrivaled fire, water, and mold restoration services, restoring damaged properties to their pre-loss condition.

TWO MEN AND A TRUCK

With over 200 menus to choose from, Heart to Home Meals delivers delicious and nutritious frozen meals, soups, and desserts directly into the homes and hearts of seniors.

26 Canadian Franchise Association

Little Kickers soccer classes provide young children with a fun, positive introduction to the world of sports and create a foundation for a healthy and active lifestyle.

TWO MEN AND A TRUCK is an international moving company that provides local and regional moving and related services to residential, industrial, and commercial customers.

www.cfa.ca | www.FranchiseCanada.Online

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION MEMBERSHIP MILESTONES

NON-TRADITIONAL FRANCHISES (30+ FRANCHISEES)

CANADIAN FRANCHISE ASSOCIATION

MEMBERSHIP MILESTONES 30 Year Milestones • McMillan LLP

Committed to quality care, value, and efficiency, Paul Davis is a pioneer in the emergency mitigation, restoration, and reconstruction industry in Canada, putting people and property first.

•S mitty’s Canada Limited

25 Year Milestones

• Tutor Doctor

• A&W Food Services of Canada

5 Year Milestones

• CARA Operations Limited •E xpedia CruiseShipCenters •M andarin Restaurant Franchise Corporation • Oxford Learning Centres, Inc. • Snap-On Tools of Canada Ltd • Tim Hortons •W hite Spot Restaurants

• Anago Cleaning Systems • Chronic Tacos • Dickinson Wright LLP • Dogtopia • Fast Fix Jewelry and Watch Repairs • Fat Bastard Burrito Co • Fezcan Enterprises Inc.

• Morrison Brown Sosnovitch LLP

• Firehouse Subs

•N utrition House Canada Inc.

• FirstService Brands Inc.

15 Year Milestones

• Ledgers Canada

• Global Pet Foods L.P.

• Massage Experts

•M inuteman Press International, Inc.

• MELTwich Food Co.

• Par-T-Perfect Party Planners Inc.

• Obsidian Group

• Sunset Grill Restaurants Ltd. • The Lunch Lady Group Inc.

• Fuller Landau LLP

• Metropolitan Movers • Organization Dynamics • Pacini • Pizza Hotline • Plave Koch PLC

10 Year Milestones

• Press’d The Sandwich Company

• Aradia Fitness

Home Instead Senior Care offers seniors non-medical companionship and home care services that have brightened the lives of over 800,000 clients worldwide.

• Alair Homes

• As You Like It Marketing & Communications Inc.

• Pizzaville Inc.

Home Instead Senior Care

• Academy of Learning Career College

• Driverseat Inc.

• Kumon Canada Inc.

Alair Homes offers professional custom home and renovation services using a unique construction process that provides 100% transparency during design and construction.

• Above Grade Level

20 Year Milestones

• Chem-Dry Canada

Alair Homes

• National Bank of Canada • PuroClean

• TBC Corporation

Paul Davis Restoration Inc.

• MTY Group

• Beaners Fun Cuts for Kids • Chairman’s Brands Corp • Chase Merchant Services • Claude J Pellan

• Reshift Media Inc • Sculpture Hospitality • Spotless Dry Cleaners Intl • Spray-Net Inc. • Sutton Group

• COBS Bread • Color Glo Canada Inc. • DRUXY’S Famous Deli • Fix Auto • Hallmark Cards, Inc. • Instant Imprints •L iquid Capital Canada Corp.

•T argeted Accounting Inc. • TaxAssist Accountants • The Resume Hut • The Ten Spot Beauty Bars • Welch LLP • Western Ag Global

Franchise Canada November | December 2018 27

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2018 FRANCHISEES’ CHOICE DESIGNEES The 2018 Franchisees’ Choice Designees are: (in alphabetical order)

™

Residential Friendly Dumpsters

MOVERS

EDUCATION WITH A DIFFERENCE

www.cfa.ca | www.FranchiseCanada.Online

TATERS

28 Canadian Franchise Association

CHICKEN

IT PAYS

A L L D AY G R I L L

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2018 FRANCHISEES’ CHOICE DESIGNEES Celebrating an Ongoing Commitment to Franchise Excellence

A number of franchises have earned the Franchisees’ Choice Designation multiple years in a row, demonstrating an ongoing commitment to franchise excellence and strong franchisor-franchisee relations. In recognition of their achievement, CFA has created special logos that these franchise systems can use to display their consistently high scores from their franchisees. THE 2018 FRANCHISEES’ CHOICE EIGHT-YEAR DESIGNEES ARE:

CHICKEN

TATERS

EDUCATION WITH A DIFFERENCE

THE 2018 FRANCHISEES’ CHOICE SEVEN-YEAR DESIGNEES ARE:

THE 2018 FRANCHISEES’ CHOICE SIX-YEAR DESIGNEES ARE:

THE 2018 FRANCHISEES’ CHOICE FIVE-YEAR DESIGNEES ARE:

Learn more about these companies at www.franchiseeschoice.ca. Franchise Canada November | December 2018 29

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION RECOGNITION AWARDS CFA Recognition Awards pay tribute to individuals and franchises for their outstanding achievements and contributions to the Canadian franchise community and for their commitment to philanthropic endeavours. 2018 DIVERSITY & INCLUSION CHAMPION AWARD WINNER

The Lunch Lady Group The Lunch Lady prepares and delivers nutritious hot lunches to kids in over 140 Canadian communities. Launched in 2018, The Lunch Lady Foundation provides operational support to non-profit food programs, increases support for healthier choices, and advocates for more inclusive workplaces.

2018 HALL OF FAME AWARD WINNER

Kumon Canada Inc. For more than 60 years, Kumon has been a leader in Canada’s supplemental education industry with the franchise's individualized, self-paced learning programs. In Canada, Kumon boasts 347 locations with more than 82,000 enrolments.

2018 LIFETIME ACHIEVEMENT AWARD WINNER

Randy Moore, Mister Transmission Starting his career as a store manager 1977, Randy Moore is the President and CEO of Mister Transmission, a trusted named in the automotive business. Mister Transmission is one of the country’s most established chains in transmission and related repairs.

2018 OUTSTANDING CORPORATE CITIZEN AWARD WINNER

BioPed Franchising Inc. Since 2010, BioPed’s goodytwoshoes foundation has been donating shoes to those in need. The partnership with Soles4Shoes has seen 50 BioPed franchise clinics across Canada collect 163,000 pairs of used shoes for micro-enterprise programs in developing countries.

2018 VOLUNTEER LEADERSHIP EXCELLENCE AWARD WINNER

The CFA Changing Workplaces Task Force Formed in November 2015, the Task Force worked to ensure that the government did not adopt a joint-employer designation for franchisors in a successful effort to protect the franchise business model in Canada.

30 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

CFA MEMBERSHIP HELPS FORGE FRANCHISE PARTNERSHIPS This year, the CFA reached more than 340,000 prospective franchisees

t the CFA, we are incredibly proud of the rock-solid franchisor-franchisee relationships that have been forged, in part, by the comprehensive range of lead generation tools that we provide to all of our members. Whether it’s through the pages of this magazine, online, or in person, the CFA is a proven source for quality franchise leads. Through trade shows, publications, e-blasts, the LookForAFranchise.ca website, and other lead-generating tools, we’ve reached more than 340,000 prospective franchisees this year. Here, we highlight a trio of franchisees who have realized their entrepreneurial goals and found the right franchise fit with the help of the CFA membership base comprised of key members of Canada’s franchising industry.

Franchise Canada November | December 2018 31

CFA MEMBERSHIP HELPS FORGE FRANCHISE PARTNERSHIPS Kevin McEachern, 3rd Degree Training | Actual Nutrition A simple Google search in the middle of the night was all it took for Kevin McEachern to begin a career in an industry he loved. Having recently been laid off from his job in the hospitality sector, McEachern was in search of the next big thing and thought franchising would be right up his alley. “I’ve always been fascinated with small business ownership,” McEachern says. “When I started researching the franchise business model, I became even more enamored with the concept. Use an established model, mitigate risks, and ease myself into owning a business with a template already in place – it just seemed like the best way to go.” Bored one night while channel surfing, McEachern picked up his phone and Googled ‘nutrition franchises in Canada.’ One of the first results was the Canadian Franchise Association’s online franchise directory, LookforaFranchise.ca. In a matter of seconds McEachern was on the site looking at nutrition franchises expanding in the country. That’s when he came across 3rd Degree Training | Actual Nutrition. Founded by Steve Collette in 2008, the Atlantic Canada franchise offers members seeking to improve their health a wide-range of fitness programs led by certified trainers.

32 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

CFA MEMBERSHIP HELPS FORGE FRANCHISE PARTNERSHIPS Coupled with a health program where nutrition fundamentals are taught and tailored to each individual’s needs by Registered Dietitians and Certified Nutritionists, the growing franchise has attracted Canadians throughout Prince Edward Island, New Brunswick, and Nova Scotia. A health enthusiast himself, McEachern was drawn to the franchise for several reasons. Not only did it combine his passion for fitness and nutrition, but making a financial investment in the business was a feasible option. “After you do some franchise research you realize you need a lot of free cash just for an initial investment,” he says. “3rd Degree’s franchise fees were not as cost prohibitive as I thought they would be. I realized that going into business with them would be very doable for me and that’s what got me from Point A to Point B.” For McEachern, this meant going from a passive prospective franchisee to an active one. He completed the Information Request Form on 3rd Degree’s listing page to obtain additional information directly from the franchisor. “I just typed in my info and pressed submit,” McEachern says. “I didn’t know what to expect but it took five minutes of my time. The next day I got an e-mail from Steve and we started having regular and serious conversations about me opening my own centre.”

“When I started researching the franchise business model, I became even more enamored with the concept. Use an established model, mitigate risks, and ease myself into owning a business with a template already in place – it just seemed like the best way to go.” Fast-forward to February 2017 and McEachern was opening his first location in Saint John, New Brunswick, joining the emerging franchise system as the sixth franchisee. And if you ask him why he decided to reach out to the franchise via LookforaFranchise.ca, he’ll tell you it all came down to reputation. “If I had just gone directly to 3rd Degree’s website, I would have had to trust that their information was factual,” he says. “When you show up on a third party site like the CFA’s, you know they are legitimate. LookforaFranchise. ca gave me the feeling that this franchise was a reputable brand, and that first impression was worth everything!”

Franchise Canada November | December 2018 33

CFA MEMBERSHIP HELPS FORGE FRANCHISE PARTNERSHIPS

“I’m in a position where now I get to finally run my own hours and days. I get time to spend with my family.”

Pascal Quindipan, Gorilla Property Services Sometimes the road to franchise success is long and winding. But for many, like Gorilla Property Services franchisee Pascal Quindipan, even with a few bumps along the way, in the end it’s all worth it. “I’m in a position where now I get to finally run my own hours and days. I get time to spend with my family.” And that wasn’t always the case. Taking a trip down memory lane, Pascal recalls where his journey all began: “I was in sales and worked nights for a number of years”, he lamented “Then at Telus I held a variety of positions, working my way up to management, before starting my own business.” But as any startup owners will tell you, launching a business from scratch is fraught with risk. And no one knows this better than Pascal. Just three years after opening the business he spent a considerable amount of time building, it all crumbled, taking down his dream of business ownership with it too. “I took a couple of years off after that. I went back into communications and started selling insurance.” For all intents and purposes, his move into business ownership seemed like a setback, a move in the wrong direction. Until, that is, he attended the CFA’s Franchise Canada show. Passion refueled, dream reignited, he set off for the Franchise Canada show in Vancouver, but this time he decided not to go it alone. With a ticket to Canada’s most credible franchise exhibition in hand, Pascal wanted to start a business for himself but by no means by himself.

34 Canadian Franchise Association

“I started looking around for a franchise opportunity and ended up meeting Mike Mutsaerts [Director of Franchise Development] from Gorilla Property Services.” It was the turning point for Pascal; just three months later, he successfully achieved his dream of business ownership. Celebrating a hard-earned milestone, a year has passed since Pascal found success as a Gorilla Property Services franchisee. Now a typical day for the Richmond, B.C. native can include anything from driving to a new site, working on a client’s property (while enjoying the beautiful weather), or managing a team of eager trainees. It’s a business he couldn’t be happier to be a part of not only because it’s low-cost compared to other franchise investments but because he can benefit from being part of a system and drop off any mental baggage that comes with starting a business at the door. “It’s not like I have to open the business, grow and go through that painful phase. Being in a franchise, it’s already up and running and the support from head office is already there.” Today, Pascal not only gets to be his own boss, he gets the freedom to be with the ones he loves the most. And while the journey was by no means easy, it’s clear that franchising can provide a path to success that, in the end, makes it all worth it.

www.cfa.ca | www.FranchiseCanada.Online

CFA MEMBERSHIP HELPS FORGE FRANCHISE PARTNERSHIPS

Malika Rezgani, Lice Squad.com Malika Rezgani was working in a medical office in downtown Toronto when she decided to do some light reading during one of her downtimes. A rehab support worker at the time, Rezgani always dreamed of opening her own business via franchising, but with her busy schedule, could never find the right time to explore the opportunities available to her. As fate would have it, the clinic where Rezgani worked subscribed to Franchise Canada. “For me, starting my franchising career began by simply picking up the magazine and reading it,” she reflects. Though franchising was always at the back of her mind, Rezgani’s interest in the business model resurfaced after reading an article on Lice Squad.com Founder & CEO, Dawn Mucci. Mucci founded Lice Squad.com in 2001 after she recognized a growing number of concerned parents were in search of safe and chemical-free solutions to remove their children’s head lice. Today, Lice Squad.com clinics can be found across the country, offering families natural and eco-friendly lice removal products and services. Promising a stress free – and even fun – experience, Lice Squad.com consultants and franchisees do more than remove the pesky bugs. Education is a key aspect of the business, as Mucci and her franchise partners have made it a priority to equip clients and the public with lice removal and prevention knowledge. Rezgani was immediately impressed with the unique business model and its projected growth. More importantly, she knew a career with the franchise would be a

“Without Franchise Canada and the CFA I don’t know if I would have made the step towards franchising. I probably never would have discovered Lice Squad.com!” perfect fit with her personal and professional qualities. “As a Lice Squad.com franchisee, you interact with people every day,” Rezgani says. “You’re not just going through the process of removing lice, you’re responsible for providing emotional support to clients who are stressed about their situation. I was conducting similar work as a support worker, so I knew I would be happy working with the franchise.” Today, Rezgani is a multi-unit franchisee with Lice Squad.com, having opened her first clinic in February 2017 covering the Hamilton and Burlington, Ontario regions. Only a few months later, her second location opened in Niagara Falls, Ontario. Rezgani’s life as a small business owner has given her the freedom to manage her career independently while continuing her passion for working with people. And she says she can thank her on-a-whim decision to pick up Franchise Canada for all of it. “Without Franchise Canada and the CFA I don’t know if I would have made the step towards franchising. I probably never would have discovered Lice Squad.com!”

Franchise Canada November | December 2018 35

Welcome to Canada

Newcomer franchisees face challenges but also bring resilience BY SUZANNE BOWNESS

hile the proven systems of franchising remove much of the uncertainty associated with traditional business start-ups, a new venture still requires a certain level of courage, a willingness to take on financial risk and build something new. You might say that if there’s one group that’s already “been there, done that”, it’s newcomers to Canada, who have taken an even bigger leap of faith to leave their home countries. The numbers confirm an entrepreneurial streak: in 2016, Statistics Canada published a study finding that 5.3 per cent of immigrant tax filers who came to Canada in 2000 owned private companies by 2010, in comparison to the 4.8 per cent of non-immigrants who owned a business the same year. For this feature, we consulted with experts for tips on how newcomers to Canada can give themselves the best chance of success as franchisees; from conducting in-depth research on both sector and culture, to leveraging community contacts, to establishing a financial track record.

36 Canadian Franchise Association

Start research early Like anyone considering becoming a franchisee, newcomers need to start by doing their research and talking to those with franchising experience, says Cliff Richler, president of Network Franchising International and a consultant with over 35 years of experience. He adds that while the top three franchise sectors for newcomers are food, automotive, and retail, immigrants should primarily be looking at businesses in familiar sectors. “It's very specific to an individual, based on their education, their background and their experience,” he says. To get a general sense of the franchise landscape, Richler recommends checking out the resources of the Canadian Franchise Association and attending franchise trade shows. His consultancy also guides immigrants through the process, and he’s enthusiastic about the advantages of franchising for a newcomer. “There's definitely a benefit. They're buying into a brand and a name and a system, sources of supply, the best way to do it,” says Richler.

www.cfa.ca | www.FranchiseCanada.Online

After settling on a sector, newcomers should get specific. “They should research each company in that sector. They should know the advantage or unique offering that the one he or she chooses has compared to the others,” he says, adding that the research should take three to six months. “They shouldn't be in any rush to get going in their business until they've done their homework.” Gaining first-hand experience by landing a job in the sector first can also help. “That would probably be the safest way: before they invest and risk any money, get to know the industry as an employee,” he says.

“They shouldn't be in any rush to get going in their business until they've done their homework.”

Lay financial groundwork too At the same time as they are researching franchises and developing networks, newcomers should also be establishing themselves financially. “For any newcomer, it’s crucial to establish a Canadian credit history as soon as

Seek out mentors to help learn the culture Since immigrants will often have connections in the country already, Richler encourages them to seek advice from those contacts to help them understand the nuances of Canadian life. Utilize these contacts to gain insight into everything

from day-to-day living to the value of the Canadian dollar and buying power compared to their country of origin. If they don’t have contacts, newcomers should try to establish relationships within their ethnic community. “They need to have someone they're familiar with, to help them understand the Canadian culture and the local culture, and how that business would integrate into their area,” he says. Yet another unique issue immigrants face is their language proficiency. Richler says newcomers need to be honest with themselves about their communication skills in English, and their home language, as that may influence their business choice.

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

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

Join us on Facebook and LinkedIn

Franchise Canada November | December 2018 37

“Franchising is very much like marriage. You need to be passionate, need the ability to compromise with the needs of the franchisor.”

possible. If you’re new to Canada, one of the best ways to build a Canadian credit history is to open a Canadian credit card and start using it wisely,” Paul daSilva, director of National Franchise Markets for RBC. RBC, like many banks, offers credit options specifically for newcomers with no prior credit history required. Newcomers should also start developing a business relationship with the lender. “Open the dialogue early,” says daSilva. “Interview the account manager. Do you feel comfortable with their experience and knowledge? Do you feel they have your best interest at heart? Can he or she suggest trusted advisors such as a franchise lawyer or franchise accountant they have worked with?” he counsels. daSilva also recommends investigating other financial programs aimed at newcomers, specifically the Canada Small Business Financing Program designed to make it easier for small businesses including franchisees to get loans.

Get specific on your due diligence Once a newcomer has a sector and a franchise in mind, continue with due diligence. “Location or territory is going to be very important. Understanding the demographics and the age groups, the income groups and the languages spoken, various factors come into play. If you're new to the country, a lot of this is going to be strange to you,” says Richler. daSilva says that insights can also come from interviewing existing franchisees. “These franchisees have already taken the journey many newcomers will be facing. Many of them had the same anxieties. Learn from their past experiences.” Once they are ready to sign up, newcomers should also seek out independent legal advice from a lawyer familiar with franchising. “It should be a lawyer from their community who speaks their language, who's been here for years and can guide them through the documents and the legalities required for them to sign a

OPENING SOON dq.ca

Franchising Information:

Tammie Verna (905) 637 4741

tammie.verna@idq.com

38 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

franchise agreement,” says Richler. The lawyer and other advisors can also help the newcomer to understand franchise regulations in Canada, which differ from those in the U.S. and in other countries, some of which are unregulated. Go to the bank prepared By the time they are ready to seek financing, ideally the newcomer has established a relationship with their banker, who will outline the documents required to consider a loan. “When the newcomer is ready to make a request for financing, they should have a well written and thorough business plan,” says daSilva, adding that most banks and franchisors will have templates, although they can’t complete the due diligence for the prospective franchisee. Franchisees should also have an idea of what financing they need. Richler adds that newcomers need to think about all aspects of the franchise, from fees to fixtures and equipment, and also about what

they can afford. “It's similar to buying a house. What is their range, what investment can they comfortably afford? Plus, they need a reserve of living expenses and working capital,” he says. In evaluating a potential franchisee, daSilva says he looks both at numbers and the person. “The element I look for is passion for the brand. I don’t mean that if you like to cook, you open a quick serve restaurant. If you love to create, you love working with people, you’re engaged with your customers and your staff, that’s a burning desire to see your business become viable,” he advises. In the end, the right match will come down to good relationships on all sides, says daSilva. “Franchising is very much like marriage. You need to be passionate, need the ability to compromise with the needs of the franchisor. At times you’ll need to support or be supported, and you need to love being part of a franchise family.”

“At times you’ll need to support or be supported, and you need to love being part of a franchise family.”

Commercial Cleaning Business Opportunity. Initial business. Comprehensive training. High demand. Ongoing operational support. Established reputation. Industry leader. Low investment. Growth potential.

Find your plan at www.janiking.ca

Franchise Canada November | December 2018 39

NOW IS THE TIME TO INVEST IN ARBY’S

ARBY’S FACTS US $3.7 BILLION

in system-wide sales

318

Arby’s is a hot brand on the rise. We have a robust product pipeline of handcrafted sandwiches, innovative sides and decadent desserts. Arby’s has an exciting Fast Crafted® positioning that is getting noticed, and we have a flexible Inspire building design that is highly adaptable to a wide range of new and existing site opportunities.

franchisees

consecutive years of SSS growth

TOP 10 FRANCHISE DEAL

QSR magazine 2016 & 2017

CONTACT JODI FRASER Franchising Manager 770-329-3971 jfraser2@arbys.com 1155 Perimeter Center West Atlanta, GA 30338

ARBYSFRANCHISING.COM

Franchising With Heart Franchise systems providing seniors and homecare services across Canada

Franchise Canada November | December 2018 41

FRANCHISING WITH HEART

Amramp

BrightStar Care

Amramp, established in 1970, is the leading provider of steel modular wheelchair ramp systems, stair lifts, and more providing safe access for people with mobility concerns where they work, live and play. The franchise offers exclusive territories, a homebased business, and a product that can be sold or rented in a market segment with favorable demographic trends.

BrightStar Care is making more possible in homecare by bringing more expertise to understand the needs of the families they serve and more passion to deliver. The franchise provides the full continuum of services for individuals, families and healthcare facilities through their LifeCare, KidCare, and staffing service lines.

Franchise owners with Amramp enjoy a rewarding career helping others make a meaningful impact on people's lives, serving the aging population in a home health care setting. Amramp sells and rents ramps and other accessibility solutions to people wishing to remain in their homes rather than go to a nursing home. The company is seeking franchise partners who are looking to make a difference in people's lives and their own. Prospective franchisees are encouraged to contact Justin Gordon at 888-887-1186. Franchise units in Canada: 2, U.S.: 47 Corporate Units (USA): 2 Franchise fee: $49.25K for each 1-million people in territory Investment required: $147,838$251,258 Training: One week in Boston, Massachusetts Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Nova Scotia, United States In business since: 1970 Franchising since: 2002 CFA member since: 2009

42 Canadian Franchise Association

The demand for BrightStar Care services is growing rapidly and the company is looking for leaders who are passionate about answering the call for quality care and making a difference in the lives of others. BrightStar Care franchisees benefit from patients referred by our network of national account partners. Many healthcare providers are looking for skilled providers to serve patients in their homes, and BrightStar Care is an ideal partner thanks to their nationwide footprint and their franchisees’ accreditations. National account services range from insurance assessments and IV infusion therapy to home health, in addition to delivering flu clinic services to corporate, commercial, and retail clients. Franchise units in USA: 320 Corporate Units USA: 2 Investment required: $80k-$175K per unit Training: 8 days and on-going operational, sales, and marketing support Available territories: All of Canada, United States, International In business since: 2002 Franchising since: 2005 CFA member since: 2009

www.cfa.ca | www.FranchiseCanada.Online

ComForCare Home Care ComForCare Home Care franchise owners provide non-medical and skilled nursing in-home care, primarily to the exploding market of those over the age of 65. Franchise members provide the increasingly-needed services that support individuals’ independence, dignity and quality of life. ComForCare offers a highlyscalable business model with unlimited earning potential, multiple revenue channels, exclusive territories, and extensive training and support. ComForCare is expanding its network of homecare franchise operations in Canada by awarding prime territories to qualified candidates that possess the same passion, motivation and dedication they share in providing care to the elderly and their families. ComForCare’s highly scalable business model provides multiple revenue streams, low investment, proven marketing programs, industry-leading training, proprietary software and technology, and excellent ongoing support. The company is seeking entrepreneurs that desire the opportunity to create success while also becoming a significant part of their community as they support independence, dignity, and quality of life. Franchise units in Canada: 9, USA: 203, International: 1 Franchise fee: 51K Investment required: $86,300K186,300 Start-up capital required: $175K Training: Five phases, includes 8 days of training at corporate office Available territories: British Columbia, Ontario In business since: 1996 Franchising since: 2001 CFA member since: 2012

FRANCHISING WITH HEART

Comfort Keepers

Downsizing Diva

Driving Miss Daisy

Comfort Keepers provides in-home care for the elderly and others who need assistance with the activities of daily living. Comfort Keepers franchisees come from many walks of life, but they all have in common a passion for helping people retain their dignity and independence. The company has become one of the fastest growing global franchises in the in-home care industry. With a Canadian-based management team, Comfort Keepers is committed to the growth of this rewarding business.

Strategically placed in Canada's fastest growing market, Downsizing Diva is an innovative business that is both important and sincere. The franchise helps families through the often overwhelming task of downsizing and moving with care, compassion, and sometimes comedy.

Driving Miss Daisy originated out of a love for seniors in 2002 and is an award-winning corporation that has proudly become a leader in the non-medical senior service industry, offering through-the-door services to seniors and the disabled.

Comfort Keepers franchisees have the opportunity to become part of the premier provider of in-home care. Comfort Keepers is a rare business opportunity. This leading national brand combines exceptional growth potential with both the financial and feel-good rewards unique to a business dedicated to caring for others. Positioned in a growing market, Comfort Keepers franchisees benefit from a leading brand that has been established as a recognized leader in the homecare market, and a proven system. The well-developed operations system provides a framework for quick franchisee start-up, on-going support, and continued training along the growth curve. Franchise units in Canada: 40, USA: 750, International: 15 Corporate Units in Canada: 7, USA: 5 Franchise fee: $45K Investment required: $88K-$110K Training: Extensive Available territories: All of Canada In business since: 1998 Franchising since: 1999 CFA member since: 2004

If you are a people-person, love to organize, and are driven for success, this could be the opportunity you have been waiting for. This is the perfect time to get involved in a booming industry with tremendous potential. Downsizing Diva franchisees benefit from being a part of the first senior move-management company to franchise with a support system that includes corporate website with personalized franchise profiles, customizable marketing materials, access to corporate blogs, newsletters, branded tools and resources, ongoing training, coaching and support, and shared marketing opportunities. Franchise units in Canada: 16 Corporate Units: Franchise fee: $20K-$30K Investment required: $25K-$45K Training: Comprehensive in-class and on-site Available territories: All of Canada In business since: 2003 Franchising since: 2009 CFA member since: 2011

The company is seeking franchise partners with a vision to preserve independence, prevent social isolation, and a commitment to Driving Miss Daisy’s mission to be loyal and dedicated to clients! Driving Miss Daisy franchisees are backed by a brands of 50+ franchises, and a fleet of 75+ vehicles in British Columbia, Alberta, Saskatchewan and Ontario. Expansion focus is currently in Eastern Canada, but new and resale areas are available coast to coast. Franchise units in Canada: 53 Franchise fee: $20K Investment required: $45K approx., includes vehicle Training: Training manual; other training optional Available territories: All of Canada In business since: 2002 Franchising since: 2002 CFA member since: 2010

Franchise Canada November | December 2018 43

FRANCHISING WITH HEART

GEM Health Care Services GEM Health Care Services is a fullservice company offering private healthcare, homecare services, workplace health and wellness, as well as healthcare institutional relief staffing. GEM is ISO certified – a designation that has helped enable the franchise bid on provincial government homecare contracts, putting them in a unique position among similar-sized competitors, many of which don’t offer full services and aren’t accredited. GEM is actively recruiting new franchisees in eastern and southern Ontario. GEM’s franchise model provides comprehensive training on all operational aspects of running a healthcare services company. This includes training in recruiting employees, marketing to find customers, finances, and insight into providing the highest level of care. Franchisees, in turn, provide valuable inroads into a local community. Franchise units in Canada: 1 Corporate Units: 1 Franchise fee: $37.5K Investment required: $97.5K-$137K Training: Comprehensive three week initial training program and ongoing one-on-one mentorship Available territories: Southern and Eastern Ontario, Maritimes, Quebec, Alberta, Saskatchewan, and British Columbia In business since: 1994 Franchising since: 2006 CFA member since: 2006

44 Canadian Franchise Association

Heart To Home Meals

Home Instead Senior Care

Heart To Home Meals delivers delicious and nutritious frozen meals, soups, and desserts directly into the homes of seniors. With over 200 menu items to choose from, seniors have many tempting selections to enjoy. Not only will they find Heart To Home Meals delicious, they’ll also find them nutritious. Many of the franchise’s menu items are low in fat, low in sodium, high in fibre and are diabetic friendly. When customers are hungry, they just pop Heart To Home Meals straight into their oven or microwave – no shopping, chopping, or clean-up!

Home Instead Senior Care provides trustworthy and kind-hearted, senior homecare services for loved ones. All CAREGivers are thoroughly screened, extensively trained, professional, and reliable. At Home Instead Senior Care, it's about providing the highest-quality homecare services to fit the needs of the families they serve.

The company is seeking franchisees who are confident, motivated, disciplined, and optimistic. When joining Heart To Home Meals as a franchisee, you are also becoming part of the global organization, apetito AG, the parent company. Heart To Home franchisees benefit from working with an organization that produced over $1-billion in sales in 2017, employs more than 8,000 people in seven countries, and feeds almost 1.5-million people every day. You will have the independence as a Heart To Home Meals franchisee, with the comfort of knowing your business is supported by one of the market leaders in community and in-home food solutions. Franchise units in Canada: 12, International: 75 Corporate units in Canada: 5 Franchise fee: $40K Investment required: $150-$200K Start-up capital required: Up to $150K in Year 1 for initial investment Training: Orientation with travel, initial, and ongoing Available territories: Ontario, Manitoba, Nova Scotia In business since: 2007 Franchising since: 2009 CFA member since: 2009

www.cfa.ca | www.FranchiseCanada.Online

The company is seeking franchise partners with the vision and drive to make a difference in the lives of Canada’s older citizens, to join their network of over 1,100 independently owned and operated franchises providing non-medical companionship and homecare services to seniors around the world. Home Instead Senior Care is looking for people with a heart for serving others, the ability to sell their services in their communities, and who have the tenacious drive for quality and customer service. Franchise units in Canada: 40, U.S.: 611, International: 488 Corporate Units (USA): 3 Franchise fee: $55K Investment required: $125K-$145K Training: Initial week-long training, on-site field visits, regional field training, ongoing face-to-face training, 24/7 support Available territories: All of Canada, US, International In business since: 1994 Franchising since: 1995 CFA member since: 2002

FRANCHISING WITH HEART

Just Like Family Home Care

Living Assistance Services

Move Seniors Lovingly

The Just like Family brand stands for caring and loving caregivers who work closely with clients and with the client's family. Just Like Family Home Care strives to be a helpful member of the family network by easing responsibilities as needed, opening lines of communications and offering methods of coping in times of struggle.

In 2000, Living Assistance Services began with a wish: that people be able to grow older in their own homes safely, as independently as possible and with comfort and dignity. Their vision has been, and will remain, to provide first rate, affordable, safe homecare with reliable, conscientious, knowledgeable and kind Personal Support Workers for care recipients and families in need.

Move Seniors Lovingly is a senior move transition company solely dedicated to assisting seniors and their families in all aspects of the move transition from their present home to a smaller home or senior community. Services include preparing the home for the real estate market, consulting to find the right agent, choosing what to take to the new home, selling, donating, disposal of unwanted items, storage, pack, move, unpack, set-up of new residence completely functional evening of the move.

Just Like Family Home Care is looking for dedicated franchise partners to join their growing brand. The company has been working in the homecare marketplace for over a decade and offers franchisees a wealth of knowledge. They offer franchisees thorough training and operations manuals, help with set-up, health compliance, municipal and federal compliance guidelines, on-going health related reports, sales and marketing advice, forms, paperwork, and much more. Franchisees benefit from a protected territory, excellent branding, business planning, and an extensive on-boarding procedure. Franchise units in Canada: 1 Corporate Units: 3 Franchise fee: $26K Investment required: $43K Training: Yes Available territories: All of Canada In business since: 2010 Franchising since: 2016 CFA member since: 2016

Living Assistance Services is seeking motivated entrepreneurs to run their own homecare business in Canada. Living Assistance Services provides much needed care for Canada’s rapidly growing population of seniors, allowing them to remain where they most want to be - at home. The business has the demographic systems and ongoing support in place to ensure your financial success. Also, the heartfelt experience and genuine happiness you’ll receive by making a difference in the lives of seniors will last you a lifetime! Franchise units in Canada: 6 Corporate Units: 1 Franchise fee: $39.5K Investment required: $79K Training: 1 week at Head Office and ongoing support Available territories: All of Canada In business since: 2000 Franchising since: 2009 CFA member since: 2009

Aging baby boomers are expected to double the number of people over the age of 85 by 2030. Move Seniors Lovingly wrote the book on Senior Move Management and were the first franchise in North America to provide full service move transition services with a “completed fully functional suite”. As a franchisee, the franchisor will help you navigate the journey from candidate to franchise owner, from initial screening, training, staffing and opening your doors. Move Seniors Lovingly has five franchise opportunities immediately available in the Greater Toronto Area, including Etobicoke, Mississauga, Brampton, Kitchener/Waterloo, and Durham Region. Franchise units in Canada: 2 Corporate Units: 1 Franchise fee: $35K Investment required: $100K Training: 2 weeks in-house, 3 weeks on-site Available territories: In business since: 2005 Franchising since: 2014 CFA member since: 2018

Franchise Canada November | December 2018 45

FRANCHISING WITH HEART

Nurse Next Door Home Care Services Age shouldn’t get in the way. Everyone should be able to live at home, even if it means getting a little help. From compassionate, licensed caregivers to Registered Nurses, Nurse Next Door brings senior care right to your door. Because there’s no place like home. Seniors make up nearly 13 per cent of the Canadian population and this rapidly growing group has important care needs! Nurse Next Door is currently looking for Franchise Partners who are interested in building a Nurse Next Door franchise into your area’s largest home healthcare provider. Our Franchise Partners are self-driven and motivated to build a self-sustaining operation. No healthcare experience is necessary. The franchise is looking for individuals dedicated to changing how seniors are cared for in their home.

Franchise units in Canada: 54, USA: 73 Corporate Units: 1 Franchise fee: $42K Investment required: $136.6K-$180.4K Training: 1 week plus ongoing support Available territories: Manitoba, Ontario, New Brunswick, Newfoundland and Labrador, United States In business since: 2001 Franchising since: 2007 CFA member since: 2007

A GOLDEN OPPORTUNITY.

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

46 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

THE VERTICAL $10

The Vertical $10: A New Direction for Canada’s Bank Notes

n March 8, 2018, International Women’s Day, bank note history was made as the design of Canada’s upcoming $10 bill, featuring social justice defender Viola Desmond, was unveiled to Canadians. In an emotional ceremony at the Halifax Central Library, Finance Minister Bill Morneau and Bank of Canada Governor Stephen S. Poloz, accompanied by Viola Desmond’s sister, Wanda Robson, revealed the first regularly circulating note to feature a Canadian woman as the portrait subject. It’s also the first vertically oriented note to be issued by the Bank of Canada. This new note will be issued gradually, starting late this year, and will circulate along with the existing $10 notes. As the new regular $10 note, it will be produced by the Bank of Canada for years to come. Inspiring images The vertical orientation reflects the Bank’s innovative approach to bank note design, and allows for a larger portrait of Viola Desmond, a successful Black Nova Scotia businesswoman and one of the first women to fight racial segregation in Canada.

“As we strive for equality across our economy and in every facet of our country, we hope this constant reminder of Viola’s story will help inspire a new generation of women, men, girls and boys to fight for what they believe, take their place and create a better future for themselves and all Canadians,” said Minister Morneau during the unveiling ceremony. The back of the bank note brings Viola Desmond’s story into the present, with images and symbols that represent Canada’s ongoing pursuit of rights and freedoms. Canadians had their say Unveiling the note’s design was the culmination of a journey that began in 2016, when the public was asked to nominate an iconic Canadian woman to appear on the next bank note. During this comprehensive consultation process, Viola Desmond was one of the many iconic women nominated by Canadians, and was ultimately chosen by the Minister of Finance. With the release of this new $10 note, the Bank of Canada’s approach to issuing bank notes is changing. Rather than issuing all five denominations within a short time

Franchise Canada November | December 2018 47

THE VERTICAL $10

frame, a new note will be released every few years. This will allow the Bank to integrate the latest security features each time a new bank note is issued, ensuring that Canadians can continue to use their bank notes with confidence. Beautiful and secure Meanwhile, the upcoming $10 note has some enhanced security features compared with the notes in the current series, and is supported by a suite of accessibility features to help blind and partially-sighted Canadians determine the denomination with confidence.

“Our bank notes are designed not only to be a secure and durable means of payment, but also to be works of art that tell the stories of Canada. This new $10 fits that bill,” said Governor Poloz. “I’m immensely proud of all the innovation that went into this note—from the public consultation process that encouraged a national conversation on the important contributions of women in Canadian history, to the note’s beautiful vertical design, to its cutting-edge security features. Canadians can use this note with both confidence and pride.”

Thank you to all our dedicated, passionate franchisees for helping Paul Davis live our Core Values everyday and awarding us the 2018 CFA Franchise Choice Designation and winning the 2018 CFA Award of Excellence – Gold Medal in our NonTraditional Category. We are honoured and privileged to have such great people to work with as we bring our customers lives back to normal after a disaster. This accomplishment is earned by achieving the highest ratings in Franchisee satisfaction across all franchise brand concepts in our category throughout Canada, which shows why Paul Davis Restoration is one of the best franchise opportunities in all of Canada.

This Is No Time For Second Best ®

www.pauldavis.ca

48 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

THE VERTICAL $10

Canada’s Vertical $10 at a glance Secure, Durable and Easy to Use The Bank of Canada issues new bank notes to stay ahead of counterfeiting threats and to keep pace with advances in technology. The new $10 note includes some enhanced security features to make it hard to counterfeit yet easy to use, thereby ensuring that Canadians maintain trust in their money. For free, downloadable materials to help your business train staff to recognize genuine Canadian bank notes and avoid counterfeits, visit www.bankofcanada.ca/retailers. Collaboration with the CashHandling Industry The Bank is working with financial institutions and bank note equipment manufacturers to minimize the impact of this note on the cash-handling industry. The new $10 note maintains the same suite of machine-readable features as the current polymer notes: it is made from the same polymer material, the large transparent window is in the same position, and it retains an opaque border around the window. Business owners of bank note handling equipment should contact their equipment suppliers with questions about machine compatibility. If you would like to learn more about how the Bank works with the cashhandling machine industry, visit: www. bankofcanada.ca/cash-handlingmachine-industry. The Portrait: Courage and Dignity A successful Black Nova Scotia businesswoman, Viola Desmond defiantly refused to leave a whitesonly area of a movie theatre in 1946 and was subsequently jailed, convicted and fined. Her court case is one of the first known legal challenges against racial segregation brought forth by a Black woman in Canada.

Viola Desmond was selected as the portrait subject for this new note by Finance Minister Bill Morneau following an open call to Canadians to nominate iconic Canadian women who could appear on the redesigned $10 bank note. Map: The Historic North End of Halifax Adjacent to the portrait, an artistic rendering shows a map of Halifax as it appeared in 1951 when Viola Desmond lived and worked in the North End of the city. Members of this community were a great support to her as she challenged her criminal conviction. National Symbols Canadian national symbols, namely the Canadian flag, maple leaves and the Coat of Arms, are presented as metallic elements in and around the large transparent window on the note. The main element in the large window is based on the vaulted dome ceiling of the Library of Parliament. A Window into Human Rights The back of the note carries Viola Desmond’s story into the present, with images and symbols that represent Canada’s ongoing pursuit of rights and freedoms, including The Canadian Museum for Human Rights, which opened in Winnipeg, Manitoba, in 2014. It’s the first museum in the world solely dedicated to the evolution, celebration and future of human rights. The Eagle Feather: Truth, Power and Freedom For many First Nations peoples in Canada, the eagle is believed to fly higher and see further than any other bird, and an eagle feather symbolizes ideals such as truth, power and freedom. It is intended to represent the ongoing journey towards recognizing rights and freedoms for Indigenous Peoples in Canada.

Visit www.bankofcanada.ca/vertical10 to learn more about the security features and design of Canada’s new $10 bank note.

Franchise Canada November | December 2018 49

Are you franchising in Canada? Join Canadaâ&#x20AC;&#x2122;s largest franchise community and weâ&#x20AC;&#x2122;ll grow your business together!

Credibility

Lead Generation

Education

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Discover all the benefits of CFA membership! Contact Ruth Stuart Moore at 800-665-4232 ext. 247 or rstuartmoore@cfa.ca Learn more at cfa.ca/join

is pleased to present a Special Franchise Focus on

QUICK SERVICE RESTAURANTS

Because life has to be enjoyed!

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Fatburger �� 53 www.fatburgercanada.com

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La Prep �� 58 www.laprep.com

Mr. Greek ��57 www.mrgreek.com/franchising

Pizza Pizza �� 55 www.pizzapizza.ca/franchising

Quesada Burritos & Tacos �� 56 www.quesada.ca

Special Focus: Quick Service Restaurants

Delicious and Nutritious Food for a World on the Go Every lunch hour throughout the country, thousands of hungry Canadians wrack their brains over what to eat. If they didn’t pack a lunch, they’ll likely make their way to one of Canada’s more than 75,000 food service franchise units. It’s a fact: Canadians love to dine with the franchise model. More Canadian Franchise Association (CFA) members are involved in the food service industry than any other sector, and with good reason. The food services sector makes up a significant portion of the franchise industry’s total growth, and continues to thrive. When it comes to keeping up with the fast-paced lifestyle of hardworking Canadians, quick service restaurant franchises are on the ball. According to IBISWorld, a provider of independent market research, increased consumer spending and ongoing product innovation by quick service restaurants has renewed consumer interest in “fast food”. Products with higher profit margins have been put front and centre at quick service restaurants, resulting in an increase in the average industry profit margin. According to a 2018 IBISWorld report, quick service restaurants are a $26-billion industry in Canada, with annual growth of 4.1 per cent between 2013 and 2018. This special section looks at the emergence of the quick service restaurant franchise model, and how it relates to the Canadian food service industry as a whole. It also highlights the franchises that are making convenience a top priority for their busy customers. Read on to discover the franchise opportunities available in this appetizing segment!

Franchise Canada November | December 2018 51

The Foodservice Industry in Canada – An Overview Annual Sales:

Share of GDP:

Number of direct jobs:

Share of Canadian workforce:

$75-billion 1.2-million

4.0% 6.9%

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

Number of indirect jobs:

283,000 In 2014, Canadian households spent an average of

$2,229 at restaurants.

18-million

restaurant visits per day in Canada

94,000 40%

of franchises are restaurants

Millennials and Baby Boomers are two of the key guest age segments, as they are visiting restaurants more frequently

45%

Percentage of people who visited a restaurant daily in 2014

Seven in 10 18-to-34-year-olds use a smartphone or tablet to look up restaurant directions/locations/hours of operation, while four in 10 use them to order takeout or delivery

CFA, Restaurantinvest.ca, Restaurants Canada, restaurantscanada.org, Statistics Canada

52 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Food Service in Canada Canadians love to eat! Restaurants Canada, the national association for food service, reports that Canada’s restaurant industry generates $85-billion in annual sales, which equals four per cent of Canada’s economic activity. According to Restaurants Canada’s Food Service Industry Forecast, between 2017 and 2021, commercial food service sales will grow by an average of 3.9 per cent annually. Adjusted for menu inflation, real sales will grow by 1.2 per cent; keeping pace with Canada’s population growth.

3.9%

Between 2017 and 2021, commercial food service sales will grow by an average of 3.9% per year. Adjusted for menu inflation, real sales will grow by 1.2%.

$78billion

By 2021, commercial food service sales will grow to $78-billion.

BC, ON, QC

At the provincial level, British Columbia, Ontario and Quebec will boast the strongest food service sales growth in 2017 and 2018. convenient.

DID YOU KNOW?

Franchise Canada November | December 2018 53

Types of Restaurants Some franchise models are very easy to define. Quick service restaurants, for example, and, on the other end of the spectrum, fine dining. But then there are those in between, like fast casual, that sit somewhere in the middle.

Quick Service Restaurants: Quick service restaurants have a focused menu and food is usually ordered at a counter and then brought to a table or taken out to eat. Many quick service restaurants offer drive-thru ordering for customer convenience. Also in the quick service category are fast casual restaurants. These establishments feature an ordering counter like quick service restaurants, with accoutrements like non-plastic cutlery and dishes and a made-to-order menu. Fast casual is generally considered to be positioned between quick service restaurants and casual dining restaurants.

FOCUS ON GREAT FOOD AND

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Looking for Single and Multi-Unit Operators in Ontario, Quebec and Alberta.

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54 Canadian Franchise Association

Tastes Good Like A Hamburger Should!® WWW.FRESH-BURGER.COM

www.cfa.ca | www.FranchiseCanada.Online

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

INVEST

IN LOCAL

now franchising coast-to-coast • Receive industry-leading training • Enjoy great marketing and operational support • Benefit from over 50 years of success • Join a network of more than 750 stores • Proud to be involved in our community

FRANCHISES AVAILABLE WWW. PIZZAPIZZA.CA/FRANCHISING 1-800-263-5556 FRANCHISINGINFO@PIZZAPIZZA.CA

Franchise Canada November | December 2018 55

What do Canadian consumers want from their foodservice experience? (Restaurants Canada: The Discerning Diner, 2015)

How restaurant customers have used their tablets or smartphones in the past year: Look up directions/locations/ hours of operation Order takeout or delivery

49%

Use rewards or special deals

23%

Look up nutritional information

15%

Make a reservation through an app/website Pay for a meal None of the above

24%

12% 8% 41%

108 LOCATIONS & COUNTING!

NOW IS THE TIME TO

GET ON BOARD!

WE’VE GROWN FROM 9 TO 108 LOCATIONS IN LESS THAN 6 YEARS! 92

Why Quesada? It’s easy! • Canada’s fastest growing Mexican QSR. • Low initial investment. • Hands-on support. • Steady same store sales growth. • Multi-Unit contracts available.

108

78 55

37 9 2012

Tom O’Neill, President 1-866-854-2400 Ext. 101 tomoneill@quesada.ca

19 2013

2014

2015

56 Canadian Franchise Association

2016

2017

2018

quesada.ca/franchising

www.cfa.ca | www.FranchiseCanada.Online

61%

of Canadians agree ‘strongly’ or ‘somewhat’ that: “Restaurants provide tastes and flavours that aren’t easily duplicated at home.”

How interested are consumers in using technology options at table-service restaurants? Self-service, touch-screen kiosks for ordering: 9% 13% 29% 20% Menus on iPads/Tablets: 11% 14% 27% Electronic ordering system at the table: 10% 16% 28%

29%

20%

28%

20%

27%

Definitely interested Somewhat interested Not at all interested

Very interested Not particularly interested

AVILABL E

NOW!

Why

Markha and Steelme Rogers Cen tre Woodbrid ge Brampton

• 30 Years of Traditions & Success • Established & Recognizable Brand • Award winning Greek restaurant and franchise

Danforth North Toronto. Mississauga Oakville Burlington

• Our leadership is committed and

passionate about driving Mr. Greek® forward into an exciting new era

Current Develop ment Opportunities

JOIN OUR GROWING FAMILY Contact Jon Diniz

647.993.3266

jon.diniz@mrgreek.com

www.mrgreek.com/franchising

Franchise Canada November | December 2018 57

How often do consumers eat out? Quick service restaurants: 39%

42%

16%

Table-service restaurants: 27% 41%

28%

Order food for delivery/takeout: 19% 39% Heavy (at least once a week) Low (at least once every six months)

61%

26%

4% 17%

Medium (at least once a month) Hardly (once a year or less)

of Canadians agree ‘strongly’ or ‘somewhat’ that: “Restaurants provide tastes and flavours that aren’t easily duplicated at home.”

58 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

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

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

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

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

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

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

ou’re ready to start a business, and have decided that the franchise business model is the right fit for you: you want to operate your own business, while having the support of an established system behind you. But before you get started and take that giant leap into franchise ownership, it’s essential to remember that franchisees are small business owners, and it takes a special combination of skills and traits in order to own and operate a business that resonates with your community. Here, we’ve compiled a list of 10 of the top attributes of Canada’s most successful franchisees. So read on, and get ready to undertake a serious self-assessment to ensure you have what it takes to join the ranks of elite franchisees across the country! 1. Hardworking There’s no doubt about it: franchising is a lot of work. Above all else, in order to thrive, a franchisee needs to be able to put in the time and effort to make their business a success. This is especially true for the first three to six months you’re in business, when you’ll be spending long hours learning the system and laying the foundation for a strong business. 2. Focused Based on the amount of work you’ll be putting into your franchise (see point #1), you need to be 100 per cent focused on franchising, as it’s a full-time career that requires full-time participation. Don’t entertain any notions of being able to balance franchising with another job or career; with most franchise businesses, there simply won’t be time for other employment endeavours. If you’re not ready or able to focus on your franchise full time, you may want to reconsider this path. 3. Business oriented Most franchise systems don’t require you to have specific skills or experience in the category you’re entering (for example, you don’t need to have food experience to own a restaurant franchise), but almost all franchisors

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are looking for candidates with strong business acumen. Ideally, you have an education or work background in business, with general business skills and know-how that can be transferred to assist you in running your franchise of choice. 4. Able to lead While you’ll be following the franchise system, as a franchise owner, you’re in charge of your operation, and are responsible for your staff, and your results. It’s up to you to encourage and motivate your team members, to provide guidance, and to solve any issues as they arise, so you need to be ready to heed this call.

www.cfa.ca | www.FranchiseCanada.Online

5. Enjoy working with people Franchising is a people-focused business: you’ll not only be interacting with your team of employees, but also with the customers/ clients you serve in a public-facing capacity. You need to be able to work with people to resolve problems, and to put your customers and community first. On top of that, you also need to be able to work with the franchise head office team, who will be there to provide continuous support. 6. Able and eager to communicate As you’ll be spending so much time on a daily basis with your team and your customers/clients, you need to be an effective communicator. You should be able to clearly articulate tasks and expected outcomes to employees so they can thrive, and strong communication skills will also be a major asset in developing relationships with members of your community, which is critical for local marketing efforts. 7. Ready to follow a system While you need to have entrepreneurial skills to own and operate your own business, you also need to remember that in franchising, you’re not going it alone. While the day-to-day operation of your franchise falls on you, ultimately, you’ll be following the system of operations as set out by your franchisor. Franchises are replicable businesses that are consistent from one location to the next, so you need to follow the system to the letter to ensure that your business looks and operates the same as every other franchise in your system. While you may not enjoy the freedom and flexibility of setting all of your own rules as you see fit, don’t forget that you’ll have the support of your system when you need it most, which is something that often can’t be beat.

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

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November | December 2018 61

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

One recipe for success in the franchise industry is to start small and grow larger. That seems simple and obvious, but there’s more to it than that: innovation is key, and the product or service has to be new and different. If it is, then franchisees can expect their investments to pay off handsomely, as the systems here show. BY DAVID CHILTON SAGGERS

Druxy’s Famous Deli

Franchise units in Canada: 33 Corporate units in Canada: 1 Franchise fee: $30K Investment required: $175K-$225K Training: 6 weeks Available territories: All of Canada In business since: 1976 Franchising since: 1990 CFA member since: 2008

Williams Fresh Cafe

Franchise units in Canada: 22 Corporate units in Canada: 1 Franchise fee: $30K Investment required: $625K Training: 8 weeks Available territories: All of Canada In business since: 1993 Franchising since: 1994 CFA member since: 1999

If you want to eat fresh deli food in Toronto, go to Druxy’s. The 34-store landmark covers the Greater Toronto Area and then some, from Explorer Driver near Pearson International Airport in the west to Ajax in the east and north to Barrie. Peter Druxerman, Vice-President of Marketing for Druxy’s Famous Deli and the brother of Bruce Druxerman, who started the business in 1976 in Toronto, describes the eateries as “old fashioned Jewish-style delis” that serve sandwiches, bagels, soups, and salads. “Everything is prepared fresh,” says Druxerman, “and you design your own food.” And the emphasis is on the quality of the food served rather than cost, he continues. As a result, there’s neither filler nor gluten in the meat Druxy’s serves. Druxy’s began franchising in 1990, and Druxerman says five new franchise locations a year seems ideal,

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www.cfa.ca | www.FranchiseCanada.Online

with the growth coming in Toronto, southwestern Ontario, and university towns. “It would make sense,” he explains, to use a master franchise to expand to British Columbia and Alberta. The cost of a Druxy’s franchise is about $225,000. Training takes four weeks and then the franchisee works with a trainer who comes in for two more weeks. Clearly the franchise model works for the Druxerman brothers, Bruce, Harold, and Peter. Two-and-a-half years ago they bought Williams Fresh Cafe, and there are now 23 locations in the system. The chain serves a wide selection of espresso-based hot and cold beverages, supported by soups, sandwiches, salads, hot meals, and desserts with locations throughout southwestern Ontario, including Kitchener-Waterloo, London, and Guelph. A Williams Fresh Cafe franchise costs about $625,000. Of course, a Druxy’s customer could be anyone, but Druxerman says “impulse” was the way to go when the system started to think about its target clientele. As a result, a Druxy’s or Williams can be found where people work or shop, and in hospitals and universities where visitors will be looking for a quality bite to eat. “Customers are looking for something a bit better,” says

Druxerman. “Our prices are higher but we serve larger sizes and fresher, more nutritious food.” As for the qualities he’s looking for in a potential franchisee, Druxerman says a passion for the business is a must. What’s more, a Druxy’s or Williams franchisee should have a passion for delivering great customer service and a commitment to serving the best food possible. The benefits of a Druxy’s or Williams franchise, he goes on to say, include self-employment, strong support from headquarters, and a culture that truly cares about its franchisees.

Financing franchisees, and their dreams.

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Franchise Canada November | December 2018 63

Mo’s Golden Pretzel

Corporate units in Canada: 3 Franchise fee: $20K Investment required: $90K-$200K Start-up capital required: $20K-$40K Training: 3 Weeks Available territories: All of Canada In business since: 2015

Nimrod Oren remembers how he and his business partner, Boaz Mestbaum, checked out every retail mall they could, both in the U.S. and Canada, in search of the right concept. “We were always on the lookout for something new,” says Oren. And they found it: the pretzel. The staple of American ball parks has been around forever, but the time was right, Oren continues, to serve the simple piece of twisted, baked dough to Canadians from kiosks and stores coast-to-coast. Toronto-based Oren calls the pretzel an “in-between snack” for people on the go. It’s a relatively simple concept, he says, and franchisees don’t need to know much about food, since they aren’t investing in a restaurant. In fact, “The trickiest part of running a Mo’s franchise may be rolling and shaping the dough the right way,” says Oren with a laugh. Mo’s Golden Pretzels are freshly made in batches onsite every day using Canadian and locally-sourced ingredients. Its target market is just about everyone, from families to seniors. “We cast a wide net,” says Oren. A

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kiosk costs between $110,000 and $120,000, and a store from $90,000 to $200,000 (depending on size), and both are turnkey operations. Training takes three weeks, with continued support available after that. Oren, who has just started franchising, began Mo’s Golden Pretzel in 2015. There are two corporate kiosks in Brampton and North York, Ontario, and a corporate store in Hamilton, Ontario. This year, a new franchise location will open in Toronto, with a couple more units scheduled to open early next year. Many of the potential investors he’s talked to are married couples or entire families, says Oren. He emphasizes that Mo’s Golden Pretzel is mall-based, but not a food court business, and as for expansion, Oren says at this point, he and Mestbaum will check out any location. “All we need is traffic. That’s it.” Although these are early days, the system will eventually be rolled out nationally and internationally. Oren is looking for highly motivated investors with strong people skills, and a business background would be useful, but isn’t necessary. “We are very comfortable with talking to anyone with or without franchise experience, as we are confident we can guide them through the process,” he says. As for the benefits of investing with Mo’s Golden Pretzel, Oren explains that the system offers a great-tasting product, and an all-Canadian brand. In addition, there’s the low investment involved, and the extensive retail experience provided by the Co-owners. Oren and Mestbaum are hard-driving business executives, and franchisees can take advantage of that, Oren says.

www.cfa.ca | www.FranchiseCanada.Online

The Works Gourmet Burger Bistro Franchise units in Canada: 23 Corporate units in Canada: 4 Franchise fee: $45K Investment required: $650K-$950K Start-up capital required: $400K-$550K Training: Up to 12 weeks Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario In business since: 2001 Franchising since: 2010 CFA member since: 2011

Seventeen years ago, The Works Gourmet Burger Bistro opened for business in Ottawa. The restaurant had just 27 seats, but, says President of The Works, Bruce Miller, “We opened to lineups.” There are now 28 franchises in the system, all in Ontario, and Miller says there are more great opportunities in that province with four more restaurants due in Sudbury, Windsor, Mississauga, and North York. Elsewhere, Miller explains he’s looking at expansion in Alberta, Manitoba and Quebec. The Works needs a community of about 100,000 to support a successful franchise.

Miller is looking for owners and owner/operators. “Industry experience is a bonus, but not necessary if you [the investor] choose to be an owner,” he says. Training takes 10 weeks, both on-site and in class, at The Works’ headquarters in Oakville, Ontario. The total cost of a franchise is $800,000 for the largest-sized unit. The system has a flexible build model, Miller explains, with a “bull’s eye” space of about 3,000 sq. feet including a patio. All restaurants in the system serve alcohol, and each of them have the same unique Works décor. As its name implies, The Works offers gourmet burgers with an astonishing 14-million combinations of burger for guests to choose from. The menu is in a constant state of innovation, with offerings such as the Kobe Ragout-style burger. The Works also has gourmet salads, sandwiches, and a full children’s menu. Its clientele is broadly based, says Miller, and its prices are mid-range. As for the benefits of investing in The Works, Miller points out that for a full service restaurant, startup costs are low. Investors will need actual capital of $350,000 to $400,000 and there are financing arrangements for the balance. Further, he says, there is The Works’ undisputed product innovation, and its leadership in the dining-out sector.

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Millennials in Franchising

BAPTISM BY FIRE

In his first week as a franchisee, Jesse Roberts overcame major operational hurdles to eventually establish his Cranbrook, B.C. location as one of Arby’s top franchise units. BY JORDAN WHITEHOUSE

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www.cfa.ca | www.FranchiseCanada.Online

Millennials in Franchising

t’s been over five years since 30-year-old Jesse RobWhile he was in school, the Arby’s Cranbrook franerts took over the Arby’s in Cranbrook, B.C., but it chisees approached him. He had worked with them at doesn’t take him long to remember the biggest chal- another restaurant previously, and knew that despite lenge he faced in his first weeks as a young franchisee. being just 25, he had what it would take to take the reins. “When we came in, we let the staff know that things He didn’t have the capital to buy the franchise outright, were going to change. We were going to hold ourselves to however, so they helped him finance it. the high standards of the Arby’s brand,” Roberts recalls. Yet even with all of these stars aligning, it’s tough to The eventual turnover of much of the original staff imagine most twentysomethings having the confidence allowed Roberts to start with a clean slate. What’s more, to run a restaurant and manage everything that goes it allowed him to hire people who had both the willing- into it. Roberts wasn’t like most twentysomethings, howness to learn and the high energy he needed to take the ever. He had an intense passion to succeed despite his restaurant to the next level. lack of long-term business experience. And take it to the next level they did. Within the past The other thing that made him want to jump into busiyear, Roberts’ Cranbrook location has achieved some of ness with Arby’s, he says, is that the concept is so differthe highest customer satisfaction scores of any Arby’s ent from anything else out there. restaurant in the world. “No one else in our category is creating meaty sand“We took a very strong approach to customer ser- wiches with this much variety, quality, and abundance vice,” says Roberts. “It requires the entire team – both as we are,” he explains. “Our menu creates a delicious the management and our team members – to buy-in to a experience for guests and a competitive advantage for shared goal.” franchisees.” Part of what helped Roberts connect with his new And in recent years that difference has clearly made team, he thinks, was his relatively young age. Roberts a big impact on customers. In 2017, Arby’s announced was 25 when he took over the franchise, which made him plans to open 10 new restaurants in Western Canada, close to the same age as many of his employees. and it now has six new locations under development. “I think my age has made it easier for me to engage our team members and see what they see,” he says. “It’s also helped me spark a level of fun in our restaurant. Working hard is easier when everyone is having fun.” It’s clearly worked. While the average employee turnover rate in quick serto toMake MakeaaDifference Difference vice franchises is around six months, the typical TThe heCC oMforT oMforTKK eepers eepers ®®aadvanTage dvanTage employee at Roberts’ Arby’s 1.1.Proven ProvenBusiness BusinessModel Model- -Over Over50 50franchises franchisesacross acrossCanada. Canada. location stays for two-andWith Withover overaadecade decadeofofexperience experienceand andsuccess, success,Comfort Comfort a-half to three years. Keepers® Keepers®isisaaproven provenbusiness businessmodel. model.

Opportunity Opportunity

The Right Fit Arby’s has turned out to be a really good fit for Roberts. Though he had some restaurant experience, he was actually on his way to earning a science degree before taking over the franchise. But, as sometimes happens, the right opportunity appeared at the right time, and he couldn’t pass it up.

2.2.Comprehensive ComprehensiveSupport Support Comfort ComfortKeepers® Keepers®offers offersan anabundance abundanceofofresources resourcestotogrow growthe the business. business.From Fromtraining, training,coaching, coaching,marketing, marketing,technology technology......and and more. more. 3.3.Contribute Contributeto toLocal LocalCommunity Community Our OurComfort ComfortKeepers Keepersfranchisees franchiseesfeel feelas asgood goodabout aboutcontributing contributing totothe thecommunity communityas asthey theydo doabout abouttheir theirown ownbusiness businesssuccess. success.

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Co Comfo mforrtKe tKeeepe perrs.ca/franchise s. ca/franchise Franchise Canada November | December 2018 67

Millennials in Franchising

There are now 56 locations in Canada and over 3,400 worldwide. Between 2011 and 2017, Arby’s achieved seven consecutive years of positive same-store sales growth, and since 2011, average unit volume growth is up by 37 per cent. The Right System A big reason for Arby’s recent growth is the brand’s reinvigoration efforts, says Craig Walker, director of franchise operations with Arby’s Canada. Launched in 2014, the rebranding includes a new restaurant design called “Inspire” which delivers an upgraded guest experience. It includes new features and décor, such as wood tones, white brick, subway tiles, stainless steel finishes, chalkboard graphics, along with upgraded lighting and landscaping. “The design reduces development and remodeling costs, increases energy efficiency, and adapts to a wide range of site opportunities,” says Walker. Roberts recently remodeled his restaurant to include the Inspire restaurant design, and while the upgrades are excellent, he says what’s made the biggest difference during the recent brand reinvigoration is the corporate support he’s received. “They’ve made themselves extraordinarily available. Sometimes I’ll send out emails on weekends not expecting them to come back until Monday, but I’ll sometimes get a response even from the head of Arby’s Canada at 7:30 p.m. on a Saturday,” he explains. Roberts think that a lot of these changes come from having a team exclusively dedicated to Arby’s Canada franchises, and Craig Walker’s leadership. When Walker joined Arby’s, he travelled to every location in Canada, sitting down with each franchisee and taking the time to hear what they had to say. “During our first meeting, he spent four hours talking with me about the brand and my vision for the restaurant,” says Roberts. “I kept expecting him to say, ‘Oh, I better take off. It’s great to meet you.’ But he was perfectly content to sit there and answer every possible

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question I had. He was legitimately interested in helping me succeed.” The Right Future Roberts says that another reason why Arby’s is trending upwards is the “incredible” products they’re coming up with. Recently, Arby’s Canada showcased its Smokehouse Brisket as part of three limited time menu items, including the Brisket Poutine, the new Spicy Brisket Poutine, and the Smokehouse Brisket Sandwich. “They’re introducing menu items that drive traffic, and they are finding clever ways to use ingredients that are already in the restaurant,” Roberts says of the innovative menu. Taken together, all of these recent improvements mean that he has no plans to leave Arby’s any time soon, though he has opened a gastropub and craft beer bar of his own in Cranbrook called Fire Hall Kitchen & Tap. This constant drive to do more is the hallmark of a rising-star in the franchising community. Which brings him, finally, to one piece of advice he’d give to any new young franchisee like himself: “Do the simple things well. Take care of your staff, offer a quality product, and care about your customers,” says Roberts. “You don’t have to be a business expert to run a successful business; you just need to do the simple things well and learn from your mistakes.” ARBY’S STATS Franchise units in Canada: 50+ Franchise fee: $37,500 Development fee: $12,500 Investment required: $320,800-$1,894,200 Start-up capital required: $500,000 liquidity and $1-million Training: 7 weeks Available territories: All of Canada In business since: 1964 CFA member since: 2017

www.cfa.ca | www.FranchiseCanada.Online

THE FIRST YEAR

NOWHERE TO GO BUT UP! After a promising first year, Fatburger franchisee Vishal Vaghani plans for a long and successful future with the iconic Western Canada brand. BY KRISTIN DI TOMMASO

hen Vishal Vaghani immigrated to Canada from India in 2011, he had big dreams. A student at the time, Vaghani studied Retail Management at Sheridan College in Brampton, Ontario before heading west to begin his career and new life in Saskatchewan. It wasn’t long before Vaghani was working as a manger in his field of study. Soon, he was offered the position of Area Manager, a role in which he would be responsible for overseeing ten additional retail stores. That’s when the budding entrepreneur had an epiphany. “Instead of working for someone else, I started to think, why not work for myself,” Vaghani reflects. “That had really been my goal since I came to Canada.” That’s when an opportunity to invest in a Fatburger restaurant presented itself. The award-winning burger chain, which first got its start in Los Angeles in 1952,

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came to Canada in 2005 when it opened its first location in Vancouver. Today, the brand is a staple for residents in British Columbia, Alberta, Saskatchewan, and Manitoba, with 54 locations. Like many Western Canadians that try Fatburger’s juicy hamburgers, Vaghani was immediately sold on the brand. “I truly believe this is the best burger you will ever have,” he says. “So, when a Fatburger franchise location became available, I decided to go for it and start something on my own.” In September 2017, Vaghani took over Fatburger’s sole location in Prince Albert, Saskatchewan, the province’s third-largest city of about 35,000 people. With the Prince Albert Fatburger being a corporate location prior to his investment, the first-year franchisee had big shoes to fill according to the company’s Director of Marketing & Creative Services, Tracy Frazer.

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THE FIRST YEAR

“Our Prince Albert location has always had a great standing in the community,” Frazer says. “We needed a franchisee who could maintain and grow this reputation and Vishal has lived up to the challenge. The feedback we get from guests about their experience has been fantastic.” Now, as the new franchisee puts his inaugural year behind him and kick-starts his second in the restaurant industry, he is learning and growing from his experiences. Learning the ropes Like with any new role, Vaghani spent a large portion of his first-year with Fatburger learning on the job, and experienced first-hand the many challenges new franchisees face. One of the more daunting of these challenges for Vaghani was familiar to any business owner in the food service sector: inventory management. Fatburger serves fresh, never frozen beef in all of their hamburgers as well as fresh produce to top burgers and sandwiches. Because of the consistent need for fresh ingredients Vaghani says that determining how much inventory to order from suppliers can get tricky. It was one aspect of the job that he admits took some trial and error to get right. Inventory wasn’t the only challenge the franchisee had to overcome during the first year. Because Vaghani took over a corporate location, staffing was already in place, but that didn’t mean the hiring process was something he could check off his to-do list. “There were a lot of people who left when I took over,” Vaghani recalls. “And that happens everywhere. When new management comes in, people tend to leave.” Whether it be staffing, inventory or the day-to-day issues that arise on the job, Vaghani says he was seamlessly able to handle these typical first year challenges with the help of Fatburger’s franchisee support system. Before officially taking possession of a Fatburger location, corporate personnel supply prospective franchisees with need to know information about the brand, including extensive training at an existing location. For Vaghani, that meant spending time at a Fatburger restau-

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rant in Saskatoon, where he shadowed an experienced franchisee. What’s more, he needed to pass a written exam at Fatburger Canada’s corporate support centre in Burnaby, British Columbia. Onboarding franchisees must be well-versed in Fatburger’s cooking and service standards as well as a long list of menu items in order to pass the exam and move on to opening the doors of their new location. With corporate support centre staff on site two to three days before the doors open, franchisees get the opportunity to ask last minute questions and make sure their restaurant is fit to serve guests. “The training is awesome,” Vaghani says. “They promised me before they officially handed me over the store, that they would make sure it was ready. And that’s exactly what they did.” The initial training isn’t the only thing Fatburger franchisees can expect during their career as a small business owner. Vaghani says franchisees receive continuous training, and with new company promotions occurring on average every two months, it means operators receive training on a regular basis. Jump right in Though Vaghani is still new to the business, he’s confident enough to tell any prospective franchisee seriously considering investing in a Fatburger franchise, to go for it. When asked what makes Fatburger such a strong investment opportunity, Vaghani points to the drawing power of the brand itself. “This franchise is known for its high-quality product,” he says. “This is the best burger brand out there so the product really sells itself. As a franchisee I don’t have to worry about working too hard to promote the business because guests already know how great it is.” Still, Vaghani says being a franchisee isn’t always easy. He maintains that hard work, no matter what the industry, is a must. And when it comes to running a Fatburger franchise specifically, the one crucial piece of advice he can give is to know all the stations in your restaurant.

www.cfa.ca | www.FranchiseCanada.Online

THE FIRST YEAR

From the cash station, to the grill, to the assembly line in the kitchen, there are many aspects of running a restaurant that makes it tick. Knowing each station inside and out is fundamental, especially when it comes to training employees. “If you let someone else train your employees, they won’t necessarily follow the proper protocol,” he explains. “That’s why I am hands-on with everything. You never want to compromise the quality of the product or service you give your guests.” Being hands-on has certainly paid off. Vaghani isn’t just a Fatburger owner. He is a part of the crew. Working in the restaurant seven days a week, Vaghani says he wouldn’t have it any other way. It not only lets him see how his business is moving along, but he has come to know his guests and their orders, allowing him to provide guest with exceptional levels of hospitality. “We want our guests leaving our restaurant happy. That’s what we’re always striving to achieve,” he adds. Looking towards the future No matter the sector, the first year as a new franchisee will have its ups and downs. But for Vaghani, he only sees the positive. “So far, my experience has been wonderful,” he proclaims. So wonderful in fact, that the entrepreneur has big plans for his future with the brand. Vaghani is committed to opening more Fatburger locations if

and when the opportunity presents itself, which may be sooner than he thinks. “We’re in a great period of growth right now,” says Frazer. “We are also in the wonderful position of having numerous multi-unit franchisees who have opened one location and then decided to open more. It’s a position we’re happy to be in.” This bodes well for Vaghani who says he is willing to move outside provincial lines and open another restaurant in Alberta. And if you ask Fatburger Canada corporate support centre if he will make a perfect multi-unit franchisee, the answer is a resounding “yes!” “He’s very customer service oriented,” says Frazer. “He’s hard-working and is really focused on learning our brand inside and out, which is key. In addition to all of that, he’s kind, caring, and approachable which are personality traits well suited for the restaurant industry.” FATBURGER STATS Franchise Units Canada: 49 Corporate Units Canada: 5 Franchise Fee: $50K Start-up Capital Required: $175K-$250K Investment Required: $425K-$525K Available Territories: All of Canada Training: 2 Months In Business Since: 1952 Franchising in Canada Since: 2010 CFA Member Since: 2009

Midas is proud to be a world-class leader in the automotive service industry and the gold standard when it comes to total car care. When you join the Midas team as a franchisee, you’re joining a multi-billion dollar industry servicing a growing vehicle population. Build your future with us while we expand our success throughout Canada.

Visit www.midasfranchise.com or call 800-365-0007 This advertisement does not constitute an offer of a franchise. A franchise offering can be made by us only after we provide you with an appropriate Canadian disclosure document (as applicable in each province). Franchises may not be avalable in all provinces.

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A DAY IN THE LIFE

Prairie Power! Franchising all about work, family, and community for husband-wife franchisee team of Brandi and Ron Cales in Kindersley, Saskatchewan BY KYM WOLFE

hat does typical day look like when you own and operate a Panago Pizza franchise? Well, that depends. What day of the week is it? What’s going on in the local community? Is school in or out? What’s the weather like? How long have you been in business? Brandi and Ron Cales purchased the Panago in Kindersley, Saskatchewan five years ago, and they say all of these things will affect what you do on any given day. It took some time to set their daily routine and get into a good flow. There have been ups and downs, but they would “do it all again in a heartbeat.”

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www.cfa.ca | www.FranchiseCanada.Online

A DAY IN THE LIFE At any given time, one or both members of the husband and wife team are present at the store. They each work a regular shift, with one working days while the other works evenings, and they share the behind-thescenes administration, from staffing to balancing the daily paper work. “Our typical day starts at 8:30 a.m. and ends at 10 p.m.,” says Ron. “However, we have the added hours of office work, supervising staff, making sure our projections are done, and groceries and supplies are ordered, plus we’re always on call in case of emergency.” One of their greatest challenges is finding a good balance as they juggle work responsibilities, family time, and volunteer commitments. In addition to running their Panago franchise and raising their busy family (the three children, who range in age from six to 11, all play minor sports), both are active in the local community. Ron is a volunteer firefighter, while Brandi volunteers with the school council. Both are involved with their kids’ baseball and hockey leagues, either coaching or coordinating. When they first started operating their Panago franchise, Brandi was working a full-time job elsewhere, so Ron handled everything in the store. They had purchased their location from an existing franchisee, so they were not starting totally from scratch, but there was still a steep learning curve and both were putting in long hours. “When we first started the call centre really saved us,” says Ron, referring to the centralized Panago phone number that is set up to handle customer calls and route orders to the nearest Panago location. “Even now, there are times when we get too busy and don’t have time to answer the phone.” Brandi now works fulltime alongside Ron, plus, she says, “We have a very good manager who takes a load off of us.” Two more full-time staff and close to two dozen part-timers, mainly high school students, round out the staff team. The Caleses find Panago’s labour matrix tools are helpful when they are setting schedules, and say that working with staff is one of the highlights of their daily routine. Another highlight is serving and interacting with customers. “We are both friendly and outgoing, which we believe is an

asset to owning a fast-paced restaurant. We get a ton of walk-ins.” Along with their regulars, they say, “We’re in an oil town, so there are lots of temporary workers coming in and out.” Although the store has seats, typically customers pick up and go or have food delivered. Groceries and supplies are delivered three days a week. “There is an art and a science to ordering,” says Ron, adding how he finds that accurately projecting needs is an ongoing challenge. “If we were in a city and ran out of something, we could borrow from our fellow franchisees, but the closest Panago to us is two hours away so we need to keep a large inventory of some items.” Pizzas make up the lion’s share of sales, and there is a diverse range of toppings to stock including vegan and lactose-free options. The store also carries salads, wings, and desserts. Keeping a finger on the pulse of local activities and events is important, and something that they work into their daily routine. “You need to know what’s going on in your community,” says Ron. He and Brandi keep track of rodeos, sports tournaments, and other area events. They also plan for hot lunch and pizza days in the local elementary and middle schools, plus cater to the high school and middle school canteens. They also do sampling, dropping off complimentary pizza samples and menus during nursing week or volunteer appreciation events, for example. Initially Brandi and Ron struggled with food costs and waste, and over time they have found Panago’s food waste control system to be an effective tool. “We are

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Franchise Canada November | December 2018 73

A DAY IN THE LIFE

“Success doesn’t happen overnight, it requires hard work and determination. You have to be able to adapt and learn on the fly.”

also transparent with our staff and share information about things like food costs – the more they know, the better our performance,” says Brandi. Listening to their staff and keeping everyone informed is important to the Caleses, so they regularly post information on a staff-only Facebook page and on the in-store staff notice board. They also hold staff meetings every month or two – usually timed around a new product or promotion. “We belong to a franchise that is always looking for ways to improve our product. Panago is always looking to find healthy alternatives to cater to all customers,” says Ron. “When they come out with something new, they automatically ship some out to us.” Both Brandi and Ron have post-secondary education and restaurant industry experience. “Panago offers great training on how to run a store, so I don’t think you need a business background. But it most definitely would be a bonus,” says Ron. More significantly, “We believe experience in working in the food industry is important.” The Caleses frequently turn to their Panago Business Development Manager (BDM) to answer questions and provide support. “We 100 per cent use our BDM. She’s been amazing! She comes out to do reviews and help us set goals – financial, training, business growth, marketing – and she’ll also do surprise visits during the year to assess cleanliness and speed of service, plus an annual evaluation to rate the quality of our products and service,” says Ron. Panago’s BDMs are at the core of the company’s operational systems, and are available to help franchisees navigate any business challenges that arise after they have completed initial classroom and hands-on training. “We love that Panago stands behind their franchisees, and has many systems that help get you to be the best you can be,” say Brandi and Ron. “Success doesn’t hap-

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pen overnight, it requires hard work and determination. You have to be able to adapt and learn on the fly. We believe baby steps and putting Panago’s systems in place are key – stay focused on the task.” The franchise has proven operational systems that guide the day-today running of the store, with flexibility to respond to each franchisee’s unique situation. “We love that no matter what Panago you visit, you can expect the same quality pizza and great service.” While there are franchise opportunities available in all provinces, Panago is focusing its expansion efforts in Saskatchewan and Ontario. There are incentive programs available in both provinces. Brandi and Ron offer this advice to people who are interested in operating a Panago: “Talk to current franchisees and study the product. We chose Panago because we loved the brand. We figured Panago was the perfect choice for us. Franchisees should be positive, hard working, organized, great with communications and able to work well with people in a fast-paced environment.” PANAGO STATS Franchise Units Canada: 195 Corporate Units Canada: 5 Franchise Fee: $25K Startup Capital Required: $160K Investment Required: $478K (average) Available Territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, New Brunswick, Nova Scotia, Prince Edward Island, Newfoundland and Labrador Training: Initial and ongoing training In Business Since: 1986 Franchising Since: 1986 CFA Member Since: 2004

www.cfa.ca | www.FranchiseCanada.Online

LEADERSHIP PROFILE

DESTINED TO FRANCHISE

Driverseat CEO and co-founder Brian Bazely’s dive into the franchising world came organically as life lessons drove him to build a brand founded on integrity, respect, social responsibility, and honesty. BY ROMA IHNATOWYCZ

rowing up in a family of 12 children, Brian Bazely learned several important life lessons from a very young age: a sense of resiliency, a hard work ethic, and care and consideration for others. It came with the territory, and these traits dovetailed perfectly when Bazely set out to build his career later in life. “We were taught at a very young age that it’s OK to make mistakes, just to be honest about it and to always be respectful and put people first,” says Bazely, CEO and co-founder of Driverseat Inc. “This can manifest itself in different ways, but for me, it’s about my passion for business and seeing franchisees succeed.” The unique role that franchising plays in helping others is what eventually pushed Bazely to launch his own franchise brand Driverseat, together with his brother Luke. The siblings knew they wanted to run their own business, and they wanted it to be something that would

contribute to the community around them. It was about building a brand founded on integrity, respect, social responsibility, and honesty. When they introduced Driverseat to the Canadian market in 2012, it was a novel and entirely new concept: a franchise providing ‘drivers for hire’ to people who needed someone to drive their car for them. It could be a designated driver after a night out on the town, assisted transport for an elderly client, or a chauffeur taking someone to the airport. Whatever the reason, the aim was to deliver a low-cost, more convenient alternative to traditional options like taxis and ride-sharing apps for those who already owned their own vehicle. “We created a business that allows people to take their asset, which is their vehicle, and use it,” Bazely says. “People are aging, so they may not have the same freedom with their driving anymore, or they might be busy professionals who need someone to chauffeur their children

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LEADERSHIP PROFILE

“I REALLY WANTED SOMETHING OF MY OWN. I WANTED TO LEAVE A LEGACY.”

around, or they might like to go out and have wine with dinner. There wasn’t really a great option for them to get themselves home, safely, in their own vehicle.” The backstory Bazely didn’t just wake up one morning and, on a whim, decide to start his own franchise. A lengthy career primed him for his current role and equipped him with the requisite skills. One could say the ball got rolling with his decision as a young man to study business at Western University, only to drop out when he ran out of money and start working to fund his studies. “As one of 12 children there wasn’t a lot of cash lying around, so I decided to work to support my going back to university,” says Bazely. “I enjoyed the work side so much, I never went back.” Instead, Bazely forged a lengthy career at Toys R Us, where he rose to the position of director of operations for the company’s 85 stores in Canada. This was followed by a tenure at The Beer Store as executive VP of retail for the $3-billion, 700-store Ontario chain. With such a sterling resume, Bazely’s climb up the corporate ladder seemed predestined. But mid-way through his career he switched gears and bought an Anytime Fitness franchise, eventually becoming the franchisor for the brand in Canada. The surprise move was prompted by a desire to connect with the Kitchener-Waterloo, Ont. community he lived in and to ease up on his business-related travel to spend more time with his family. Little did Bazely know, the decision would set him on a new career path that would one day see him launching his very own franchise brand. “It

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was my first foray into franchising and I completely fell in love with the concept,” says Bazely. “I loved working with franchisees and the idea of building something that would allow them to prosper in their own business.” But eventually, says Bazely, “I really wanted something of my own. I wanted to leave a legacy.” Driverseat was a concept that checked all the boxes and fulfilled the aspiring entrepreneur’s overarching desire to help others. He built the new business as a franchise from the start, preparing all the branding, marketing and communications material well in advance. “Everything we built in the earliest days was centred around franchising,” says Bazely. “Every aspect revolved around the idea of creating a franchise package for our franchisees that would tell them how to run the business and make money out of it, and provide them with library images, standards, logos, etc. We built all of that before we even launched.” With his experience as both franchisee and franchisor, Bazely was perfectly positioned for his new role, while his brother Luke, who has an engineering background and is now the company’s president, developed the tech side of the business. A good deal of their initial investment went into the technology required to guarantee a smooth and successful operation. They needed to make sure they had the required analytics on their end to grow the business and deliver the ease-of-use that tech-savvy customers demand. Today, all Driverseat bookings are funneled through a central system managed by the company’s head office and drivers can easily be ordered with a push of a button through their user-friendly dedicated app.

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LEADERSHIP PROFILE

The franchisees Start-up costs for franchisees are at the low-end – around $35,000 – primarily because the business operates as a home-based model, but a scalable one. Territories are based on populations between 80,000 and 100,000, and franchisees can grow their operation into a large network of drivers who use their own cars to get to clients. There is also a transactional B2B shuttle service that was recently introduced and is now available in about half of the company’s territories. While it may be a home-based model, that doesn’t mean Driverseat franchisees are homebodies. On the contrary, franchisees need to actively promote the business in their community, whether it’s visiting restaurant and bar owners, participating in neighbourhood festivals and fairs, or pitching story ideas to the local media. They also need to be savvy communicators on social media, posting regularly on dedicated Instagram, Twitter, LinkedIn, and Facebook accounts. “Social media is a significant part of what we do,” stresses Bazely. “It’s how we market and build our brand, and we spend a lot of time teaching our franchisees the basics of this and the analytics involved.” While the company’s team of franchisees come from a diverse mix of backgrounds – there are financial advisors, corporate retirees and even former Driverseat chauffeurs – their work experience is far less important than their work ethic and personality. First and foremost, they need to be sociable and comfortable reaching out to new people. “You have to be the face of this business and enjoy shaking hands and meeting people,” says Bazely. “It’s more about a franchisee’s ability to communicate

effectively and be passionate about their coachmen and the customers than it is about their experience.” Today, Driverseat is a 24-franchise unit operation spread out across four provinces: Nova Scotia, Manitoba, Saskatchewan and Ontario, its strongest market. The plan is to double that number in the next 12 months, with two more franchises already set to launch at time of print. The company is also expanding outside of Canada. It is in talks with a master franchisor in Jacksonville, Florida, and in early-stage discussions with interested parties in Australia and Chile. Bazely’s long-term goal is an ambitious one – he wants to grow Driverseat into a global, 2,000-branch operation spanning 20 countries. Not bad for someone who, out of necessity, dropped out of university. That said, Bazely did eventually return to complete a one-year executive management course at the University of Toronto’s Rotman School of Management. The executive-turned-entrepreneur has been invited back to lecture as well, reaping one of life’s sweetest rewards. DRIVERSEAT STATS Franchise Units Canada: 24 Corporate Units Canada: 2 Franchise Fee: $17K to $21K Startup Capital Required: $25K-$37K Investment Required: $25K-$37K Available Territories: All of Canada, International Training: 5 Days In Business Since: 2012 Franchising Since: 2013 CFA Member Since: 2013

Franchise Canada November | December 2018 77

EMERGING SYSTEM

Driven by Principles

Growing franchise system EverLine Coatings and Services president John Evans eyes aggressive expansion with like-minded franchisees leading the charge.

BY KAREN STEVENS

ometimes a great business idea is right under your nose. Or, in the case of line painting and parking lot maintenance company EverLine Coatings and Services, right under your feet. Company president John Evans became familiar with the franchise model while running a painting company while pursuing his university degree. He was very successful in this venture. “I was at the top of the province and second in Canada for revenue,” he says. As he was contemplating what he wanted to do when he graduated, he happened to attend a franchise show. One of the companies present was licensing a durable paint product that could be used for traffic markings. This gave Evans an idea. “It got me

78 Canadian Franchise Association

thinking about how the paint could give a standalone company here in Calgary an advantage with a unique more durable product than what is out there on the market,” he recalls. So, he went for a weekend of training with the company, where he learned how to perform parking lot line painting. From there, he started EverLine in 2012. “It’s really fun and exciting to see this business grow, and to give this business model to other people and see what they can do with it,” he says, adding how his expectations were exceeded by the franchisees he’s brought on board. “Never in my wildest dreams did I think I’d see a franchisee in his third year match our revenue when I’ve been in the business for seven years. Seeing how this model works in different markets has been very inter-

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EMERGING SYSTEM

esting. I wasn’t sure how the EverLine business model would work in smaller areas like say Saskatoon or Sudbury, and they are absolutely killing it.” Evans has a really clear idea of what an ideal EverLine Coatings franchisee looks like as the organization eyes a youth movement. Having ran a painting business as a student himself, he knows first-hand what younger franchisees can bring to the table. “We are really focused on having millennials as franchisees. At EverLine, we are harnessing the energy of the millennial generation,” he explains. Specifically, he wants millennials who have run a student painting business in the past, adding how the benefit of this experience is that the EverLine business is familiar to them, but is still different enough to remain interesting. “It’s a new opportunity working business to business instead of business to consumer,” he adds. “We found that it’s an excellent transition for those who have had a painting franchise, because all of our franchisees have that [background].” Above all, he wants to attract “People who understand the challenges, sacrifices and rewards of being an entrepreneur.” EverLine company policy is to recruit and retain franchisees and employees using the company values, which they refer to as the ‘DRIVEN Principles’: Dedicated, resourceful, integrity focused, value based, excelling, and nourishing. “They are a powerful tool not only for the franchise owners that they bring on, but the people

that they hire,” Evans says of the company credo. One of the benefits of a small, emerging system is that franchisees get to be more involved with how the system develops. “They get a chance to make their mark,” he says, pointing out how McDonalds’ iconic Big Mac was invented by a franchisee. “Millennials want to make an impact, wherever they end up. This is a unique opportunity where they are getting in at the ground floor and are part of the story and the history of the company.” Another benefit of the EverLine franchise system is that the company stretches across the country. “There’s a lot of power in national collaboration as a company,” he states. EverLine also has the exclusive rights to a proprietary paint called TBL Durables. “It lasts 2-3 times longer than what is out there on the market, so it gives us an edge working with malls and municipalities,” he says. Shared marketing insights, shared best practices, and a pricing software to keep everything consistent are more of the system’s benefits, according to Evans. Evans says that alongside all of the positive aspects of the franchise system, there are still challenges. “As with any franchise, people have different personalities running the same business, and they prioritize different things,” he points out. “But it’s all about just working through that and coming up with the solutions that work for everyone.” After a franchisee is brought on board, they attend three separate training weekends in either Calgary or

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EMERGING SYSTEM

Toronto. This first training session is focused on effectively building and running the business, with introductory training in how to paint parking lot lines. “They learn how to sell and how to establish the administrative side of the business,” says Evans. “In the second session, we apply more advanced tactics to the individual parts of the market to make sure that the franchisees are maximizing their success for their first summer out of the business.” The third and final training session is focused on the line painting itself. “We get them and some of their line painters on the machines so that they are learning their trade and ready to roll as soon as the snow melts,” describes Evans. “We give franchisees relevant information in small bites; this leads to greater retention and better training. We do it all over a few months so that learning is less like drinking out of a firehose.” The franchisor also provides ongoing biweekly support meetings where all the franchisees have the opportunity to collaborate. “That actually gives us an advantage coming up with good ideas,” Evans points out. Beyond that, franchisees also have one-on-one meetings where they go over the financials, and make sure that they are hitting their targets and reaching their goals. Resources are also available whenever a franchisee needs them through an internal communications platform in the cloud. Since EverLine services national clients like Home Depot, 7-11 and Walmart, Evans wants to have a strong

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national network of franchisees who are able to service and support these contracts. He says that being able to service those companies is a huge benefit of being one connected system across the country, and it gives his franchisees a real competitive edge. “I’m looking for a very large markets and be everywhere across Canada in some way, shape or form,” describes Evans. “That may even mean developing a micro franchise model for all those tiny areas. For the last couple years it’s been all about controlled growth; testing the systems, testing different markets. We are looking to expand in British Columbia, particularly Vancouver and the island. We are planning on going to the United States as well within the next two years.” EVERLINE COATINGS AND SERVICES STATS Franchise Units Canada: 5 Corporate Units Canada: 1 Franchise Fee: $30K - $40K Investment Required: $80K - $140K Available Territories: British Columbia, Saskatchewan, Manitoba, Ontario, New Brunswick, Nova Scotia, Prince Edward Island, Newfoundland and Labrador Training: Provided and supported thoroughly by franchisor In Business Since: 2012 Franchising Since: 2016 CFA Member Since: 2016

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SHOW ME THE MONEY

4 FRANCHISES FOR $150K - $250K Franchising is about diversity. Franchise opportunities may be found in nearly every industry and business sector. It’s a great way for Canadians from all walks of life to go into business for themselves but with the support of a franchise system behind them. One of the most important considerations for a prospective franchisee is investment level. Figuring out a budget that fits with your financial situation and goals will help you to zero in on the franchise opportunities that might be the best match. With so many opportunities, there is a franchise for everyone at a variety of investment levels. Here, Franchise Canada showcases franchise systems in which you can invest for $150K - $250K.

Acadia Academy of Music

Once Upon a Child

The Acadian Academy of Music has been helping individuals enjoy and appreciate music for the last 30 years. The franchise has become a very unique school - one that offers a full range of services to meet the musical needs of children. Their dedication, commitment to excellence, solid programs, and proven support have positioned the company to expand their mission to bring music to as many individuals as possible by helping others become music school owners - allowing those with a love of music and youth to build a successful business. Franchise units in Canada: 8 Corporate units in Canada: 1 Franchise fee: $35K Investment required: $240K-$300K Start-up Capital required: $100K-$150K Training: Yes Available territories: All of Canada In business since: 1984 Franchising since: 2005 CFA member since: 2006

It’s no secret – kids grow and keeping up with their changing sizes and styles can be expensive! Once Upon A Child fills this need and is the solution for parents looking for high quality gently used children’s apparel, toys, shoes equipment at affordable, familyfriendly prices. They are the largest national chain that specializes in reselling clothing and other items for children from infants through tweens. Franchise units in Canada: 38, USA: 31 Franchise fee: $33.5K Investment required: $302K-$441K Start-up Capital required: $75K Training: 2 weeks with 75 hours of classroom and instore training Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, New Brunswick, Nova Scotia, Newfoundland and Labrador, United States In business since: 1985 CFA member since: 2007

Discover the Magic of Music

North America’s No. 1 Children’s Resale Franchise

Franchise Canada November | December 2018 81

SHOW ME THE MONEY

SupperWorks

Vin Bon

SupperWorks is committed to helping customers prepare delicious, home-cooked meals. The franchise offers spotless kitchens, fresh and healthy ingredients, tried-and-true recipes, and a warm, friendly experience. SupperWorks is the market leader in the exciting and evolving Canadian Meal Prep Industry. Welcome to the SupperWorks Kitchen! Franchise units in Canada: 10 Corporate units in Canada: 3 Franchise fee: $40K Investment required: $300K Start-up Capital required: $300K Training: 3 weeks Available territories: All of Canada In business since: 2005 Franchising since: 2006 CFA member since: 2006

The retail concept of selling imported grape juice for personal winemaking originated with Vin Bon. As Ontario’s largest Boutique Micro Wine retailer with over 37 years in the industry, Vin Bon is the name you can trust. Vin Bon not only sells the highest quality award winning wine juice, we provide the customer with an excellent experience and state-of-the-art facility to make and bottle their very own wine, including a personalized label. Franchise units in Canada: 16 Corporate units in Canada: 2 Franchise fee: $30K Investment required: $300K Start-up capital required: $100K-$150K Training: Provided at corporate store Available territories: ON In business since: 1979 Franchising since: 2012 CFA member since: 2012

Helping Busy People Eat Well

World Class Wine, World Class Value

Find franchises by investment level on LookforaFranchise.ca

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

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FRANCHISE FUN

FRANCHISING ON FIRE Firehouse Subs CEO Don Fox talks bringing the first-responder-inspired brand to Canada

84 Canadian Franchise Association

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FRANCHISE FUN Firehouse Subs CEO Don Fox is a 44-year veteran of the food service industry. Describing himself as curious, empathetic, and committed, he and the Firehouse Subs brand saw fertile ground in Canada and the nation’s lucrative and growing QSR sector. That’s why in 2015, Firehouse Subs opened their first series of Canadian franchise locations throughout Ontario. Firehouse Subs specializes in hearty and flavourful hot sub sandwiches, served by committed team members who have a flair for heartfelt service. The brand was founded by two firefighter brothers, Chris Sorensen and Robin Sorensen; inspired by the selflessness of first responders, their greatest source of pride is the manner in which the brand gives back to their communities by donating life-saving equipment to public safety entities. Read on to learn more about Fox, who’s looking to open doors for Canadian entrepreneurs across the country with the Firehouse Subs brand. The most interesting thing I’ve done recently is… Examining the generational use of the Firehouse Subs brand, to better understand how our business will evolve over the next five to ten years. In its best form, work is… Fun, interesting, fruitful, and enhances personal development.

The most important thing in life is… Adding value. Even if in the smallest ways, leave a positive imprint on the world and those you come in contact with on your journey. One of the most enjoyable things to do is… See those whom you have coached and trained succeed in their own endeavors.

A good franchisee… Recognizes the unique nature of the franchise business model, and is as committed to the success of the brand as they are their own personal success. They understand that they cannot be successful if their franchisor is not successful.

The hardest thing for me to do is… To say “no”.

My top advice for prospective franchisees and new franchisors is… To understand what is TRULY required in order to achieve success within a brand. If you are not willing to embrace the culture of the brand, and be committed to the “playbook”, then franchising is not for you.

If I could change one thing… It would be to drink a lot more ice-cold water.

My top advice for new franchisors is to make sure your business model is actually well suited for franchising; this should be done predominately by operating company units yourself, and thus developing and demonstrating operational expertise while demonstrating a thorough understanding of unit economics.

My favourite drink is… Ice-cold water after working up a good sweat! My favourite drink I like to see others enjoy is any one of the 120+ brands available in our Coca-Cola Freestyle machines.

If I could meet anyone… It would be Major General John S. Wood, commanding officer of the United States Army Fourth Armored Division. The person who has had the most positive influence on me as a businessperson is… Ed Jarnagin, who was a district manager I reported to as a young general manager with Burger King. Ed taught me the value of supporting your team, especially when it requires selflessness.

Canadian franchising is… A great opportunity, and fertile ground for bringing exciting new brands to the country. My franchise system began because… Our founders felt that the best way to grow the Firehouse Subs brand was by unleashing the power of entrepreneurship. The most positive influence on my life as a person is… My children. They serve as a constant reminder to be a positive role model. The key to success is… Being passionate about what you do. I’d like my friends to describe me as… A genuinely nice person, who always treats people with fairness and generosity. The accomplishment I look forward to the most is… Being an empty nester and already seeing my children become independent and successful in their own right, the accomplishment I look forward to the most is growing the Firehouse brand into a $1B+ system. My personal motto is… We will be judged by our deeds alone.

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ASK A LEGAL EXPERT What do I need to know about buying a U.S. based franchise? THERE IS NO SHORTAGE of new and promising franchise concepts in the United States. Many of these franchisors haven’t yet opened franchises in Canada, but are keen to expand north of the border. As a franchisee, you may be tempted to buy an American franchise concept to be the first to implement it in Canada, or perhaps the price of such opportunity appears more attractive than what more established franchisors in Canada are offering. In any case, you should be paying close attention to issues specific to international franchising: Withholding Taxes If you are paying royalties to a non-resident of Canada, you must remit a certain percentage of the payment (10 per cent, if the franchisor is a U.S. resident) to the Canada Revenue Agency on account of withholding taxes. Withholding tax is basically a tax on a foreign franchisor’s income generated in Canada, but the burden is on you as a “source” of income to withhold it and remit to the government. Aside from withholding tax on royalties, payments you make to the American franchisor for the services they provide to you may be subject to 15 per cent tax. Not only are you liable to the CRA if you fail to pay the tax, some franchisors will try to shift this tax burden on you by including a “gross up clause” in the franchise agreement. A gross-up clause will require you make up the payment so that the franchisor receives the same net amount as if no withholding tax has been withheld. This will significantly increase your royalty payments. Advertising Canada may be considered a 51st state, but it doesn’t mean that American advertising can be used “as is” in Canada. If the American franchisor requires you to contribute to the national advertising fund, ask them what kind of advertising the fund is paying for. Some materials (website content, social media campaigns, brochures) are easily adapted for use in Canada. For other materials, including catalogues, menus and labels, additional costs may be required to bring them in line with local laws (French language requirements in particular) and tastes. The cost of tweaking American promotional materials will generally be on you. U.S. ad funds will not usually cover the cost of buying spot packages to air a TV ad on a Canadian network.

identical, and you may run into additional expenses or higher costs when running a similar business in Canada. Minimum wages are higher in many Canadian provinces than south of the border; if you are required to purchase supplies from the franchisor or their approved supplier in the U.S., you may face currency fluctuations, customs duties, shipping charges and even import restrictions (think of the Canadian supply management system for dairy and poultry products). Consider the effect of trade tensions with the U.S., including whether any of the products you need for the franchise business are now subject to tariffs. If you are dealing with a franchisor not experienced in international franchising, the estimates of investment costs they provide are likely derived solely from the U.S. operations and may not account for Canadian realities. You need to do your own research to fully understand the costs involved in establishing and running the business in Canada. Dispute Resolution If you operate a franchise in Alberta, British Columbia, Manitoba, New Brunswick, Ontario or PEI, disputes related to disclosure, rescission, duty of fair dealing, and the right to associate must be litigated or arbitrated in your province. However, your franchise agreement is a complex commercial contract covering, usually, many other aspects of your relationship, including confidentiality and non-compete obligations, system standards, termination and renewal, advertising, financial audits etc. If the franchisor insists on litigating or arbitrating these issues in the franchisor’s home state, it may be cost prohibitive for you to pursue a claim against the franchisor in the U.S. There are, of course, other considerations when buying a foreign-based franchise, including the franchisor’s ability to provide on-the-ground support, adaptability of the franchise concept to the Canadian market, and availability of trademark protection for the brand in Canada. Study the opportunity as carefully (if not more carefully) as you would assess a domestic offering, and don’t hesitate to obtain professional advice before committing the time and expense of developing the business.

Supplies, Labour and Investment Costs Financial viability of a business depends, to a large extent, on containing the costs of supplies and labour. Again, the Canadian and American markets are similar, but not

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Katya Logunov International Franchise Lawyer Jones & Co. katya.logunov@jonesco-law.ca 647-748-1749

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ASK A FRANCHISING EXPERT

What should I expect from working with a franchising consultant? THANKS TO THE INTERNET, folks searching for franchise opportunities have a virtually unlimited amount of information available at their fingertips. Franchisors are more creatively targeting online marketing and advertising too. And, of course, there are still traditional options like trade shows. There is however a downside to this accessibility: information overload! With such breadth of information out there in the digital space, users run the risk of frequently running into questionable content propagating potentially incorrect or biased information. One can easily get in over their head and float rudderless towards a bad decision. This is where working with a trusted franchise consultant comes in. Let’s start by clarifying “Franchise Consultant.” Many franchise consultants specialize in helping companies start franchising; or established franchises with a specific need or challenge. My business card also reads “franchise consultant”, but my role is different in that I help prospective franchisees navigate the sometimes overwhelming arena of finding and researching possible franchises to invest in. When it comes to the question of what to expect from working with a franchising consultant, one thing should be on the top of your mind: that your needs come first. In my role, I work for you. Regardless of the fact that I am compensated by the franchisor (when clients move ahead with a franchise), my duty to the franchisor is to help them find the most suitable franchisee. At the same time, it is to help you find and research the ideal franchise for you. There is a lot at stake here. My ethics and reputation are on the line while you, by choosing to enter the world of franchising, are making a life-changing financial investment. In order for you to achieve the best outcome, I need to put your needs first. The first step when we team up is to formalize your game plan, or business model. By taking the time and effort up front to explore the many aspects of what the ideal business looks like for you, we eliminate guess work and I can make solid franchise recommendations. It becomes immediately apparent that I have a great deal of questions in a number of areas for you to help me fully understand what you are looking to do. Because my recommendations of which franchises you might want to consider exploring are a direct result of this step, it is important to not rush through it or pass over critical subject areas with potentially major outcomes. When we talk about money, my aim is to understand how much you are comfortable investing; where the funds are coming from, and if you plan on borrowing. It is not

my place to suggest how much capital you should invest, or to encourage you to bump the number up. I should, however, point out that I may directly question your figure if it appears to be overly aggressive or unrealistic. If needed, I will encourage you to take a more conservative approach to the financial aspect of the franchise. By buffering the amount of investment required; for example: factoring in higher-than-anticipated start-up costs or longer-than-usual period to positive cashflow, I can help us stay the course. Here, I am putting your needs first to ensure you do not risk your investment by running out of start-up capital in the early days. It is also worth noting that your fit, enjoyment, and success in franchising is not directly tied to the investment you make. Once the game plan has been set, it is time to get introduced to franchise concepts that come closest to bullseye on the priority factors laid out. There shouldn’t be any bias towards franchises that other people have opted for (unless it is a solid match for you too), or preference towards “new” or “hot” franchises, or ones that are fastest growing for reasons that don’t line up with your agenda. One thing I will reiterate at this point is the expected volume of work about to begin. Earlier conversations clarifying your available bandwidth may influence how many franchises we explore at one time. And at no time will we suggest watering down your research efforts by looking at too many at once. The research agenda we follow is purely yours and I will endorse the client’s needs when it comes to timeline over those of the franchisors. In the past I have seen franchisors keenly invite candidates to discovery days prematurely – The goal will be to time your head office visit when you are ready. Accountability is one thing you can count on me to provide – keeping you on task with following proven processes. Without adhering to one, you are left to make up your own and run the risk of getting it wrong. While the intention is never to unnecessarily slow your progress, I am guilty of asking clients “have you talked (continued on page 103) Jania Bailey CEO FranNet jbailey@frannet.com

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ASK A FINANCE EXPERT How do I prepare for ALL phases of franchise ownership? IF YOU WANT TO START YOUR OWN BUSINESS, a franchise can be a great way to increase your chances of success. As a franchisee in a major network, you can expect to benefit from professional marketing, national advertising, specialized training, and centralized purchasing. As well, you are statistically more likely to succeed with a well-established franchise than with a nonfranchised independent business. To get started, it’s important to have a holistic view of the franchise experience – including what you need to know at the beginning all the way to what is needed to sell. Where to start At the beginning, you will need to have a strong handle on your credit score history. Almost anyone starting a business will need to borrow in some way, so understanding this element of starting a franchise is a vital step. Ensure there are no discrepancies; if there are any issues, work as best as you can to resolve them. You will also need to make sure your personal finances are in order; consider that you may not be able to rely on the business for income in the first few years of operation. Being prepared is essential. How to succeed When choosing a franchise, prospective franchisees often consider growth potential. Fundamental to this choice is an understanding that a franchise will always, at least in part, be dependent on the franchise brand. Look for a franchise that’s a good fit for you. Do your research! See what the media is writing about the franchise, speak with customers, and visit existing locations. Make sure you find a business model that you’re eager to commit to. Longevity represents another vital trait to consider for a franchise. Some franchises pop up based on the latest consumer trends; they may well have excellent business models, but they won’t succeed without a sustained consumer appetite. Do your market research to ensure you are becoming a franchisee in a business with a longterm future. You also need to consider the implications of hiring staff; this requires an understanding of human resources and payroll practices. When you set up your franchise business, you can make use of the payroll services that many banks provide to accommodate small enterprises and start-ups. As your company grows, you can transition to a payroll company – doing so provides the benefit of freeing up time for you and your staff to concentrate on actual business operations.

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You also need to consider ways of keeping your staff happy. Talent retention can be a challenge, especially for a new and growing business. Do what you can to keep your team engaged; this leads to staff who are more loyal and invested in the company, which helps keep turnover to a minimum. Closing the door on your franchise Finally, you need to consider the end of your ownership. While it’s understandable that selling your franchise is the last thing on your mind when you’re setting it up, seeing the whole journey of ownership – including its end – must be an integral part of your business plan. As part of your search for a franchise network, you should ask about succession – get an understanding of what is permissible and how the process works. There may be restrictions on a sale; a franchisor may insist you can sell only to them at a pre-determined formula, while another may allow you to sell to the open market with its approval and final say. Succession might be another option; if your franchise is meant to be a family business, you need to be aware of how your business decisions affect the value of your asset over a longer time horizon. Speaking to a wealth manager or estate planner will help you get your affairs in order. Canada’s franchise industry is demonstrating an excellent level of growth. We have seen increased interest as more and more Canadians turn to franchising as their career and way of life. Done right, you can make a success of an exciting opportunity for business ownership.

www.cfa.ca | www.FranchiseCanada.Online

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

FRANCHISE TUTORIAL

TUTORIAL 17: THE FUNDAMENTALS OF FRANCHISING

TERRITORIES AND PROTECTED AREAS FRANCHISE AGREEMENTS will typically address the issue of territories and/or protected areas. Protected areas may be defined by distance radius, postal codes, municipalities, cities or simply outlined as within the four walls of the franchised location. The territorial boundaries are defined in the franchise agreement and will often state that no other franchisee shall be licensed or a corporate store opened to operate under the same brand within the territory, provided that your franchise licence is in good standing and you are living up to all terms of the franchise agreement. The intent of the exclusive territory is to protect your business sales from being cannibalized by other locations offering the same products and services in close proximity to your location. Such encroachment could detract from your business sales. It should be understood that not all franchise agreements have exclusive territories and one should read the franchise agreement carefully to fully understand the implications. Some franchise agreements will clearly state the territory is non-exclusive or simply defined as the address of the physical franchised location. Franchisors are becoming more and more reluctant to grant exclusive territories or protected areas as it restricts the franchisor’s ability to grow the brand. Over time, new retail projects are built that provide great opportunities to build market share. The population may have substantially increased and now supports the brand having two locations. If the franchisor does not take advantage of the opportunity to expand, their competition will often do so. This may cause harm to the existing franchise location. The Right of First Refusal is often a way that the franchisor addresses this issue. In the event that the franchisor determines that the demographics have changed and a second location is justified within the territory, you are provided the first opportunity to open the second location. If you choose not to do so, the franchisor is free to open the new location or franchise it to someone else and your original territory size is reduced accordingly. Some franchises are sales- and marketing-driven, not location-driven. Examples of these are those specializing in home renovations, window washing and other services. They may be home-based businesses or operating out of a vehicle. The franchisee goes to the customer rather than the customer coming to a location. In these

circumstances, an exclusive territory would provide you with the benefit of not having to compete directly with other franchisees offering the same service and/or product. However, your growth becomes restricted and limited to the size and potential of your territory. If you are referred business outside of your territory, you are required to turn the business over to another franchisee servicing that area. What if the sale is based on longterm relationships that you have developed? This has often been addressed by the franchise agreement stating that the territory is your primary market of responsibility and the only market that you can directly advertise in, but that you can service customers outside of your territory that have been referred to you or are generated through networking and advertising done within your defined territory. From a franchisor’s perspective, it has been learned that some franchisees are more sales- and marketingoriented than others. This results in some territories being fully capitalized and generating strong sales and brand recognition, while other territories remain underdeveloped and not generating the revenues they should. Franchisors are addressing this by setting policies and defining minimum sales quotas within the franchise agreement. If sales quotas are not met, then exclusivity may be lost, allowing the franchisor to enter the market or licence other franchisees within the area. There is also a common practice when the franchisor is looking to establish a location in close proximity to an existing location. The franchisor will usually conduct a study to determine the potential impact on sales of the existing location. If encroachment is determined to be a significant possibility, the franchisor may abandon its plans for the new store opening or provide some kind of revenue sharing with the existing location. The franchise agreement may have other restrictions, restraints or permissions that further define and clarify your territory rights. Examples of these clarifications include: • Restriction of sales regarding national or institutional accounts. These may be handled by the franchisor. • Prohibition on the solicitation of sales from other franchisees of the franchise system so as to prevent franchisees from cannibalizing each other, usually when there are no protected territories. • Reservation of the franchisor’s right to franchise

Franchise Canada November | December 2018 89

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FRANCHISE TUTORIAL different brands within the territory, which may or may not be a direct competitor to you. •R estriction and restraint of Internet or mail sales, which have no definite boundaries. Sometimes franchisors will reserve these sales for themselves and share the revenue with franchisees or will have the orders filled by the nearest location. Reputable franchisors are as concerned about encroaching upon and cannibalization of locations as the franchisee. The franchisor also has a legal respon-

sibility to act in good faith and conduct fair dealings. The specific territory and protected area policies and terms should be outlined in the franchise agreement. As a complex issue, it requires careful reading of all terms and conditions so that you have a full understanding of exactly how protected your territory is. Have a lawyer who is familiar with franchising assist you in understanding your franchise agreement and talk to existing franchisees to learn how territory issues have been dealt with by the franchisor in the past.

TUTORIAL 18: THE FUNDAMENTALS OF FRANCHISING

FRANCHISE GROWTH FORMAT WITHIN FRANCHISING, there are a variety of different growth formats used by franchisors. These formats provide different opportunities for a prospective franchisee. Beyond the single-unit franchise agreement (in which a franchisee has a single location), there may be the following potential growth opportunities within a franchise brand. Check with the franchisor to determine if these opportunities exist with the particular brand you are looking at. •A multi-unit franchisee will have multiple single-unit franchise agreements. These may or may not be in the same geographical area. The multi-unit franchises may be tied to an area development agreement or master franchisee agreement. • An area development agreement is an agreement to open a specific number of locations within a specific geographical area within a specific period of time. The area developer is provided exclusivity for an assigned geographical area, provided that you meet the development schedule or timelines. Note that, as each location opens, the area developer enters into a single-unit franchise agreement for each specific location. •A Master Franchisee Agreement provides the master franchisee with the ability to sub-franchise and grant franchises to other franchisees within an assigned territory (as opposed to area developers who are opening all the locations themselves). The master franchisee will typically be responsible to open at least one location themselves and provide some level of support to the franchisees within his assigned territory. For this support, the master franchisee will receive a portion of the royalties as compensation. Although these definitions are generally consistent amongst franchisors, there are sometimes variations.

For example, some franchisors refer to the “area developer” as a “master franchisee.” Be sure to get clarity from the franchisor as to what their definition is so that you are both speaking the same language. Multi-unit, area development or master franchisee agreements are all similar in that they provide the licensee with the ability to generate revenues from multiple locations. Rather than investing in one location, you invest in multiple locations so as to diversify and improve your odds of success. If one location is underperforming, it can be offset by the success of other locations. You can also have ongoing economies of scale where you share administrative costs between the locations. You can share training expenses, employees, and management. The franchisee has greater earning potential without having to go through more training or a learning curve, because you are familiar with the brand and the operating system and are simply duplicating what you know. Multi-unit, area development, and master franchisees will usually come at a higher initial financial investment, which is offset by the potential for greater returns. You will want to ensure that you have the financial resources to open the multiple locations. Often lenders will want to see some proven performance from the first few locations before lending additional funds for continued growth, especially in today’s current economy. If you fail to meet the schedule outlined in the area development or master franchisee agreement, the franchisor may terminate the licence. You would lose any up-front fees that you had paid. You would be permitted to continue to operate the stores that you had opened but could possibly lose exclusivity for the development area. There is the challenge that, as the brand evolves, you may be required to upgrade or remodel. This may include

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FRANCHISE TUTORIAL changes to the branding elements, equipment, technology, and/or remodelling of the physical premises of your locations. With multiple locations, this can be expensive. For a master franchisee, these costs will be shared with the other franchisees that you are supporting. However, you may have the challenge of operating your own locations while, at the same time, working to find subfranchisees. You will need to hire support staff and have the infrastructure to provide the support. You will need to grow quickly in order to have the revenues to cover the costs of this infrastructure. A person who has strong leadership and management skills would do well as a franchisee in any of these multiunit situations. They must be able to delegate the man-

agement tasks, as they cannot be at every location at the same time. The franchisee must have the ability to work on the business rather than in the business by overseeing multiple locations at the same time. As with any franchise opportunity, do your due diligence and fully understand your rights and obligations. With multi-unit opportunities, you will need to review the area development agreement or master franchisee agreement, as well as any single-unit franchise agreements. You will need to review the single-unit agreements, as each one will be entered into as you open the location. Talk to other franchisees who are operating under multiunit agreements to fully understand the opportunity from someone who has been there and done it.

STUDY QUESTIONS TUTORIAL 17

TUTORIAL 18

1. Territorial boundaries are defined in the franchise agreement and will often state that: a) u p to two other franchisees can open and operate under the same brand within the territory. b) only corporate locations can open and operate within the territory. c) no other franchisee shall be licensed or a corporate store opened to operate under the same brand within the territory.

1. An area developer is a franchisee who: a) h as multiple single-unit franchise agreements. b) has more than one protected area within a 100 km radius. c) has agreed to open a specific number of locations within a specific geographical area within a specific period of time.

3. When exploring the possibility of opening a second location near a protected territory, the franchisor will usually conduct a study to determine the potential impact on sales of the existing location. True or False? a) True b) False 4. Specific territory and protected area policies and terms should be outlined in the franchise agreement. True or False? a) True b) False

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

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3. Multi-unit, area development or master franchisee agreements are similar in that they provide the licensee with the ability to generate revenues from multiple locations. True or False? a) True b) False 4. A multi-unit franchisee must have the ability to work in the business rather than on the business by working in multiple locations at the same time. True or False? a) True b) False

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

2. The right of first refusal means: a) y ou are provided with the first opportunity to open a second location within the territory. b) you have the right to deny any opening of a second location within your territory. c) the franchisor has the right to refuse the opening of a second location if you wish to do so.

2. The Master Franchisee Agreement provides the master franchisee with: a) a controlling share in publicly-traded franchise companies. b) the ability to sub-franchise and grant franchises to other franchisees within an assigned territory. c) a minimum of five single-unit franchise locations within the province.

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MARKETPLACE

Founded in 2016 by Jesper Nielsen, a co-founder of Pandora, Amazing is a line of affordable fine jewelry made of top quality gold-plated sterling silver, sterling silver, stainless steel, precious and semi-precious stones. Amazing is entering 51 global markets and plans to have 150 locations open by the end of 2018. Their goal is to create a revolution in the fine jewelry business both in price and store design. abarrera@amazing-jewelry.ca liz@amazing-jewelry.ca 1 (416) 900 3501

Since we opened our first restaurant in Boardman, Ohio, in 1964, we’ve been serving quality meats on handcrafted sandwiches. We call this transformation from a cut of meat to a delicious sandwich “Meatcraft?” and our dedication to Meatcraft? informs every decision we make. From the sandwiches we serve to our curly fries, shakes and sides, everything we do is in service to the meats. Arby’s opened the first Franchised Restaurant in Canada over 30 years ago. We are currently in 7 Provinces. • US $3.7 BILLION in system-wide sales • 318 franchisees • 7 consecutive years of SSS growth • TOP 10 FRANCHISE DEAL QSR magazine 2016 & 2017 CONTACT JODI FRASER, Franchising Manager 770-329-3971 • jfraser2@arbys.com 1155 Perimeter Center West Atlanta, GA 30338

BMO Bank of Montreal

“18 Years, Over 350 stores & Still Growing”

Established 1817. CFA-MSS member since 1980. Major Canadian chartered bank, providing a full range of domestic and international financial services. The Bank’s National Franchising Services Group focuses exclusively on the franchise marketplace. We provide assistance by way of Financial Services Programs and banking arrangements to both the established and emerging franchise systems operating in Canada.

205, 8915-51 Ave. Edmonton, Alberta , Canada T6E 5J3 Phone: (780) 440-6770 Web: www.boosterjuice.com E-mail: franchising@boosterjuice.com

We understand franchising. We have the expertise necessary to fully understand your business and to respond with a comprehensive package of loans, cash management and electronic banking services suited to your network’s distinctive circumstances. The Bank of Montreal recognizes that franchising is a significant contributor to the Canadian economy and we are committed to its continuing success. For more information, contact us at BMO Bank of Montreal, National Franchising Services, 55 Bloor St. W., 17th Floor, Toronto, Ontario M4W 3N5 Contact: Joseph Pisani at 1-877-629-6262, E-mail: franchising@bmo.com Or visit bmo.com/franchise

Booster Juice is Canada’s premium smoothie and juice chain! As a leader of nutritious alternatives in the quick-serve industry, Booster Juice’s proprietary recipes are an instant hit among today’s active, health conscious consumers. Today, Booster Juice has expanded to bring smoothies, fresh-squeezed juices and delicious hot food items to active customers on the go! With over 18 years in business, Booster Juice continues to grow with locations across Canada, the US, Mexico and UAE, and is on track to open 40-45 new stores in 2018! Units Canada: 380 USA: 3 International: 4 In Business Since: 1999 Franchising Since: 1999 Franchise Fee: $30K Initial Investment Required: $110K Turnkey costs: $295K - $330K Training: Two Weeks + Ongoing Support Available Territories: Canada, International CFA Member Since: 2002

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MARKETPLACE

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

• A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011, 2012, 2013, 2014, 2015, 2016, 2017 & 2018 Recipient CFA Franchisees’ Choice Designation Contact the COBS Bread Franchising Team E franchise@cobsbread.com P 1 866 838 COBS (2627) W www.cobsbread.com/franchising

When you join Comfort Keepers® you become part of one of the most successful and respected networks with full training, management software and business planning. Franchisees have ongoing support by a Canadian Team and the strength of a global organization. Comfort Keepers® has been serving clients for 14 years with more than 700 franchised locations globally. At Comfort Keepers® nothing is more important than helping people live full, independent and dignified lives within the comfort of their own homes. At Comfort Keepers® we are creating exceptional business opportunities for individuals looking to do something special with their lives. Comfort Keepers® offers a tremendous business potential in the rapidly growing field of in-home care, primarily for seniors. Whether your staff are providing companionship, help around the house, meal preparation, or personal care, you make a difference in a person’s life. To learn more about the Comfort Keepers® franchise opportunity visit www.comfortkeepers.ca or contact Wayne Maillet, Phone 866-363-0072, E-mail waynemaillet@comfortkeepers.ca

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

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MARKETPLACE

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

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

Airport Chauffeur

Assisted Transport

Vehicle Chauffeur

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

We are a world-class franchisor with a commitment to quality, having more than 6,800 stores in more than 29 countries. DQ Grill & Chill® offers a variety of soft-serve treats along with a full line of hamburgers, hotdogs, chicken and salads. As an ongoing expansion program, we are presently accepting applications for DQ® franchises across Canada. Candidates must have business acumen, superior people skills and desire to work with a proven franchise system. A DQ Grill & Chill® has a total investment of approximately $800,000 - $1,200,000 or more. The candidate must have a minimum of $400,000 cash available. A DQ® Treat location can be in major shopping malls or as a free-standing unit. The total investment for a retail store is between $300,000 $500,000 and up to $800,000 for a free-standing unit. Applicants must have a minimum of 40% project cost in cash to invest. www.dq.ca Contact: Tammie Verna at tammie.verna@idq.com or 905.637.4741

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

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

Join Firehouse Subs Today Across Ontario! Firehouse Subs is a fast casual restaurant chain with a passion for Hearty and Flavorful Food, Heartfelt Service and Public Safety. Founded in Jacksonville, Florida by former firefighters and brothers Chris and Robin Sorensen, Firehouse Subs is a brand built on steaming hot subs with the highest quality meats and cheeses piled high. The founders are the real deal and the company is built upon a family of franchise operators who share their same passion for serving others. Firehouse Subs consistently ranks number one in among fast casual brands in the categories of food quality, taste, flavor, and friendly service. In 2005, Firehouse Subs created Firehouse Subs Public Safety Foundation with the mission of providing funding, life-saving equipment and educational opportunities to first responders. In fact, Firehouse Subs has given more than $33 million to hometown heroes across Canada, the United States and Puerto Rico. Our growth is carefully calculated to optimize restaurant potential, profitability and the success of our franchisees. For more information about franchising with Firehouse Subs, contact Brent Greenwood at franchising@firehousesubs.com or 877-887-8330. www.firehousesubs.ca

Tastes Good Like A Hamburger Should!®

“Live Life with Flavour!”

Fresh Burger is a boutique burger restaurant with an open kitchen concept that uses only the freshest, highest quality ingredients. We are dedicated to ensuring profitability for franchisees, which is why we created the Fresh Burger franchise opportunity with two goals in mind: to minimize up-front investment and to have operational simplicity.

Gino’s Pizza is a big player in the restaurant industry since 1981, specializing in Gourmet Pizzas and Specialty side orders for Walk-in, pick-up & delivery. We provide the best possible value & satisfaction to our customers who desire great tasting Gourmet Pizza and wings. We offer unique marketing program to promote directly to homes, apartments, schools & businesses on a weekly basis. We have an easy to remember number 310-4466 (GINO) with centralized Call Centre with friendly knowledgeable agents to process orders. Gino’s future goals is to expand into international markets with the next year.

At Fresh Burger, we take pride in making the best burgers in the market at everyday low prices, which is why we were voted Favourite Burger Restaurant in the GTA by Yelp in 2014. From the highest-grade, Certified Angus Beef in our patties to the fresh produce we use in assembling the final product, it’s no secret why Fresh Burger has earned its reputation as the premier burger brand in the Greater Toronto Area. Franchise Units: Canada: 4 USA: 0 Investment Required: $150-$300k Available Territories: ON CFA Member Since: 2016 CALL NOW (416) 587-7639 FRANCHISING@FRESH-BURGER.COM WWW.FRESH-BURGER.COM

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Franchise Fee: 25K Investment required: 297K – 367K Available territories: All of Canada & International Training: including and ongoing Franchise Units Canada: 95 In Business since: 1981 Franchising since: 1982 CFA member since: 2012 For franchising information, please contact the Head Office Office: (416) 235-0000 Ext 2006 E-mail: info@ginospizza.ca www.ginospizza.ca/franchise

www.cfa.ca | www.FranchiseCanada.Online

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

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

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

CHICKEN

M&M Food Market is Canada’s largest retail chain of specialty frozen food. Established in 1980, M&M Food Market has been a destination for high quality meal ideas made with the finest ingredients with over 400 products and new products introduced seasonally, M&M Food Market has changed for the better! Over the last 3+ years, M&M Food Market has been on a journey toward a major achievement - the removal of all artificial colours, flavours, and sweeteners from our food portfolio. Our Food Promise is a game changer and key differentiator from our competition and we are proud that 100% of the products in our stores coast-to-coast meet this Food Promise. Updating the in-store experience with a new store design was one of the key pillars of the reinvented M&M Food Market brand. With almost 350 locations nationally and growing, M&M Food Market is leading the way in frozen food retailing. Now is the time to rediscover this trusted, iconic Canadian brand. For more information, visit our website at www.mmfoodmarket.com/en/franchising or call us at 1-800-461-0171

TATERS

Welcome to the largest Canadian-owned quick serve chicken restaurant in the country and the fastest growing franchise in Canada. Mary Brown’s Chicken & Taters continues to expand across Canada, with about 140 stores now open. We expect that number to double in the next few years. It’s a growth plan we’d love you to be part of! The food is exceptional and the numbers are impressive. We’ve enjoyed 14 consecutive years of same store sales growth and are destined to continue this trend. Our genuine approach to customer service, Made Fresh from ScratchTM food and warm smiles are what keep our Guests coming back. It’s based on almost 50 years of continued growth and success. We use proprietary cookers to create the plumpest, juiciest Chicken and fresh-cut Taters. Add to that, our comprehensive franchisee support including training, financing and marketing, and you’ll see that a Mary Brown’s franchise is an unbeatable opportunity that you don’t want to miss. Give us a call at 416-576-3911 or 905-513-0044 or email us at franchising@marybrowns.com www.marybrownsfranchising.com

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McDonald’s® has always been a franchising company and has relied on its franchisees, our Owner/Operators, to play a major role in the System’s success. McDonald’s remains committed to franchising as a predominant way of doing business. We are actively seeking highly qualified business people to join our System as Owner/Operators. Owning a McDonald’s restaurant is a tremendous opportunity. We are seeking individuals with significant business experience who have successfully owned or managed multiple business units or have led multiple departments and who have significant financial resources. We are a family of more than 275 Owner/Operators passionate about satisfying our customers, growing our business, making money and having fun.

Meridian is the largest credit union in Ontario and third largest in Canada with over 90 locations across Ontario. Meridian has established a unique franchising product offering to assist any franchise with their business banking needs from day to day banking, merchant services and cash management, to financing options such as Line of Credit, Visa and term loans for real estate, equipment and leasehold improvements. 75 Corporate Park Drive St. Catharines, Ontario, L2S 3W3, Canada Contact: Jeff Thomas E-mail: jeff.thomas@meridiancu.ca Phone: (905) 988-4042 ext. 2304 Web: www.meridiancu.ca/franchising

McDonald’s continues to be recognized as a premier franchising company around the world. To learn more about franchising opportunities with McDonald’s Canada, please visit us at www.mcdonalds.ca Franchise opportunities are now available across Canada! ©2018 McDonald’s

Midas is a globally respected automotive products and services provider with franchised, licensed, and company-owned locations throughout Canada, the United States and the world. Here are just a few of the ways we help you build success as a Midas franchisee: • Outstanding brand recognition • Growth-focused business model geared toward expanding customer base • Exclusive product warranties and lifetime guarantees • Exceptional advertising, utilizing today’s most powerful media • Knowledgeable and experienced senior management team with diverse backgrounds in retail, wholesale, operations and development • Unparalleled support and resources, strategically positioned for long-term franchise growth • Complete training and marketing support No business or retail management experience necessary.

Your customers have options, so should you. The more ways you accept payments, the easier you make it for customers to do business with you. Moneris offers a wide range of industry-leading payment solutions. From in-store to online to mobile, our solutions are designed to keep the payment experience as seamless as possible. Together, we will help your franchise realize its full potential. A CFA FSS Member since 2004, Moneris offers payment solutions targeted specifically to the franchise industry. We will work closely with you to analyse your needs and take the guesswork out of selecting the most appropriate and cost-effective solution for your franchisees. Sign up with Moneris and receive preferred pricing through the CFA Member Discount Program. Visit moneris.com/cfa or call 1-888-552-0341 for more information!

Build your future with a leader ... Trust the Midas touch! Contact us to learn more: www.midasfranchise.com or call 800.365.0007 This advertisement does not constitute an offer of a franchise. A franchise offering can be made by us only after we provide you with an appropriate Canadian disclosure document (as applicable in each province). Franchises may not be available in all provinces.

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Because life has to be enjoyed! Since 1988, Mr. Greek has made every day a culinary celebration of health and well-being with delicious authentic Mediterranean Cuisine fire-grilled and made with pride. In keeping with true Greek tradition and hospitality, we believe that life has to be enjoyed!® Mr. Greek has recently rebranded their fast casual units featuring a fresh new colour palette and décor, along with hot new menu items, and a bakery concept featuring authentic Greek desserts and baked goods. The fast casual concept has also evolved to attend to guests using a mixed service model elevating the brand and enhancing dine-in experience. 21 locations in Toronto and GTA to serve you. Dine- In, Take-Out, Delivery, Online Ordering and Catering available; with the latter 3 quickly becoming the concept’s strongest revenue streams. The company opened its second location in Regina, Saskatchewan after the success of its first location. The success of the franchise has spread internationally as well. The company has 3 operating units in Kuwait, 1 in Abu Dhabi and 1 in Hong Kong; with additional upcoming units being built in each region. As part of Mr.Greek’s commitment to offering consistent and high quality products, the company has a centralized commissary that processes all proprietary protein products. For franchising information please contact 647-993-3266 franchising@mrgreek.com • www.mrgreek.com

Interested in owning a Mr. Lube franchise?

For over 55 years Mr Mikes SteakhouseCasual Restaurants have been about feeling like you belong, where everyone feels comfortable in his or her own way. It’s your place - a place where you don’t have to be something you’re not, you can just be yourself. It means tasty and affordable creations from our signature steak and Mikeburgers to our home-branded wines and beers.

Papa Murphy’s is the fifth-largest pizza chain in North America and the pioneer and leader of the take ‘n’ bake pizza segment. Papa Murphy’s operates over 1,450 locations in Canada, the United States and Dubai. With the Canadian home office in Vancouver, BC, Papa Murphy’s offers custom-made pizzas featuring high-quality, fresh toppings which are generously layered on pizza dough that is made fresh each morning in store.

Our plans are to open 30 new restaurants in Western and Eastern Canada over the next 5-year period and we invite you to call us for more information about franchise opportunities. Canadian Franchise Association Members Food - Restaurants / Dining Rooms Mr Mikes SteakhouseCasual Restaurant Unit 100, 3700 North Fraser Way, Burnaby, BC, V5J 5H4 Phone: 604-536-4111 Fax: 604-439-7367 Web: www.rammp.net E-mail: rvillalpando@RAMMP.net Contact: Rick Villalpando, Vice President, Business Development Franchise Locations Canada: 39 Corporate Locations Canada: 3 In Business Since: 1960, Franchising Since: 2003 Franchise Fee: $50K, Capital Required: Min. $900K - 1.8M Training: min. 8 weeks Available Territories: AB, MB, SK, BC, ON CFA Member Since: 1997

With 174 locations and growing, Mr. Lube is the Canadian leader in automotive oil change and preventive maintenance. In fact, we’ve served more than 45 million customers in our 41 years of business— and we are just getting started. Mr. Lube offers: • A respected brand name supported with award winning advertising programs • Established operating systems • National purchasing programs and partnerships • An extensive franchisee support team • Industry leading training programs • Conversion opportunities We are looking for potential franchisees and existing independent operators who would like to take their business to the next level. If you are passionate about customer service and have the financial resources and leadership skills to grow with us, we would love to talk to you about becoming a franchise owner. For more information email us at franchising@mrlube.com or visit our website at mrlube.com.

Papa Murphy’s now offers cooked pizzas in select locations. This gives guests the convenience to have it baked for them or they can order their pizzas take ‘n’ bake, hot and ready to eat when they want at home. • • • • • •

Ease of Operations Brand Strength Consumer Value and Appeal Low Initial Investment Ranked #1 Pizza Chain, three times by Zagat Four time “Chain of the Year” by Pizza Today

Franchise Fee: $25K | Minimum Investment: $250K Training & Support: Yes | Territories Available: Canada Papa Murphy’s Take ‘N’ Bake Pizza – Canada Website: www.papamurphys.ca E-mail: franchise@papamurphys.ca Phone: 1-855-425-PAPA (7272)

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THIS IS NO TIME FOR SECOND BEST - YOUR SUCCESS BEGINS WITH OUR TEAM • The Restoration Industry is an annual 60-Billion-Dollar industry. • With smaller independent regional restoration companies unable to deliver electronic reporting and keep up with the technological and performance requirements insurance companies are now demanding, more market share will be available for PAUL DAVIS franchisees as insurance companies move away from using smaller independent restoration companies. • PAUL DAVIS is the only democratic franchise program where the franchisees have a vote in how operational changes are adapted to the system. • A powerful, recognizable brand supported by a national television advertising campaign, well-developed franchise system and an experienced management team to lead the system. • Consumer demand for high quality service and care when restoration services are needed.

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

• As the “Boomers” age, the demand for restoration services will increase. For franchise information contact: Dan Hopkins, Director of Franchise Development 416 299-8890 ext 118 • dhopkins@pauldavis.ca

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

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

www.cfa.ca | www.FranchiseCanada.Online

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Join The Future of Real Estate

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

The Internet has transformed everything we do. It allows visionary companies to move faster and make things happen for less money. That’s why you don’t see many ads for video store or travel agent franchises in this magazine like you once did.

QUESADA FRANCHISEE BENEFITS:

If you’ve often thought that the real estate industry is also ripe for major transformation, then it’s time to join the club. At PropertyGuys.com we leverage people and technology in a way that makes real estate better. Our national network of over 100 franchise owners enjoy being on the cutting edge of innovation, have exclusive territories and represent a real estate platform that creates raving fans. While we’re already in over 600+ communities coast-to-coast, we’re not done growing. This could be your chance to be part of something amazing. If you want to learn more about how you can own a piece of the Future of Real Estate please let us know by email to opportunities@propertyguys.com, phone 1-844-333-7017 or by visiting www.PropertyGuysFranchise.com.

• Affordable entry cost • Proven business model • Canadian owned company with hands-on franchisee support including: ° Site selection, lease negotiation, and restaurant design expertise ° Operational and management training ° Advertising and promotional support ° Systems to build sales, reduce operating costs and increase profitability Three corporate locations and over 108 franchises from coast to coast – with more locations opening every month.

Tom O’Neill President

Toll Free: 1-866-854-2400 ext.101 tomoneill@quesada.ca www.quesada.ca

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

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

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

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

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

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

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

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

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Ontario’s favourite destination for fresh-made breakfast and lunch Sunset Grill is a Canadian all-day breakfast restaurant franchise founded in Toronto, Ontario by Angelo Christou in 1985. With 75 franchised locations across Canada and growing, we are now positioned to expand across Canada and select markets in the United States, including California and Pennsylvania.

TACO TIME CANADA

Fresh is Tastiest™ is our philosophy here at Sunset Grill – our guests are loyal to our brand and love our food because we use fresh ingredients, healthy cooking methods, source local wherever possible, deliver generous portions, and provide fast and friendly service.

We have unit types to fit different investment and operational criteria. From drive thrus, in-line and food courts, TacoTime delivers real mexican food with flare. We provide training, site selection and ongoing operations and marketing support for all stores. Total investment ranges between $225,000 and $400,000, depending on unit type. Cash requirements are $75,000 to $125,000, again depending on unit type.

Consider what Ontario’s best breakfast chain has to offer you: • One-shift operation & short hours (our stores are open 7 a.m. to 4 p.m.) • High margins leading to excellent returns and building of a saleable asset • Comprehensive training & ongoing professional guidance • Exclusive territory • Low staff turnover • Great work-life balance; time at the end of the day to spend doing what you love with who you love

Canada’s leading Mexican fast food restaurant chain. We prepare great food in our stores, in a fast and friendly environment. Join our growing list of successful franchisees and participate in the continued expansion of the Mexican segment.

Web site: www.tacotimecanada.com Call Toll Free Steve Nickerson 1-800-471-5722 A4, 416 Meridian Road SE, Calgary, Alberta T2A 1X2 Phone: 403-543-3490 Fax: 403-543-3499

Visit us: www.sunsetgrill.ca Email us: info@sunsetgrill.ca Call us: 905-286-5833

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

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Home-Based Franchise • Location Independence Wellnessnews Canada, Inc. is in the business of franchising Wellnessnews Choices for Healthy Living®, a multi-media publishing platform that includes print, online, and social media. This proven neighbourhood collective offers an informative resource that showcases exclusive, professional local health practitioners and businesses. Area Developers and Franchised Publishing Communities are now available for entrepreneurs who are looking to start a home-based business that provides them with location independence and the flexibility to suit their lifestyle. Other benefits include an in-house creative, editorial, print, and marketing team; a great reputation; training; no-expensive overhead; and a growing niche market. Franchise Fee: 14.5K Investment Required: 20K Available Territories: Canada WELLNESSNEWS CANADA, INC. Website: WellnessnewsFranchise.com E-mail: opportunity@wellnessnews.ca Phone: 1-800-840-4309

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Wild Wing is an established Canadian Franchise chain specializing in Chicken Wings with 101 unique flavours. It is the largest Chicken Wing Chain in Canada operating since 1999. The chain sold over 22 million Chicken Wings in 2017, in addition to its other quality offerings that include burgers, ribs, salads, flatbreads and poutines. Wild Wing is a restaurant & bar that has a Western Theme and a focus on Sports. Wild Wing has a growth strategy to expand from 86 locations to 130 by 2019 and have a reach from Coast to Coast. Come on board and Get Wild. Franchise Fee: $35,000 Startup Capital Required: $150,000 Investment Required: $450,000 - $600,000 Available Territories: All of Canada Training : Yes - 2 weeks Franchise Units Canada: 81 Corporate Units Canada: 1 Licensed Units Canada: 4 In Business Since : 1999 Franchising Since: 2003 CFA Member Since: 2015

to enough franchisees” or spending time focusing on aspects of the business that might be less appealing or more challenging to you. At no point am I there to wave you to a decision like a 3rd base coach when there is still work to be done. This will always include advocating working with a bonified franchise lawyer to review the FDD and your franchise agreements. And just when you think it is decision time, it’s time to jump in the hot seat. Your job is to demonstrate that you have done your homework to the full extent and coming to the end with your eyes wide open. Ultimately you have to convince me that you are making a smart decision. No one else’s agenda is ever at the forefront when working with a franchise consultant. If you feel otherwise – pressured, being sold or rushed – then it is not a good fit and time to part ways and consider another consultant.

Franchise Opportunities Available Across Canada franchising@wildwingrestaurants.com

Associate your brand with the quality and credibility that only the Canadian Franchise Association (CFA) can offer by advertising in FranchiseCanada.

Benefit from your CFA membership and reach sophisticated prospective franchisees Advertising in Franchise Canada gives you access to our readers – your target audience – in a trusted editorial environment.

Put your brand in the hands of discerning and educated Canadians who are looking for exceptional franchise opportunities. Your advertisement will reach readers across the country through a comprehensive distribution plan and a loyal subscriber base. Be seen across Canada and beyond In addition to being on newsstands and in bookstores across Canada, Franchise Canada is distributed in Air Canada Maple Leaf Lounges, reaching 350,000 affluent passengers in major cities around the globe. Align your brand with a winner. Franchise Canada is the only franchise magazine to be recognized for best newsstand sales by the Canadian Newsstand Awards and excellence in business journalism as the recipient of a Kenneth R. Wilson Award.

FOR ADVERTISING CONTACT: Gwen Dunant TEL: 877-254-0097 | FAX: 416-695-1950 | EMAIL: gdunant@cfa.ca WEB: cfa.ca | FranchiseCanada.Online

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WHAT’S NEXT

DON’T MISS OUR JANUARY/FEBRUARY 2019 ISSUE! The Trends Issue As we put 2018 in the rear-view mirror, we look ahead to what is sure to be a banner year for the franchise industry. With the rise of digital marketing, the development of innovative new technologies, and the passing of landmark legislation in Canadian Parliament, 2019 is set to offer prospective franchisees a diverse range of exciting new investment opportunities. The upcoming January/February issue of Franchise Canada – The Trends Issue – offers an exclusive look at what’s ahead for Canada’s franchising industry in 2019. This issue offers insight into Canada’s newly found recreational marijuana industry, a look at digital services franchises, expert advice from top franchise professionals, and so much more. If your New Year’s resolution is to kick your franchising efforts into high gear in 2019, it’s a must read!

WATCH FOR THESE INFORMATIVE FEATURES IN OUR JANUARY/FEBRUARY 2019 ISSUE:* TRENDS FOR 2019: Franchise Canada will explore the latest in Canadian franchising, providing a glimpse into the industry as a whole, along with the franchisees who are fuelling its success. We’ll showcase categories that are experiencing growth, and highlight the emergence of franchises offering B2B digital marketing solutions.

B2B FRANCHISES ACROSS CANADA: Canadian businesses, especially small businesses, require a number of specialized services to meet their operational needs. We take you on a cross-country tour of B2B franchise opportunities, covering a range of sectors, from marketing and printing services, to signage and financial services, and so much more.

RECREATIONAL CANNABIS FRANCHISES: Bill C-45, the Cannabis Act, received royal accent in June of 2018. This historic piece of legislation effectively put the wheels in motion for the launch of Canada’s legal recreational cannabis industry. Taking effect on Oct. 17, Bill C-45 enabled Canadians to legally possess, consume, and grow recreational cannabis. From retailers of water pipes and accessories to purveyors of a wide range of marijuana strain offerings, we take a look at three franchise systems that stand to benefit massively from Bill C-45 and the rise of Canada’s newest industry.

VETERANS IN FRANCHISING: Success in the military is often achieved through the same qualities that translate to success in franchising – discipline, perseverance, commitment and an ability to work within an established system. In this feature, we meet a trio of franchisees who have leveraged the skills used in their military careers to become successful entrepreneurs. We also help you learn more about the CFA’s Military Veterans Program. BUYING A FRANCHISE IN CANADA: For thriving franchisees looking to invest significant capital in a franchise system, becoming a Master Franchisee is a great option. Master Franchisees

with a proven ability to manage multiple units can take their skills to another level by purchasing the rights to develop a franchise system within a defined territory. Franchise Canada profiles three Master Franchisees to highlight the benefits of becoming a high-level investor.

PLUS A SPECIAL FRANCHISE FOCUS ON FULL SERVICE RESTAURANTS AND DINING ROOMS! IN EVERY ISSUE: • Industry News • Show Me the Money • Franchise Tutorials • Leadership Profile • Giving Back • Home-Grown & Locally-Owned • Ask the Experts • Day in the Life • The First Year • Franchise Fun *Editorial subject to change

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ADVERTISERS’ INDEX Amazing Jewelry....................................15 abarrera@amazing-jewelry.ca

Fresh Burger.............................................54 www.fresh-burger.com

Mr. Greek................................................... 57 www.mrgreek.com/franchising

Arby’s.......................................................... 40 www.arbysfranchising.com

International Franchise Association ...................................................................... 90 www.franchise.org

Paul Davis Restoration........................48 www.pauldavis.ca

Dairy Queen Canada.. .................................. 38 www.dq.ca Driverseat.....................................................................9 www.driverseatinc.com/franchise Fatburger................................................................... 53 www.fatburgercanada.com Firehouse Subs...................................................... 37 www.firehousesubs.ca

OUR MAGAZINE IS IN DEMAND AND AWARD WORTHY.

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

Quesada Burritos & Tacos..................56 www.quesada.ca/franchising Snap-on Tools..........................................13 www.SnaponFranchise.ca

McDonald’s Restaurants Canada..46 www.mcdonalds.ca/franchising

Spiritleaf.............................................. 16-17 www.spiritleaf.ca

Meridian................... Inside Front Cover www.meridiancu.ca/franchising

The UPS Store.......................................... 33 www.theupsstore.ca

Midas International...............................71 www.midasfranchise.com

Wild Wing.....................................................7 www.wildwingrestaurants.com

Moneris........................................................ 11 www.moneris.com/cfa

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

eth R. Wilson enn Aw 5K

Finalist

s ard

20 1

Crunch Fitness Canada........................... ...................................... Inside Back Cover www.CrunchFranchise.ca

PropertyGuys.com................................ 61 www.propertyguysfranchise.com

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Comfort Keepers...................................67 www.comfortkeepers.ca/franchise

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

Pizza Pizza.................................................55 www.pizzapizza.ca/franchising

ian Busin ess M

COBS Bread............................................................. 73 www.cobsbread.com/franchising

La Prep.......................................................58 www.laprep.com

Pizza Nova................................................. 32 www.pizzanova.com

anad

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

Jani-King...................................................39 www.janiking.ca

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BMO Bank of Montreal............................... 63 www.bmo.com/franchise

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

Franchise Canada November | December 2018 105

GIVING BACK

A Guiding Light Pet Valu Walk for Dog Guides helps link Canadians with disabilities with a four-legged companion in partnership with the Lions Foundation of Canada Dog Guides BY TRISHA UTOMI LET YOUR DOG CHEW ON THIS: Pet Valu and their customers have given nearly $22-million worth of cash and donations to benefit the well-being of pets across Canada and the United States. And they’re showing no signs of slowing down. “It’s a really big part of what we do. Every year we work with our franchisees to raise more money and think of new initiatives we can take part in to help,” says Kellie McCutcheon, Senior Marketing Manager of Pet Valu. “Animals can’t speak for themselves.” This is why Pet Valu has taken on the responsibility of being the voice of furry friends. Going back as far as 2010, it’s a role that speaks volumes about their commitment to the welfare of all animals, be it at a local level – “Are you a local charity out of kitten milk? Our stores say ‘yes’, we’re going to help raise money for that,” says McCutcheon, or at a national level. And it’s a role that says a lot about their commitment to helping people too. In 2014, Pet Valu teamed up with the Lions Foundation of Canada Dog Guides, a national charity that provides guide dogs to Canadians with disabilities. “We were looking for a national charity partner that spreads across the country and we loved the special work Lions Foundation is doing,” explains McCutcheon. Pet Valu supports six guide dog programs that meet the needs of Canadians who are blind, visually impaired, deaf, or hard of hearing. Guide dogs are also critical tools for individuals with other disabilities, such as epilepsy, type 1 diabetes, and children with autism.

106 Canadian Franchise Association

Throughout the year, Pet Valu franchisees raise funds for the Lions Foundation through their biggest fundraiser of the year: the Pet Valu Walk for Dog Guides. Held in 300 communities across Canada, Pet Valu proudly sponsors 96 teams to walk in support of Pet Valu fundraising initiatives. Some of Pet Valu’s intiatives include “Give-What-You-Can” Calendars featuring adorable pets, and bandana programs. Some of their franchisees even go above and beyond these initiatives by sponsoring their own dog guide teams. Giving Canadians “a new leash on life and the gift of independence”, 100 per cent of the funds generated by this pet-friendly and all-inclusive walk go towards the training and placement of guide dogs. To date, the event has raised $15-million in donations to facilitate the training of guide dogs for thousands of people. It’s a remarkable feat considering that to train, raise, and place just one guide dog for a person in need racks up a bill of about $25,000 in expenses. And all of this wouldn’t be possible without the support of Pet Valu customers. “Our franchisees and employees do an amazing job of talking to customers about the fundraising initiative and educating customers about our work with Dog Guides,” says McCutcheon. “It just goes to show that every dollar counts.” In fact, by stores simply asking shoppers to give any amount they wish, Pet Valu stores coast to coast have raised over $200,000 in 2018 alone. On top of this, more and more franchisees support their own rescues, local charities, and host fund-

www.cfa.ca | www.FranchiseCanada.Online

raising drives (like Pet Appreciation Month in April and Thanks for Giving in October), giving customers even more opportunities to help pets and people year-round. “It’s been amazing. Our customers truly believe in our mission. They’ve been, and continue to be, so lovely and generous,” she says. From sponsored walks to pet food bank donations to adoption events throughout the year, Pet Valu’s commitment to supporting animalcentric charities has helped benefit both pets and their human companions in many ways. But there are still gaps in the care pets receive. Recognizing this, Pet Valu will soon be launching a new service in partnership with the North Bay and District Humane Society. The Pet Valu Animal Rescue Express, starting this fall, will drive into communities, move pets around, and get them the services they desperately need. What is sure to be an exciting project, it’s clear that Pet Valu is born and bred to give back. For the animals and people who benefit from their continued efforts, having a store like Pet Valu around (and local operators who care about giving back to local pets in need), is enough to get any tail wagging.

Mary Brown’s At

we think outside the

Bucket

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

Contact:

416 576 3911 | franchising@marybrowns.com Member of

Canadian Franchise

Association for

35 Years

Years in business

Years

same store

sales growth

Fresh

Hand Cut

Chicken

& Potatoes

100%

145+

Canadian

Stores

Owned & Operated

nationally

marybrowns.com