Franchise Canada November/December 2019

MEET THE SHINING STARS OF FRANCHISING

YOUR GUIDE TO FRANCHISE FORMATS

FOCUS ON QUICK SERVICE RESTAURANTS

INSIDE! FREE PASS TO

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A Canadian Franchise Association Publication / FranchiseCanada.Online

Driverseat and Inspiration Learning Center take Canadian franchising’s top prize

MEET THE SHINING STARS OF FRANCHISING

YOUR GUIDE TO FRANCHISE FORMATS

FOCUS ON QUICK SERVICE RESTAURANTS

INSIDE! FREE PASS TO

located on the subscription card

A Canadian Franchise Association Publication / FranchiseCanada.Online

2019 Award Winners

THE GOLD STANDARD

Driverseat and Inspiration Learning Center take Canadian franchising’s top prize 80% 1.5 BWR PD N/D

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MEET THE SHINING STARS OF FRANCHISING

YOUR GUIDE TO FRANCHISE FORMATS

FOCUS ON QUICK SERVICE RESTAURANTS

INSIDE! FREE PASS TO

located on the subscription card

A Canadian Franchise Association Publication / FranchiseCanada.Online

THE GOLD STANDARD

Valeria Nunziato, Ling Li, Angel Kuang, Jin Yu

80% 1.5 BWR PD N/D

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Inspiration Learning Center and Driverseat take Canadian franchising’s top prize

2019 Award Winners

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WE ARE STRONG BECAUSE OF YOU!

OXFORD LEARNING CENTRES, INC. WINNERS OF THE 2019 BRONZE AWARDS OF EXCELLENCE FOR FRANCHISE SYSTEMS WITH 100+ LOCATIONS AND 2019 FRANCHISEES’ CHOICE AWARD DESIGNEE! On behalf of all of us at Oxford Learning Head Office, I would like to extend a heartfelt thank you to all of our dedicated franchisees and their staff for their hard work and commitment to changing children’s lives.

Our achievements over the past year would not be possible without you and we are grateful to you for all the daily efforts that go into making Oxford Learning a brand

worthy of recognition! We are honoured to be recognized by the CFA and wish to acknowledge the work and dedication of our franchisees who make accolades such as these possible!

Sincerely, Lenka Whitehead, President.

JOIN A TEAM OF RECOGNIZED LEADERS MAKING AN IMPACT IN THE SUPPLEMENTAL EDUCATION INDUSTRY. ASK US ABOUT AVAILABLE TERRITORIES AND RESALE OPPORTUNITIES!

1.888.559.2212 ext. 115 franchise@oxfordlearning.com Proudly Canadian

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RAISE THE BAR THIS HOLIDAY SEASON

WE’VE CHANGED. FOR THE BETTER. BE PART OF THE CHANGE!

Franchise opportunities available nationally.

Visit us at mmfoodmarket.com

ONE OF CANADA’S

FASTEST GROWING

CONTENTS

NOVEMBER/DECEMBER 2019

FRANCHISES

17 COVER STORY

17

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

In house financing Available

Top of the Franchise Class Driverseat and Inspiration Learning Center share what drives their CFA Awards of Excellence Grand Prize success

FEATURES

23

Honouring Formidable Franchisees Recognizing 2019’s CFA Awards of Excellence Franchisee of the Year winners

39

A Family Affair Family-friendly full service dining franchises from coast to coast

59

Recognizing Excellence Meet the 2019 Canadian Franchise Association award winners

SPECIAL FRANCHISE FOCUS

30

Established Enterprises Mature franchise concepts that get better with age

37 Est. 2015

Franchising Formats A guide to the different formats available to expand to multiple locations

CONTACT US

905-814-8030 chucksroadhouse.com

4 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

51

Special Focus: Quick Service Restaurants (QSR) Why you should consider a franchise in this sector!

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

DEPARTMENTS

48

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

68

MILLENNIALS IN FRANCHISING Millennial Motivation Franchise Canada looks back at the past year in millennial franchising

72

LEADERSHIP PROFILE All-Around Success Story With decades of franchising success under his belt, Paul Davis Restoration’s Bill Dietz is focused on inspiring and empowering the system’s Canadian franchisees

75

A DAY IN THE LIFE On Top of the World Award-winning Triple O’s franchisee Teresa Troock is living the life she’s always wanted

79

THE FIRST YEAR Dealing with Disaster Restoration 1 franchisee David Ma’s exciting first year on the job

83

ICONIC BRAND A Smile and a Story Dairy Queen franchisee Marc Cardinal celebrates decades of success with the longstanding brand

86

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

88

BE YOUR OWN BOSS!

HISE INCREDIBLE FRANC BLE A PORTUNITIES AVAIL OP

FRANCHISE FUN Community Connector Bill Argo’s positivity and motivation help Symposium Cafe Restaurant & Lounge become a dining destination

92

FRANCHISE TUTORIAL Tutorials 5 & 6 This issue: • Intro to Royalties • Intro to Advertising Fees

COLUMNS

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 90 ASK THE EXPERTS 96 MARKETP­LACE 109 ADVERTISERS’ INDEX 110 GIVING BACK

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

g Over

Locations Earnin

$

125,000

ross Sales! in Weekly G

development@obsidiangroupinc.com

chucksroadhouse.com Franchise Canada

November | December 2019 5

PUBLISHER’S MESSAGE

PROMOTING FRANCHISE EXCELLENCE

T

he Canadian Franchise Association (CFA) is focused on promoting excellence in Canadian franchising, and this November/December issue shines a spotlight on the best and brightest who are exemplifying excellence throughout the nation, including best-in-class systems and flourishing franchisees.

The CFA Awards of Excellence in Franchising recognize excellence in franchise operations and celebrate the mutually rewarding relationships between franchisees and franchisors. What makes this awards program so unique is the basis on which the awards are determined: feedback provided by the systems’ franchisees.

This year’s Awards of Excellence Grand Prize winner in the Traditional Franchises category is tutoring and private school franchise Inspiration Learning Center. On page 20, franchisee Henry Ho shares his success with the system’s east-meets-west philosophy, while founder Angel Kuang highlights the importance of passionate franchisees. Driverseat is the Grand Prize winner in the Non-Traditional Franchises category, and on page 18, we provide a closer look at the team behind the chauffeur and shuttle service franchise, and how technology and a world-class support system have helped build a strong company culture.

Successful franchisees are integral to a successful franchise system, and this year, the CFA presented the inaugural Franchisee of the Year Award to two Gold winners who are thriving in their communities. On page 23, Subway franchisee Kelly-Anne Pelley and TWO MEN AND A TRUCK Canada franchisee duo Paul Bimm and Lyne Vincent share their insights and advice for building the best franchise businesses, while the four other winners also share their stories.

You can learn more about all 2019 CFA Awards of Excellence gold, silver, and bronze winners on page 59, along with the recipients of the CFA Recognition Awards, which honour individuals and systems for their leadership excellence and exemplary charitable contributions, Franchisees’ Choice Designees, and Membership Milestone recipients.

6 Canadian Franchise Association

Our focus on excellence in franchising will continue throughout the issue, including a spotlight on three established franchise brands in Canadian franchising on page 30, and a glimpse into full service dining franchises across the country that are making dining out more often a reality for Canadian families on page 39.

On page 75, we take you along on a day in the life of Triple O’s franchisee Teresa Troock, who explains how franchising is helping her to live her best life. We also introduce you to Restoration 1 franchisee David Ma, who outlines his recent successful first year in franchising on page 79, and why he attributes his business success to the franchise model.

Beyond this Excellence in Franchising issue, Franchise Canada and the CFA have the resources you need to narrow your franchise search, from our online member directory, LookforaFranchise.ca, to other Franchise Canada properties, including FranchiseCanada.Online, Franchise Canada trade shows, Franchise Canada E-News, Franchise Canada TV, and the Franchise Canada Chats podcast. Head to FranchiseCanada.Online to access and learn more about these helpful tools.

While those featured in this issue are all excelling in franchising, they all started out in the same place, as eager and entrepreneurial Canadians looking to make their business dreams become reality. We hope this issue inspires you to take the first steps toward achieving your own franchising goals!

Sherry McNeil President & CEO Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

To join our Franchising Family contact doug@gsbeauty.ca

CFA BOARD OF DIRECTORS (as of time of print) BOARD CHAIR John DeHart*, Nurse Next Door Home Care Services

& LIVE WELL Exercise Clinic

PRESIDENT & CEO Sherry McNeil*, Canadian Franchise Association 1ST VICE CHAIR Gerry Docherty*, Good Earth Cafes 2ND VICE CHAIR David Druker*, The UPS Store

PUBLISHER

Canadian Franchise Association (CFA)

TREASURER Rick Chittley-Young*, MNP LLP

VP, CONTENT & MARKETING Kenny Chan

SECRETARY & GENERAL COUNSEL

EDITOR Lauren Huneault

Larry Weinberg*, Cassels Brock & Blackwell LLP PAST CHAIR John Wissent* CHAIR, LEGAL & LEGISLATIVE COMMITTEE

Darrell Jarvis*, Fasken Martineau DuMoulin LLP CHAIR, FRANCHISE SUPPORT SERVICES Tony O'Brien*, TruShield Insurance DIRECTORS

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

NATIONAL SPONSORS

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

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

GRAPHIC DESIGNER Andrea Lee ADVERTISING SALES Gwen Dunant AD COORDINATOR Andrea Lee CONTRIBUTING WRITERS

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

Gwen Dunant Tel: 877-254-0097 | gdunant@cfa.ca TO SUBSCRIBE TO Franchise Canada

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

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

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

© 2019, Canadian Franchise Association.

All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher.

Franchise Canada is a member of Magazines Canada.

Publications Mail Agreement No. 41043018 Legal Disclaimer The opinions or viewpoints expressed herein do not necessarily reflect those of the Canadian Franchise Association (CFA). Where materials and content were prepared by persons and/or entities other than the CFA, the said other persons and/or entities are solely responsible for their content. The information provided herein is intended only as general information that may or may not reflect the most current developments. The mention of particular companies or individuals does not represent an endorsement by the CFA. Information on legal matters should not be construed as legal advice. Although professionals may prepare these materials or be quoted in them, this information should not be used as a substitute for professional services. If legal or other professional advice is required, the services of a professional should be sought.

FSC® certification is a commitment to good forestry practices, carried from forest to consumer

8 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

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CODE OF ETHICS

T

he Canadian Franchise Association (CFA) is dedicated to encouraging and promoting excellence in franchising in Canada. Each member of the Association agrees to abide by the CFA Code of Ethics and to further the Association’s goals of encouraging and promoting ethical franchising in Canada. Each member of the Association agrees to comply with the spirit of this Code of Ethics in its general course of conduct and in carrying out its general policies, standards and practices. The following are considered by the Association to be important elements of ethical franchising practices: 1.

Franchise system and franchise support services members should fully comply with Federal and Provincial laws, and with the policies of the Canadian Franchise Association.

2. A franchisor should provide prospective franchisees with full and accurate written disclosure of all material facts and information pertaining to the matters required to be disclosed in advance to prospective franchisees about the franchise system a reasonable time [at least fourteen (14) days] prior to the franchisee executing any binding agreement relating to the award of the franchise.

3.

A ll matters material to the franchise relationship should be contained in one or more written agreements, which should clearly set forth the terms of the relationship and the respective rights and obligations of the parties.

4. A franchisor should select and accept only those franchisees who, upon reasonable investigation, appear to possess the basic skills, education, personal qualities and financial resources adequate to perform and fulfil the needs and requirements of the franchise. Franchise systems and franchise support services members of the Association should not discriminate based on race, colour, religion, national origin, disability, age, gender or any other factors prohibited by law.

5. ­­­ A franchisor should provide reasonable guidance, training, support and supervision over the business activities of franchisees for the purposes of safeguarding the public interest and the ethical image of franchising, and of maintaining the integrity of the franchise system for the benefit of all parties having an interest in it.

6. Fairness should characterize all dealings between a franchisor and its franchisees. Where reasonably appropriate under the circumstances, a franchisor should give notice to its franchisees of any contrac-

10 Canadian Franchise Association

tual default and grant the franchisee reasonable opportunity to remedy the default.

7. A franchisor and its franchisees should make reasonable efforts to resolve complaints, grievances and disputes with each other through fair and reasonable direct communication, and where reasonably appropriate under the circumstances, mediation or other alternative dispute resolution mechanisms.

8. A franchisor and a franchise support services member should encourage prospective franchisees to seek legal, financial and business advice prior to signing the franchise agreement.

9. A franchisor should encourage prospective franchisees to contact existing franchisees to gain a better understanding of the requirements and benefits of the franchise.

10. A franchisor should encourage open dialogue with franchisees through franchise advisory councils and other communication mechanisms. A franchisor should not prohibit a franchisee from forming, joining or participating in any franchisee association, or penalize a franchisee who does so.

11. A franchise support services member in providing products or services to a franchisor or franchisee should encourage the franchises to comply with the spirit of this Code of Ethics. A franchise support services member should not offer or provide products or services if legislative or professional qualification is required to do so unless the franchise support services member has such qualification.

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

Visit FranchiseCanada.Online today.

www.cfa.ca | www.FranchiseCanada.Online

Chauffeur Franchise

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

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9 weeks of online and in-classroom extensive training

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INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Pür & Simple Brews Up Nova Scotia Expansion On the heels of its successful Edmundston expansion in midJuly, Pür & Simple, the fast-growing breakfast and lunch brand, launched its ninth location nationally in Dartmouth, Nova Scotia on August 20th.

The restaurant serving made-toorder breakfast, brunch, and lunch is open 7 a.m. to 3 p.m., seven days a week. The newest 3,700-squarefoot eatery is located at 535 Portland Street in the Penhorn Plaza.

Menu items include the traditional omelettes, pancakes, sandwiches, as well as specialty items: quinoa & veggie skillet, smoothie bowls, avocado toasts, smoked salmon eggs Benedict, and craveable delights like red velvet pancakes.

“We are so blessed to be receiving such positivity from the communities in which we are opening our stores. We are grateful for our franchise partners who believe in the brand and the values behind it.” said Ritou Maloni, co-founder and executive vice president of Pür & Simple.

The success of the chain is in large part due to the dedication and commitment of the franchise partners. The new restaurant in Dartmouth is owned by Trevor Rogrigues, a true entrepreneur and visionary. “I am thrilled to be a part of a growing franchise with such deep values of hospitality and excellence. The brand is innovative and fresh and the best part – the food is absolutely delicious.”

City Wide Opens First Canadian Location in Southwestern Ontario City Wide has announced the opening of its first Canada-based office. With the expansion, the brand now serves commercial properties throughout

12 Canadian Franchise Association

Southwestern Ontario, in addition to across the United States.

Local building owners and property management companies throughout Southwestern Ontario now have access to a single-source solution for all their building maintenance needs. Waterloo Region resident and serial entrepreneur Mark MacGregor owns and operates the new office. City Wide of Southwestern Ontario is open for business at 4-180 Shearson Crescent in Cambridge, Ontario.

“Relationships are at the core of City Wide’s business philosophy,” said MacGregor. “My entire career has been built on the relationships I have developed, and I now have the chance to make more of these important connections. I’m honoured to open the first Canadian City Wide office dedicated to providing facility managers the best value for the services they need to keep their businesses running well.”

MacGregor joins City Wide with a diverse professional background.

Most recently, he was a caseworker for four years at Ontario Works, a provincially funded income and employment support program. Outside of his day job, he designed, manufactured, and branded Brock Brush Company, a wet-shaving brush for people with sensitive skin. He has spent much of his time volunteering in his community, most notably as a mediator with Community Justice Initiatives. With his extensive ties to the community, Mark is positioned to build lasting relationships that will help grow the Southwestern Ontario office and provide exceptional client services.

Playing an instrumental role in boosting local economies, City Wide puts business back into the

www.cfa.ca | www.FranchiseCanada.Online

community by partnering with smaller, independent, and locally owned maintenance companies to execute services. Aligning with independent companies ensures clients have access to more specialized services, while providing an opportunity for small businesses to develop alongside a reputable national company.

FASTSIGNS® Named A Top 50 Franchise for Women by Franchise Business Review FASTSIGNS International, Inc., franchisor of FASTSIGNS ®, the leading sign, graphics, and visual communications franchise, has been named a top franchise for women by Franchise Business Review in its 2019 Top Franchises for Women Report.

“This recognition from Franchise Business Review is a testament to FASTSIGNS’ commitment of equipping our franchisees with all of the necessary training, tools, and resources needed to succeed,” said Catherine Monson, president and CEO, FASTSIGNS International, Inc. “Female franchisees across the franchising industry continue to shape the future of business and we are proud to support those female franchisees in our system, as they have proven to be a true asset to our brand while providing sign, graphics, and visual communications services to their local communities.”

FASTSIGNS was among more than 265 franchise brands that participated in Franchise Business Review‘s research on the Top Franchises for Women. FASTSIGNS’ franchisees were surveyed on 33 benchmark questions about their experience and satisfaction regarding critical areas of their franchise systems, including leadership, training and

INDUSTRY NEWS support, financial opportunity, and work/life balance.

In 2019, the Canadian Franchise Association (CFA) awarded FASTSIGNS International, Inc. the Franchisees’ Choice Designation for the seventh consecutive year for its strong relationship with Canadian franchisees, as well as extensive franchisee training and support.

Baskin-Robbins Continues Canadian Expansion Baskin-Robbins Canada announced in August the opening of its 11th location in Mississauga, the franchise’s 103rd in Canada. The opening is part of a wave of openings originally announced in September 2018 that called for 18 new stores across Ontario.

“We’re experiencing a lot of momentum in Canada and a large part of the credit goes to the amazing

Baskin-Robbins family whose members are as passionate for the brand as they are about the category itself,” says Natalie Joseph, representative for Baskin-Robbins Canada. “Our culinary team is continually on the lookout for new ways to tickle the taste buds of Canadians and our development teams are doing an amazing job at finding hard-working franchisees to deliver an excellent product and in-store experience.”

The new shop, located at 7070 Saint Barbara Blvd. in Mississauga, is operated by joint-owners Sulman Muhammad and German GBO. New to the brand, but with more than 16 years of experience in retail management, Muhammed plans to develop an additional 10 Baskin-Robbins shops throughout the Greater Toronto Area.

“I’m very excited to open this shop here in Mississauga,” says GBO.

“Serving such friendly and supportive customers fills my heart with satisfaction. Sulman and I cannot wait to continue to grow with the BaskinRobbins team and provide our rich and diverse menu to everyone in the community with lots of joy.”

Baskin-Robbins is actively looking for talented and passionate entrepreneurs to join its successful roster of Canadian franchise partners.

Mary Brown’s Chicken & Taters Celebrates 50th Anniversary Mary Brown’s Chicken & Taters celebrated the brand’s 50th Anniversary with an epic homecoming in St. John’s, Newfoundland & Labrador.

A new flagship location opened at the corner of Water and Adelaide Street in the city’s downtown core.

It includes a unique twist: the addition of a large, engaging mural on the exterior of the building, bringing

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INDUSTRY NEWS together the local arts community and giving back to the brand’s hometown in a memorable way.

The fresh and flavourful Mary Brown’s, famous for its Signature Chicken and Big Mary ® Sandwich, started its journey in Newfoundland back in 1969. Since then, Mary Brown’s has become a household name in the province and has expanded across Canada, feeding families from coast to coast. Today, Mary Brown’s Chicken & Taters is one of Canada’s fastest-growing franchises with around 160 locations. The brand is 100 per cent Canadian owned and operated – and very proud of its east coast heritage. They wanted to showcase this pride by bringing the true essence of St. John’s to life in their newest store opening.

“Mary Brown’s is a truly Canadian brand in which our superior product

14 Canadian Franchise Association

quality and hospitality are influenced by our genuine Newfoundland heritage,” says Hadi Chahin, president & COO. “We are passionate about our freshly-made product which delivers on our promise of the most delicious, best-tasting chicken that money can buy.”

St. John’s hosts a dynamic arts community, brimming with creative talent. In collaboration with local artists, Mary Brown’s has developed a monumental piece of art dedicated to the people and the province the brand calls home. The project speaks not just to the city, but to its culture, history, and family-oriented values. Corporate employees and franchisees from across the country are reuniting in St. John’s to celebrate the 50th anniversary through a variety of local experiences, excursions, and traditions, culminating with a reveal of the mural.

www.cfa.ca | www.FranchiseCanada.Online

Chahin adds, “The timing of the mural coincides perfectly with our 50th Anniversary Conference in St. John’s. We wanted our employees, our franchisees, and our hometown to celebrate together in the birthplace of our brand.”

Driverseat Opens in Calgary Driverseat announced in August that franchise owner Rahul Kumar has secured 13 territory locations and is opening the first in central Calgary, Alberta.

The opening of Driverseat Calgary contributes to the company’s exponential growth this year as they continue to expand across Canada and begin opening territories in the U.S. “We are excited to have someone of Rahul’s calibre opening in multiple markets in Western Canada,” states Brian Bazely, CEO of Driverseat. “Rahul now owns the largest

INDUSTRY NEWS number of franchises in our system, with 13 territories that will cover all of Calgary.”

Driverseat offers two services.

The Chauffeur service matches Coachmen (drivers) with customers to drive their car for them. The Shuttle service has the franchisee provide a Coachman and van for shuttle services including employee transportation, airport pick-ups, tours, and weddings.

“We are so excited about bringing this concept to the city of Calgary,” adds Rahul Kumar, Calgary franchise owner. “When I came across this opportunity and saw the growth the brand had been experiencing, I knew I had to be part of it.”

Driverseat uses state-of-the-art technology to provide real-time updates to the customer about the location of their Coachmen. Over 400 communities across Canada

Driverseat founders with new Calgary franchisee Rahul Kumar.

Left to Right: Brian Bazely, Shelly Sharma, Rahul Kumar, Luke Bazely

currently have access to Driverseat services. With 13 locations being added in Calgary, Canada’s fourth largest city, Driverseat will now be servicing many more customers. The opening of Driverseat Calgary is complemented with new locations opening in Edmonton, Alberta and Brampton, Cambridge,

Collingwood, and Owen Sound, Ontario.

“Rahul has already fielded many inquiries about services and is hiring a large team to execute these service requests. The interest in our Chauffeur services to provide tours through Western Canada is nothing short of outstanding,” states Brian.

Partner with

OLYMPIC GOLD MEDALIST BRYAN CLAY

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Franchise Canada November | December 2019 15

Top of the Franchise Class

Driverseat and Inspiration Learning Center share what drives their CFA Awards of Excellence Grand Prize success

BY JORDAN WHITEHOUSE On April 8th, franchisors and franchisees from across the country gathered in Niagara Falls, Ontario for the Canadian Franchise Association’s (CFA) annual Awards of Excellence gala. As always, it was the most anticipated event in Canadian franchising of the year, and it turned out to be one of the most memorable for Inspiration Learning Center and Driverseat, who took home the two prestigious Grand Prize awards.

The Grand Prize is the top award handed out by the CFA, and it’s given to a Gold winner in the Traditional category (i.e. franchises with bricks-and-mortar locations) and a Gold winner in the Non-Traditional category (i.e. mobile or home-based franchises). Inspiration Learning Center won it for the Traditional category, while Driverseat won it for the Non-Traditional category.

Like all of the awards, the Grand Prize is determined by the results of a survey completed by participating brands’ franchisees about their levels of satisfaction with the system. It’s the pinnacle of achievement in Canadian franchising, and as CFA president and CEO Sherry McNeil put it, Inspiration Learning Center and Driverseat “demonstrated they are the very best in Canadian franchising in 2019.”

Here are their stories.

Franchise Canada November | December 2019 17

COVER STORY Bonus video content on FranchiseCanada.Online!

Brian Bazely (left) and Luke Bazely (right) with their corporate site Coachmen team.

Driverseat Amaree Watkis and Dwayne Leach have more than 30 years of combined experience in law enforcement, so when it came time for a career change, they certainly knew how to investigate all of their options. And at the end of their “investigation” last March, one of the big reasons they landed on Driverseat was how much the founders and the management team care about their franchisees.

“Time after time, when we reached out to [CEO and co-founder] Brian Bazely, he would respond within minutes,” says Watkis, now the co-franchisee with Leach of the Brampton Driverseat location. “So if the co-founder has time in his busy schedule to do that, it only makes sense that that’s the culture of the organization. And it has been.”

Launched in 2012 by Brian and his brother Luke, Driverseat provides chauffeur and shuttle services using its own vehicles or those of its customers. With 58 franchises and counting, the company is in more than 400 communities in Alberta, Saskatchewan, Manitoba, Ontario, Nova Scotia, and the United States. By the time you read this, it will also be in British Columbia.

18 Canadian Franchise Association

Brampton franchisees Dwayne Leach (left) and Amaree Watkis (right) in front of their City Hall.

Brian says that the degree of support that Watkis and Leach experienced when they were doing their due diligence was no accident. It was baked right into the company even before the Bazelys had the Driverseat concept worked out.

The founders also knew they wanted a franchise company that was progressive, had real purpose, and could build real profit for themselves and franchisees – aka the “Ps” of the company.

“And so,” says Brian, “eventually we identified that we could hit those ‘Ps’ with something like Driverseat, because there was certainly a need to provide transportation for the elderly, or those who just didn’t like driving on the highway, or who had been drinking. No one was really doing that on mass.”

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY

Luke Bazely, President; Will Johnston, Halifax, NS franchisee; Brian Bazely, CEO; Sean Mulder, Cambridge, ON franchisee; and Adam McKeachnie, Owen Sound, ON franchisee (left to right).

The company offers two services, both focused on transporting people. With the chauffeur service, customers hire Driverseat coachmen by the hour to use their own vehicle to take them where they need to go. With the shuttle service, Driverseat coachmen use the company’s vehicles to transport customers.

Driving forward with technology Everything is operated through a specially-designed technology platform that allows customers to order and track their drive, and franchisees to easily manage the business.

Recently, Driverseat updated that technology so that franchisees can essentially run the business off of an iPad wherever they are, even the beach. It’s another example of how Driverseat is focused on that people part of the business, says Brian. “We believe that working hard is super important, but we don’t believe that working more hours for more revenue is necessarily the right mix. We believe that a better balance is being rich.”

Because that technology handles most of the management side of the business, Brian says that an ideal Driverseat franchisee is someone between an omnivert and an extrovert. “Someone who really loves shaking hands with people and chatting with people and talking to them on the phone is going to be very, very prosperous.”

The future of the company in general looks quite

prosperous. With almost 50 per cent of potential franchise locations in Canada sold out, Driverseat is looking to continue growth south of the border and elsewhere.

This fall, they’ll open in two to four U.S. states, and Brian believes that in “fairly short order” they can be in 20 other countries.

Amaree Watkis couldn’t be happier to be along for the ride.

His advice to potential franchisees looking at Driverseat is to have faith that the system works but to do your due diligence and to talk to the Bazelys. “Once you do get to speak to those founders, you get to understand the great atmosphere, the culture that’s still within the organization. Even though we’re as big as we are now, it’s all a testament to their leadership. It’s just awesome to be a part of.”

DRIVERSEAT STATS Franchise units in Canada: 54 Corporate units in Canada: 1 Franchise fee: $17K-$21K Investment required: $25K-$37K Training: 5 days in-class and 6 weeks online Available territories: All of Canada, International In business since: 2012 Franchising since: 2013 CFA member since: 2013

Franchise Canada November | December 2019 19

COVER STORY

Jin Yu, office assistant; Angel Kuang, President and CEO; Ling Li, head of math and science department; Valeria Nunziato, office coordinator

Inspiration Learning Center Though it was only last March when Henry Ho launched his Inspiration Learning Center location in Newmarket, Ontario, the world of academic tutoring is nothing new to him. For years, he and his wife had tried different tutors and after-school programs for their two kids. Some were good, some weren’t, and he could usually tell the difference pretty quickly.

Which was why, one day, he had a thought: Why couldn’t I open my own tutoring centre? Sure, he didn’t have any formal training as a teacher, but he knew he had a passion for education and an understanding of what makes an excellent tutoring program. He just needed the support of a good franchise.

20 Canadian Franchise Association

Bonus video content on FranchiseCanada.Online!

And that’s what led him to Inspiration Learning Center, a tutoring and private-school franchise now with four corporate locations and 10 franchise locations across the Greater Toronto Area, plus one in Calgary. Along with offering tutoring for all subjects from Junior Kindergarten to Grade 12, many of its franchisees also sell workbooks and provide education and planning consulting services on everything from applying to Canadian and international universities/colleges to building individualized academic plans. They also offer high school credit courses in their private school format. “We really are an all-in-one education service provider,” says owner and founder Angel Kuang.

The big thing that drew Henry Ho to the franchise was its east-meets-west teaching philosophy. Eastern education tends to focus on regular practice, memorization, and frequent review of the fundamentals. Western styles are more about the development of creativity and critical thinking skills, the communication of ideas and concepts, and the use of interdisciplinary methods. Inspiration Learning Center uses both.

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY

“Being from China, I’ve experienced both styles, so I know the difference and what’s good about them,” says Ho. “So when I looked at the franchise, I immediately realized how good of an idea this is.”

Setting franchisees up for success He also quickly realized how practical and comprehensive the franchise’s systems and supports are for franchisees. Most of those are due to Kuang, who started her own language centre in China before moving to Canada and earning a master’s degree in economics from Lakehead University. She launched Inspiration Learning Center in Toronto in 2003.

“I built up this concept from scratch,” says Kuang, “so I developed, designed every single form, everything. It’s very easy to understand, especially for the people who have never been in the education field before.”

The three-week franchisee training program is similarly practical and easy to understand, says Ho, and it gave him a full overview of the primary and high school system in Ontario, as well as the ins and outs of what’s needed to apply for post-secondary education.

“They have ongoing training, too,” he adds. “Every quarter, for instance, there will be something new, where at the same time all of the franchisees sit together and address the issues we have so that we can learn and share and find answers from each other.”

As for finding new franchisees, Kuang says she doesn’t necessarily look for professional educators, but instead for people who have a passion for education. “I

believe that anyone can do this, as long as they have a love for education, they want to help kids, they have the business acumen, and they’re not afraid to go out and market.”

She’ll be looking for more of those types of partners in the near future. Though Kuang doesn’t want to grow too fast, her goal is to open three to five new locations per year. And as the company grows, she says she fully intends to stay deeply connected to what’s happening in the classroom. “That’s why I have those corporate centres – to have a better understanding of what the market looks like, and to see new programs, new directions, to guide the franchisees going forward.”

One piece of guidance Ho has for new Inspiration Learning Center franchisees: come with passion. “You have to really enjoy this to be successful, to motivate yourself. Take me: I have two kids, I like this. Yeah, you want to make money, but you have to find something you like, you have to have that passion for education.”

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

Franchise Canada November | December 2019 21

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HONOURING FORMIDABLE FRANCHISEES Recognizing 2019’s CFA Awards of Excellence Franchisee of the Year winners

BY JESSICA BURGESS

Each year, the Canadian Franchise Association (CFA) recognizes the achievements and efforts of franchises through the CFA Awards of Excellence, and for the first time this year, the CFA also honoured the achievements of exemplary franchisees. The Franchisee of the Year award was presented to six franchisees who have demonstrated excellence in business performance, community involvement, and leadership.

Here, you’ll meet the Gold winners in the Traditional and Non-Traditional categories, as well as the four other Franchisee of the Year award winners.

Franchise Canada November | December 2019 23

HONOURING FORMIDABLE FRANCHISEES Kelly-Anne Pelley

Subway, Corner Brook, Newfoundland & Labrador (Gold, Traditional) For Kelly-Anne Pelley, being a franchisee is very much a part of her identity – she’s part of a family with three generations of franchisees, and has been a Subway franchisee since she was 20 years old. Together with her husband, James, and their daughter, Emily, Kelly-Anne Pelley went from running a single store in Corner Brook, Newfoundland, to running six stores across the west coast of Newfoundland. Then, in June of 2017, Pelley shares, “We were very fortunate to facilitate the purchase of nine more stores in Cape Breton, Nova Scotia, where we grew up. We now have a total of 16 stores.”

Pelley notes that Subway has always been good about recognizing its franchisees. “But this is the first year that someone has been nominated to the CFA awards,” she says. Pelley is incredibly humble about the honour, immediately recognizing the contributions of her husband, daughter, and their incredible staff.

“Winning the award was definitely a shock, and surprising, because I don’t think I’m really any more special than anyone else,” Pelley shares. “It was definitely confirmation that maybe I am doing a good job.”

Having had experience with several franchises before focusing solely on Subway, Kelly-Anne knows the importance of looking at a company’s history before deciding whether it’s the right franchise opportunity for you. “I’ve lived and I’ve learned. I’ve made mistakes. So, a longer history would be a key indicator, for me, of a successful franchise,” Pelley continues, “and Subway has been around for a long time – about 50 years.”

Aside from a strong industry history, staying current in the business is key, Pelley says, for a successful operation. “We attend as many local, regional, and national conventions as possible, to make sure we always stay on top of what’s new and how we can make improvements in our stores.”

Furthermore, Pelley and her team prioritize customers and employees equally. “We pride ourselves on offering great customer service,” Pelley says, “and I still work the line when we’re busy. I’m very committed to training, and we have very little staff turnover. We have a team of almost 150 who we have the utmost respect for.”

This inclusive mentality is undoubtedly part of the reason that Pelley won Gold in the Traditional Proven success and category of this year’s profitability since 1976.

CFA Awards of Excellence.

180 locations nationwide “My motto is that being a and growing.

Subway franchisee is a lifeMulti-unit opportunities style, not a career.” available.

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24 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

HONOURING FORMIDABLE FRANCHISEES Paul Bimm & Lyne Vincent

TWO MEN AND A TRUCK, Ottawa, Ontario (Gold, Non-Traditional) Paul Bimm and Lyne Vincent, owners of a TWO MEN AND A TRUCK moving franchise in Ottawa, Ontario, both began their professional careers in the finance sector. After moving to a new area, and with Lyne returning to work after a maternity leave, they were looking at starting their own business. “I always had the entrepreneurial bug in me,” Bimm shares. “We had known the people at TWO MEN AND A TRUCK through our previous work lives, and learned that they were looking for franchisees in Ottawa.”

For Bimm and Vincent, the basis of the business model of TWO MEN AND A TRUCK really appealed to them. “There was a very strong emphasis on customer service,” Bimm says. “Treating the client right is the most powerful marketing tool available. Referrals and repeat clients!”

The core values of the company were also aligned with the couple’s own: “Customer service, focus on our employees, and giving back to the community,” Bimm adds. “The franchise concept to me is being able to get a head start on a business with a proven brand and business model, which can save time in the learning and growth involved in a new business.

“Learning the business was a huge challenge, but we maintained our focus on our clients and our employees, as well as on the experience of our peers and partners within the industry.”

Not being afraid to learn is integral to succeeding in a new industry, as is reaching out to the built-in support that franchises offer. “People care and help,” Bimm says. “The franchise system has a very intensive two-week training program, and there is ongoing support to get up and running. We have a central online training and communications system to stay up to date and relevant, and an extensive training tool for our employees.”

Having a supportive and engaged head office is crucial for franchise success, Bimm notes. “Our head office is constantly looking at how to make things more efficient. Plus, we are always looking at new revenue opportunities and how to stay ahead of our competition.”

“I have to say that Lyne is the ‘heart and soul’ of all of this,” adds Bimm.

“She managed to persevere and make all this a success. Despite a challenging year, she was able to continue to give back to others. Winning the award • 1st authentic Neapolitan • Average annual was quite humbling. To be pizzeria in Canada sales $1.5m recognized like this among • 30 locations • Total required so many great franchisees investment $700k, • High productivity open and systems is amazing.” with $350k cash

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Franchise Canada November | December 2019 25

HONOURING FORMIDABLE FRANCHISEES Mark Mebs

BeaverTails, Victoria, British Columbia (Silver, Traditional) Why did you want to own your own franchise business?

It made a lot of sense to me in part because it takes some of the risk out of owning a business – the franchisor has already done the ground work for you and allows you to step into an established system with a proven track record of success.

Why did you decide to franchise with this particular concept?

One of the key factors was getting to know the senior leadership team. The more I spoke with them, the more certain I became that this was the direction I wanted to take.

What are the benefits of being a franchisee?

It grants you access to an entire network of people who are just like you, who you can reach out to for ideas and advice, and you know that there is a team that wants to see you succeed.

Why have you found success with your franchise business?

I’m not afraid to try something new to see if it works. I can definitely tell you that not every one of my ideas has worked, but the key is not to be afraid to try.

What advice do you have for others considering franchising?

Get to know the brand and what they stand for, find out what support will be available to you from the franchisor, try to get to know the people you’ll be dealing with, and talk to franchisees who are already part of the concept you’re looking at.

26 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

HONOURING FORMIDABLE FRANCHISEES Kelsi Ashley & Erin Levesque

Molly Maid, Sudbury, Ontario (Silver, Non-Traditional) Why did you want to own your own franchise business?

Prior to us owning this franchise, our parents owned it. We eventually got involved in the business and wanted to take it on ourselves.

Why did you decide to franchise with this particular concept?

As second-generation franchisees, we had front-row seats to what it took to be successful. We liked the concept and saw that there was tremendous opportunity for growth.

What are the benefits of being a franchisee?

We love the brand, the system, and the support we receive from Molly Maid, including a team at our support office who is there to provide us with resources.

Why have you found success with your franchise business?

Brand awareness is crucial. We also believe in providing the best customer service possible, developing strong relationships with our customers, team members, and community.

What advice do you have for others considering franchising?

Choose an industry that you are passionate about, something that gives you purpose. Do your due diligence, and, if possible, spend time at that business before deciding to become a franchisee. Be willing to continually learn and grow.

the Cora

A well-established franchise concept specializing in breakfast, offering our guests quality food and service in a warm, family atmosphere. Our restaurants are typically open from 6 a.m. to 3 p.m., Monday through Saturday, and from 7 a.m. to 3 p.m. on Sundays.

The benefits of being a Cora franchisee include: A schedule that offers balance between your business and personal life.

A system designed for franchisees to easily acquire the knowledge to operate a restaurant and meet Cora standards.

An experienced team to assist you in selecting your site and negotiating your lease.

A 5-week training program, including up to 18 days with a team of up to four certified trainers at your restaurant.

Being part of a successful brand, Canada’s leading breakfast and lunch restaurant chain, with more than 130 restaurants across Canada… and counting!

Become part of the Cora family!

If you’re an enthusiastic entrepreneur with passion and drive who’s interested in brightening up your business life, please contact:

Jim Jenkins - Senior Franchise Recruiter

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

CoraFranchise.com

Franchise Canada November | December 2019 27

HONOURING FORMIDABLE FRANCHISEES John Lockyer

Dairy Queen, Orangeville, Ontario (Bronze, Traditional) Why did you want to own your own franchise business?

I ended up in the store by accident, helping my family out.

Why did you decide to franchise with this particular concept?

My family was in the construction business, and my dad and his business partner decided to buy a Dairy Queen. I said I would help out for a year, and that was 30 years ago!

What are the benefits of being a franchisee?

Name, logo, and product recognition are key. With this franchise, an operator can follow a proven business system. Our corporate office provides research and development for new products, as well as quality assurance.

Why have you found success with your franchise business?

We invest in training and development for our team, as well as supporting and sponsoring local organizations. We have a very strong purchasing cooperative that I’m the vice president of, and we take care of purchasing for all of Dairy Queen Canada.

What advice do you have for others considering franchising?

Canadian Dairy Queen franchisees belong to the Canadian Operators Association, which helps us with communication and policy, working hand-in-hand with International Dairy Queen on system-wide changes.

Know that IDQ recognizes that happy and profitable franchisees re-invest in their businesses.

The future is yours.

Embrace it.

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28 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

HONOURING FORMIDABLE FRANCHISEES Spencer Janke

Elite Trade Painting, Edmonton, Alberta (Bronze, Non-Traditional) Why did you want to own your own franchise business?

I always wanted to own my own business and felt that starting a franchise business would help me get the tools I needed to scale and grow the business.

Why did you decide to franchise with this particular concept?

I had previous experience running a painting business, so it was a natural fit to use my experience and connections to help build a larger year-round business.

What are the benefits of being a franchisee?

Using tools that have already been created by the franchise system saves time and energy. I can grow my business more rapidly than someone working on their own because I have access to systems and procedures that have been refined by our franchisor.

Why have you found success with your franchise business?

The first is our people, and the second is our commitment to customer service and quality – the most important customer we have is the one we are already working for.

What advice do you have for others considering franchising?

Meet with franchisees to ask about their experience in the business.

Spending an hour having coffee with someone who is already in the business is invaluable.

OPENING SOON dq.ca

Franchising Information:

Tammie Verna (905) 637 4741

tammie.verna@idq.com

Franchise Canada November | December 2019 29

ESTABLISHED ENTERPRISES Mature franchise concepts that get better with age

BY GINA MAKKAR

When we look at established systems with hundreds of locations, it’s natural to wonder about their recipe for success. Is it the products and services? The consistent operations? The brand recognition?

Grant Bullington, franchise consultant at FranNet, says an established organization can offer great benefits to franchisees. “First, there isn’t nearly as much guesswork or wondering about the potential future success when we compare it to a newer or emerging franchisor. The more senior system has had many years to work out the kinks in their systems, and to focus on continued incremental gains. Also, a new franchisee can immediately benefit from the strong brand power and recognition of a more established concept – you get to harness it instead of having to build it.”

We spoke to three established franchise concepts to find out how they age gracefully and continue to create a big impact.

30 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

ESTABLISHED ENTERPRISES

Boston Pizza With 397 locations across Canada, Boston Pizza offers more than 80 menu options for kids and adults alike. “We have two unique experiences under one roof. It’s a familyfriendly restaurant on one side, and a lively sports bar on the other. We’ve been able to uniquely position ourselves by complementing the different demographics,” says Felix DeCata, vice president of national development.

A big part of the company’s success is the powerhouse behind the brand, Jim Treliving. Once a franchisee himself, Treliving continues to cling to his roots, honouring the challenges of franchising by building offices and establishing best practices up front to ensure franchisees have the support they need daily.

With plenty of opportunities to grow across Canada, the right locations and the right franchise partners are paramount. “We are a very patient company, and we’ll wait for the right location and franchisee before we grow,” says DeCata. In turn, as an established system, Boston Pizza is able to leverage its resources to offer the best in buying power, from food costs to marketing initiatives. In fact, it remains one of the few systems that doesn’t charge royalties on alcohol sales.

As a larger operation, DeCata says it’s important to stay in touch with the franchise network. They maintain contact through advisory committees, regional meetings, and more. “I think transparency and having an open line of communication both ways is very important.”

As an established brand, the corporate office assists with anything from training and support to operations and marketing. “We try to help by having franchisees focus on the execution while we do the legwork,” says DeCata. With so many moving parts, he adds that a committed franchisee will set themselves up for success.

His advice? Don’t rush into anything and do your due diligence. “Find out who your competitors are, speak to existing franchisees, visit locations, and make sure you really understand who the franchisor is.”

BOSTON PIZZA STATS Franchise units in Canada: 393, US: 28, International: 13 Corporate units in Canada: 4, US: 2 Franchise fee: $60K Investment required: $1.7M-$2.6M Training: 6-7 weeks Available territories: All of Canada, US In business since: 1964 Franchising since: 1968 CFA member since: 1992

Franchise Canada November | December 2019 31

ESTABLISHED ENTERPRISES

Steve Hockett, chief executive officer

Great Clips Great Clips continues to snip its way across the United States and Canada, and credits this success to franchising. “Early on, we decided that franchising was our growth vehicle,” says Steve Hockett, chief executive officer. “Franchisees operating in the communities they live in is part of what differentiates us. It takes a lot of discipline to establish multiple franchisees in every market. It’s how we grow, and will continue to grow. We grow at a measured pace.”

The first salon opened in Minneapolis in 1982, and 37 years later, the menu price board still looks the same. “The strength of Great Clips is that we know who we are. We know what we’re good at – and our singular focus on haircuts is a powerful part of the brand,” says Hockett.

New technology allowed the brand to reinforce its commitment to convenience, ease of use, and the ability to get a haircut anytime. The online app allows customers to check wait times, and the innovative Clip Notes feature stores haircut details, so customers can get the same experience at any Great Clips in Canada and the United States.

Today, they boast over 4,400 units, and 1,200 franchisees who employ 40,000 stylists, and this is a big draw to prospective franchisees. “We are the official hair salon of the National Hockey League. If you go with a smaller concept, you won’t have that. It takes dollars and a brand and distribution to do that. When you start

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32 Canadian Franchise Association

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ESTABLISHED ENTERPRISES out, you can’t have the technology we have today. It takes resources.”

In addition to a track record of business success and a people-centric attitude, Hockett says it’s essential that franchisees embrace the system. “Live within the system, and don’t try to change it right away. Over time, great systems evolve because their franchisees help them evolve.”

GREAT CLIPS STATS Franchise units in Canada: 155, US: 4200 Franchise fee: $20K (USD) Investment required: Net worth $500K ($1M in select markets) Training: Yes Available territories: BC, MB, ON, SK, US In business since: 1982 Franchising since: 1983 CFA member since: 2006

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Franchise Canada November | December 2019 33

ESTABLISHED ENTERPRISES

Mary Brown’s Chicken & Taters One of the largest Canadian quick serve chicken restaurants, Mary Brown’s celebrated its 50th anniversary this year. In the wake of the milestone, the brand has taken on a whole new look, with a fresh new logo and modern, streamlined interiors.

With 160 locations serving Made Fresh from Scratch™ chicken cut and breaded by hand, and taters handcrafted from farm fresh Canadian potatoes, the brand plans to expand to 200 locations by 2020.

What makes Mary Brown’s unique? Well for one thing, taste. Husband and wife team Waqar Azam and Aysha Waqar knew they wanted to own a business. “We knew we wanted a restaurant, and we wanted a franchise,” says Waqar.

“We said, first things first, we both need to love the product. Only then can we sell it with pride,” says Waqar.

The couple now owns four locations, but the first they purchased was an existing restaurant. “As an accountant, I was putting my investment in safe mode. We took baby steps, one step at a time. Liking the product is one thing, but having the experience and seeing how the profitably was, both things have to work. My passion is to serve, but my pocket has to be served, too.”

During the first year, as Waqar struggled to get familiar with the business concepts, Aysha stepped in to help.

“I am a good accountant and she is a good administrator. When she jumped in, we were starting to get a good picture of our investment, and the opportunity to buy another store popped up.”

With established systems and support in place, the couple was able to open four stores in four years. “The franchise support is amazing, we have no words for that,” says Aysha. “The first year was quite crucial for us because the food business was new, but it was due to

34 Canadian Franchise Association

their support that every year, we were able to make the jump to another store.”

“When I looked at our main competitors and the growth they were experiencing, there was no comparison. What brought us here was sheer taste, consistent taste at every location.” Waqar adds that there was an immediate connection with the corporate team from the start, a personal touch that brought them into the fold from day one.

Waqar’s advice? “Jump in, just go for it. When you have your own business, you need to feel confident in yourself, your product, and the support. Today is the time to jump in.”

MARY BROWN’S CHICKEN & TATERS STATS Franchise units in Canada: 160+ Corporate units in Canada: 18 Franchise fee: $25K Investment required: $600K+ Training: 3 weeks Available territories: All of Canada In business since: 1969 Franchising since: 1969 CFA member since: 1982

www.cfa.ca | www.FranchiseCanada.Online

ESTABLISHED ENTERPRISES Expert advice When investing in an established model, Bullington says there are fewer unknown variables when it comes to investment costs.

“A system that opens several new units a week will have a more detailed and consistent investment breakdown when compared to the system that only sees several new units a quarter.”

On the flipside, big systems aren’t for everyone. Franchisees in larger systems may feel less significant, and their attempts to provide input unheard. “If you’re one of hundreds of franchisees, you simply aren’t afforded that much of a voice. Generally speaking, well-established and comprehensive systems tend to lack room for your flexibility, innovation, and creativity. This can be a legitimate cause of concern for some owners.”

For those new to franchising, he suggests benchmarking preferences by talking through a familiar situation: “If you were to go and get another job, would you prefer to work for an IBMsized company, a startup, or a smaller family business? Your response might yield some telling insight as to the size and scale of your ideal franchisor.”

“Above all, clearly understand what you are looking for and where you will best fit in a franchise system. It can be comforting knowing that you’re joining potentially hundreds of other franchisees in your decision.

Be careful to not get swept up with mob-mentality thinking and make sure that it’s the right business for you.”

Patti Hone President and creative director As You Like It Marketing & Communications

ESTABLISHED BRAND OR STARTUP: Which Franchise is Best for You? While buying a franchise from an established “big brand” doesn’t guarantee instant success, there are definitely advantages that can provide a measure of security that is often missing with “startup” companies.

An established franchise has instant brand recognition; the net effect of reducing a potential customer’s purchase time by giving them a pre-qualified choice. In other words, a customer will purchase a Big Mac without much thought because they know what it tastes like. There are no surprises. No risk. The McDonald’s brand has communicated a defined level of quality and service that customers expect and receive every time they order a Big Mac. Established brands also have proven systems and procedures including training, bulk buying advantages, marketing support, and tried and tested systems for operations, accounting, etc. When you purchase from an established brand, you are in a sense buying an accelerated learning curve. Your franchisor has probably already encountered and overcome the problems/challenges you will face as a new franchisee, so you can benefit from their trial and error. This increases your chance to hit the ground running so to speak and to start to build business equity faster.

But all that glitters is not gold.

There are many established brands that although they may have been around a long time, and their names are recognizable, have become stagnant and tired. It is important to look at the brand carefully. How many locations have they opened recently? How many have they closed? Is the product or service they sell relevant in today’s day and age? Think of all the big brands that at one time were “hot” and then they were not. Jumbo Video was a well-known brand for many years but when the digital age took over, they became obsolete and the franchise disappeared.

Look at the brand for what it is now and how it will sustain itself in the future. Is the brand constantly evolving to keep up with the demands of today’s consumer or is it stuck in the past? Has the brand oversaturated the market, making it difficult for new franchisees to establish a trade area of their own? Has the brand kept up with today’s technology? Do they have enough operational support for all their franchisees or are they spread too thin? Have they grown too quickly to sustain themselves and their franchisees? Sometimes slow and steady is the best option when it comes to the franchise race.

Whether you choose a big brand or an up-and-coming brand, you must do your due diligence. It requires a significant effort and commitment, but it is well worth it. Do your homework. Ask questions and take your time.

Making the right franchise choice is the right business decision.

Franchise Canada November | December 2019 35

Welcome Home to Smitty’s

INVEST IN A PHILOSOPHY OF FAMILY, an atmosphere of friends, and a commitment to comfort food cooking. With the warm promise of ‘All Your Favourites, All Day Long’, Smitty’s Family Restaurants are the feelgood franchise. A place dedicated to old-fashioned business values, with a contemporary focus on people and success.

FRANCHISES AVAILABLE ACROSS CANADA Immediate opportunities: Medicine Hat, AB Strathmore, AB Calgary, AB Quesnel, BC Kamloops, BC Brampton, ON

For more information on a Smitty’s opportunity, please contact one of our franchise specialists at: 1-800-927-0366, info@smittys.ca or visit smittys.ca/franchise.

FRANCHISING FORMATS

A guide to the different formats available to expand to multiple locations

F

ranchising provides a way for everyday Canadians to realize the dream of building their own business, by allowing you to go into business for yourself, but not by yourself. As a franchisee, you own and operate your own franchise business with support from the franchisor, which will outline the systems you’re required to follow to ensure consistency from one franchise location to the next.

While franchising offers entrepreneurial-minded Canucks the opportunity to open a business, it also provides different avenues for franchise growth. Most franchisees start out by signing a single-unit franchise agreement. They will own and operate this franchise location, often working on the front lines to ensure the business finds initial success. Once the franchise is established, you may decide to build on this success by investing in more franchise locations.

There are three different methods you can use to expand your franchising enterprise to more locations: 1. M ulti-unit franchising. A multi-unit franchisee expands through multiple single-unit franchise agreements, which may or may not be in the same geographical area.

2. A rea development. An area development agreement is an agreement to open a specific number of franchise locations within a specific geographical area over a specified period of time. As an area developer, you’ll typically receive exclusivity for your assigned area, as long as you meet the timelines outlined in your development agreement.

You’ll enter into a new single-unit agreement for each new location as it opens.

3. M aster franchising. A master franchise agreement provides the master franchisee with the ability to sub-franchise and grant franchises to other franchisees within the assigned territory. This is different from area developers, who are responsible for opening

these locations on their own. If you enter into a master franchise agreement, you will usually be required to open at least one franchise location that you operate, and to provide support for the other franchisees in your assigned territory. You’ll receive a portion of the franchisee’s loyalties as compensation for providing this support.

Franchisors will often look for master franchisees in new markets that they’re looking to develop, including international and more remote locations.

Expansion is great!

There are many benefits of expanding to multiple locations: • The more franchises you own, the greater the opportunity to make more money!

• You’re diversifying and increasing your chance of finding success – if one location isn’t performing as well as you’d like, this can be offset by other more successful locations.

• The franchisor will often provide discounts on the initial franchise fee to encourage the purchase of more units within the system.

• There’s an opportunity to incorporate economies of scale for the administrative costs across multiple locations because you can share training expenses, employees, and management.

• You don’t have to go through a steep learning curve with each location you add, as you’ve already completed the training and are familiar with the franchisor’s operating system.

• A s you expand, there are opportunities for volume discounts and rebates that will help in lowering costs.

But proceed with caution • If you’re looking to invest in multiple franchise locations, you’ll need to have the financial capacity to

Franchise Canada November | December 2019 37

FRANCHISING FORMATS do so. While the higher investment can be offset by greater returns, you’ll need to have the initial resources in order to make this investment.

• You’ll usually need to provide proof that your first franchise business is performing well before financial institutions will lend you additional funds to expand.

• You need to make sure you’ll be able to meet the terms and schedule outlined in an area development or master franchise agreement, or the agreement could be terminated, with you losing out on any up-front fees, and possibly losing exclusivity for your territory.

• There’s more risk involved in owning and operating multiple locations, and you need to have the entrepreneurial chops to overcome the many challenges that will come your way.

Other things to consider • A s you go from operating one location to multiple locations, you’ll likely no longer be working in your business, and instead be working on your business, as you can’t be in all locations all the time.

• Multi-unit operators should have strong leadership and management skills, as you’ll need to hire others and delegate tasks.

38 Canadian Franchise Association

• If you need to make updates or renovate as the brand evolves, it can get expensive with multiple locations.

• You’ll need to invest in the necessary infrastructure and technology to help you efficiently manage multiple locations.

• A s a master franchisee, you’ll have the challenge of finding sub-franchisees while still operating your own franchise.

As with any franchise opportunity, it’s important to do your research and due diligence to see if these multiunit franchise formats are the right fit for you. Take the time to thoroughly review, with expert help, any singleunit, area development, or master franchise agreements.

Also take the time to talk with other franchisees in multiunit agreements so they can share their experience with the format and provide the necessary context to help with your decision-making process.

Expert help. Looking for franchise professionals who can help you in assessing your franchise expansion plans? Head to the Canadian Franchise Association (CFA) Support Services/Supplier online directory at www.cfa.ca/listings.

www.cfa.ca | www.FranchiseCanada.Online

A FAMILY AFFAIR

Family-friendly full service dining franchises from coast to coast Canadians love dining out at restaurants, and this is often a family affair. When youngsters are in the mix, however, the restaurant needs to have the right offering, and dining room franchises across the country are heeding this call by providing kid-friendly lunch and dinner menus that cater to this younger demographic.

Read on to learn more about the family-friendly dining franchise opportunities available from one end of Canada to the other.

Disclaimer: This is not an exhaustive list of all franchise opportunities.

Head to LookforaFranchise.ca to explore more franchise opportunities.

Franchise Canada November | December 2019 39

A FAMILY AFFAIR

ASWR FRANCHISING CORP. AllStar Wings & Ribs is an awardwinning, sports-themed, and familyfriendly restaurant serving up great food with excellent service to its valued customers. With its award-winning recipes and outstanding local support, the concept has spread throughout the Greater Toronto Area.

The concept is simple – offering the best products in a unique setting under the flags of the world, with flavours to please every palette.

AllStar Wings & Ribs is now offering Area Representative Opportunities, providing a proven model and unparalleled support. Ideal franchise candidates are those who wish to own and operate their own restaurant business by following proven operating systems and business practices.

Franchise units in Canada: 7 Corporate units in Canada: 1 Franchise fee: $45K Investment required: $600K-$1.6M Training: 2-8 months at Head Office and Training Facility + 2 weeks pre-opening on-site + 2 weeks post opening on-site Available territories: All of Canada In business since: 2003 Franchising since: 2006 CFA member since: 2014

40 Canadian Franchise Association

BÂTON ROUGE In 2019, Bâton Rouge celebrated its 27th anniversary and the mark it made on the restaurant industry. Today, the Bâton Rouge menu continues to feature bold flavours such as bestselling pork back ribs, slowcooked to fall-off-the-bone perfection and basted with their signature homemade barbecue sauce.

The Bâton Rouge operations team has more than 107 years of combined expertise in the restaurant industry.

From the restaurant design to cooking operations, the team shares its knowledge and competencies with the franchisee network on a daily basis. Their hands-on approach helps to improve restaurant efficiency and maximize profitability.

Franchise units in Canada: 30 Franchise fee: $60K (includes training) Investment required: $1.5M-$2.5M Training: 8-10 weeks Available territories: ON, QC, NB In business since: 1992 Franchising since: 1993 CFA member since: 1997

www.cfa.ca | www.FranchiseCanada.Online

BOSTON PIZZA INTERNATIONAL INC. Boston Pizza International Inc. is Canada’s No. 1 casual dining brand serving more than 40 million guests annually at more than 390 restaurant locations across Canada. Boston Pizza remains committed to the company’s ‘Four Pillars of Success’ – a commitment to franchisee profitability, a commitment to building the Boston Pizza brand, a commitment to continuously improving the guest experience, and a commitment to being involved in its communities.

Boston Pizza provides franchisees with ongoing training and support, along with award-winning advertising campaigns and sponsorships, and is one of the few systems that doesn’t charge royalties on alcohol sales. New Boston Pizza franchise opportunities are available across Canada.

Franchise units in Canada: 393, US: 28, International: 13 Corporate units in Canada: 4, US: 2 Franchise fee: $60K Investment required: $1.7M-$2.6M Training: 6-7 weeks Available territories: All of Canada, US In business since: 1964 Franchising since: 1968 CFA member since: 1992

A FAMILY AFFAIR

CHUCK’S ROADHOUSE BAR AND GRILL One of Canada’s fastest-growing franchises with industry-leading sales growth, Chuck’s Roadhouse Bar and Grill® has been a beacon to road travellers everywhere since 2015. An innovative concept with a competitive advantage that pays homage to the traditional roadhouses by providing not only a great atmosphere, but an unwavering commitment to serving the best quality food for the best price.

There are many premium Chuck’s Roadhouse Bar and Grill® locations available that offer low royalties, weekly sales up to $100,000, low marketing costs, very strong alcohol sales and low operational expenses, the opportunity to own a franchise for under $500K, a small and efficient menu, and the option to receive inhouse financing. This is the opportunity for a low investment with very high returns!

Franchise units in Canada: 47 Franchise fee: $50K Investment required: $250K-$600K Training: Yes, included Available territories: All of Canada In business since: 2015 Franchising since: 2015 CFA member since: 2016

C-LOVERS FISH & CHIPS

FAMOSO ITALIAN PIZZERIA + BAR

Since 1984, when the first C-Lovers Fish & Chips was founded in Coquitlam, British Columbia, the franchise has been dedicated to making its customer experience like no other. C-Lovers focuses solely on superior food quality, exceptional down to earth service, and prices that represent exceptional value.

Famoso is a premium casual full service Italian Pizzeria + Bar passionate about authentic ingredients, pizza techniques from Naples, and Italian family kept recipes. Famoso serves traditional Neapolitan pizza and recently introduced New York Sicilian Style thick-crust pizza, as well as traditional Italian dishes, including tapas, pastas, sandwiches, and entrees. Famoso believes the key to success is a strong commitment to excellence and true passion for what they do.

With a business model that is proven in different markets, a C-Lovers franchise provides established support systems, group buying power, and all the benefits associated with a recognized brand. Franchisees also receive comprehensive training, regardless of their experience in the restaurant industry, and ongoing support to help with any problems or challenges they may face.

Franchise units in Canada: 9 Corporate units in Canada: 3 Franchise fee: $40K In business since: 1984 Franchising since: 1987 CFA member since: 2015

All Famoso restaurants offer dinein, takeout, and delivery. A typical restaurant location is 2,200-2,500 square feet, with a rustic-modern décor.

Famoso’s newest concept, Famoso Pronto, is an owner-operated fast casual restaurant with Famoso’s same commitment to authentic Italian Neapolitan and New York Sicilian Style thick-crust pizza. This streamlined, compact-size version offers a lower investment, in combination with quick table turns for an efficient business model that maximizes profit.

Franchise units in Canada: 29 Franchise fee: $45K Investment required: $700K (full size, full service), $400K (Famoso Pronto) Training: 8-12 weeks Available territories: All of Canada, US In business since: 2007 Franchising since: 2009 CFA member since: 2012

Franchise Canada November | December 2019 41

A FAMILY AFFAIR

FLOWER & WOLF Flower & Wolf offers locals and visitors a familiar yet refreshing restaurant and bar experience. The menu explores globally inspired flavours through a North American lens, complemented by a cocktail list that is classically rooted and adventurously reinterpreted. A selection of classic rock ’n roll and alternative 80s music adds energy to the space, while attentive servers romance customers through a distinctively memorable dining experience. The uniqueness of the design, attitude, and experience cater to those who dare to be bold.

Franchise units in Canada: 1 Franchise fee: $40K In business since: 2018 Franchising since: 2018 CFA member since: 2018

HUMPTY’S RESTAURANTS INTERNATIONAL INC. Humpty’s is a full-service family restaurant with an award-winning breakfast, lunch, and dinner menu.

The menu features a wide selection of choices such as huevos rancheros, homestyle perogies, southern fried chicken, turkey schnitzel, and much, much more.

Humpty’s provides comprehensive training, support, restaurant operations, purchasing, and marketing systems to minimize franchisee risk. The system also places a great deal of importance on system-wide procedures and operating standards to ensure store-level food service, food quality, and operating efficiencies are maintained and continually improving.

Franchisees receive three weeks of franchisee/management training, followed by an additional four weeks of in-store support after opening.

Franchise units in Canada: 37 Corporate units in Canada: 2 Franchise fee: $30K Investment required: $550K-$750K Training: 7 weeks Available territories: All of Canada In business since: 1977 Franchising since: 1986 CFA member since: 1995

42 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

MANDARIN RESTAURANT FRANCHISE CORPORATION Mandarin was founded as a small a-lacarte restaurant in Brampton, Ontario in 1979 by James Chiu, George Chiu, Diana Chiu, and K.C. Chang. Their top priority was to ensure customer satisfaction by providing the freshest food and the best service. In 1986, they changed their restaurant to buffet-style to accommodate the long lineups of customers waiting to try their much talked about cuisine.

Each location is owned and operated

by Front and Kitchen Managing Partners who have been promoted from within the organization. All of the Managing Partners share the same goal of customer satisfaction that drove the four founding partners.

Franchise units in Canada: 25 Corporate units in Canada: 1 Franchise fee: 10% of total set-up cost Investment required: $3M Training: 1-3 years Available territories: ON In business since: 1979 Franchising since: 1989 CFA member since: 1993

A FAMILY AFFAIR

MR. MIKES RESTAURANTS CORPORATION RAMMP provides its MR. MIKES SteakhouseCasual restaurant and irreverent urbanLODGE under the same roof, so customers can experience one or the other, or both.

As a partner with RAMMP, franchisees can expect to receive and benefit from an established and proven restaurant concept; 50 years of loyal, satisfied customers; corporate branding and development strategies; turnkey franchise operations including site selection, restaurant design, development and construction, financing assistance, and staff recruitment assistance; comprehensive franchisee training programs; on-site training and opening assistance; ongoing operational support; advertising and marketing; ongoing menu development; and cost and quality control programs.

Franchise units in Canada: 39 Corporate units in Canada: 3 Franchise fee: $50K Investment required: Min. $900K-$1.8M Training: Minimum 8 weeks Available territories: AB, BC, MB, ON, SK In business since: 1960 Franchising since: 1997 CFA member since: 2003

PACINI

PIZZA DELIGHT

For almost 40 years, Pacini has continuously innovated to be able to offer its guests an exceptional and authentic Italian experience.

From morning to evening, the chefs’ healthy and tasty dishes, and the staff’s friendliness, make Pacini an unforgettable experience. Its mission is to care for the happiness and well-being of its guests, franchisees, employees, suppliers, and communities.

Pizza Delight started out as a small take-out restaurant in Shediac, New Brunswick and has grown to a chain of more than 70 restaurants across Atlantic Canada and Ontario. The company has found success as a family restaurant chain serving an Italian-inspired menu of pizza, pasta, and salads.

Pacini has a strong record of success and is also experiencing remarkable growth in annual sales. Following the opening of new restaurants in Alberta and Quebec, the chain now has 29 restaurants in Canada, and will continue to expand in new markets, with its 30th restaurant opening in Ontario in early 2020.

Franchise units in Canada: 17 Corporate units in Canada: 12 Franchise fee: $50K Investment required: $1.5M Training: 10 weeks Available territories: All of Canada In business since: 1980 Franchising since: 1985 CFA member since: 2013

Pizza Delight focuses on finding the right partners, selecting franchisees with an aptitude for business, a proven professional track record, and a good reputation within the community. Pizza Delight provides franchisees with a training program, operational systems, a central distribution system, research and development support, and a marketing support program.

Franchise units in Canada: 73 Franchise fee: $15K-$30K Investment required: $100K-$150K unencumbered equity Training: 3-4 weeks In business since: 1968 Franchising since: 1969 CFA member since: 1997

Franchise Canada November | December 2019 43

A FAMILY AFFAIR

RICKY’S ALL DAY GRILL

SCORES ROTISSERIE & RIBS

SHOELESS JOE’S SPORTS GRILL

Ricky’s All Day Grill is part of the Ricky’s Group of Family-Style Restaurants, with more than 85 locations in British Columbia, Alberta, Yukon, Saskatchewan, Manitoba, and Ontario. Ricky’s has three dayparts (breakfast, lunch, and dinner).

Restaurant sizes are typically from 2,800 to 3,500+ square feet, and usually serve as endcaps in power centres or free-standing buildings.

Celebrating 20-plus years in business, Scores is an innovative casual dining concept in full expansion in Eastern Canada and Ontario.

Shoeless Joe's Sports Grill is the ultimate place to celebrate sports.

From the front door to the back, every portion of the design has been crafted to create an atmosphere that focuses entirely on sports entertainment.

Outstanding value and a family-friendly atmosphere are hallmarks of all Ricky’s restaurants across Canada, where mouth-watering menu options and welcoming staff have kept customers coming back for generations. The franchise is proud of the supportive, customer-focused culture they’ve built and the corresponding success of the Ricky’s franchise brand. The system offers a variety of franchise options featuring menus that delight, a tried and true system for business success with a nationally supported network, and low start-up costs. All of this adds up to an enviable opportunity for any aspiring entrepreneur.

Although the success of Scores Rotisserie & Ribs has been largely due to its chicken and ribs, the franchise is also proud of being the only restaurant chain to offer the grand saladier with a multitude of choices. Offering guests a great experience, excellent value, and impeccable service is the priority on which the franchise’s reputation has been built. Scores is always looking for franchising partners, and has several areas in which they would like to open a new Scores restaurant.

Franchise units in Canada: 32 Corporate units in Canada: 5 Franchise fee: $60K (includes training) Investment required: $950K-$1.3M Training: 8 weeks Available territories: ON, QC In business since: 1995

Franchise units in Canada: 81 Corporate units in Canada: 5 Franchise fee: $45K Investment required: $650K-$950K Training: Complete hands-on training and strong support Available territories: AB, BC, MB, NB, NS, ON, SK In business since: 1962 Franchising since: 1978 CFA member since: 1999

44 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

When franchisees join the Shoeless Joe’s Sports Grill network, they will receive nationwide brand recognition, experience and support from day one, comprehensive training, and access to a unique market niche. Preopening training ranges from nine to 16 weeks, followed by approximately four weeks of store setup training and approximately four weeks of postopening support (17-24 weeks total).

Franchise units in Canada: 44 Franchise fee: $45K Investment required: $1.3M-$1.7M Training: 9-16 weeks Available territories: AB, BC, MB, NB, NS, NT, ON, QC, SK, YT In business since: 1985 Franchising since: 1997 CFA member since: 1999

A FAMILY AFFAIR

© 2017 2000433 Ontario Limited. All rights reserved. “St. Louis Bar & Grill” is a registered trademark of 2000433 Ontario Limited.

SMITTY’S CANADA INC.

ST. LOUIS BAR & GRILL

Smitty’s Canada provides full-service family dining and lounge facilities, with wide menu variety, specializing in all the customers’ favourites, all day long.

One hundred per cent Canadian owned and operated, the first St. Louis Bar and Grill opened its doors in Toronto in 1992. Famous for its signature chicken wings, fries, garlic dill sauce and “Devilishly Good” atmosphere, St. Louis Bar & Grill offers amazing-tasting comfort food in over 50 locations in Ontario and Atlantic Canada.

When franchisees purchase a Smitty’s franchise, they’re buying several decades of brand development, consumer recognition, and guest loyalty. The system has documented in detail its operating systems and programs with nine different manuals, and provides a 30-day training program at the corporate training facility in Calgary for the franchisee and their head cook, where they learn all aspects of running a Smitty’s restaurant including customer service, hiring and training staff, scheduling, and cash management.

Franchise units in Canada: 77 Corporate units in Canada: 4 Franchise fee: $35K plus GST Investment required: Min. $250K cash Training: Yes Available territories: AB, BC, MB, NB, NL, NS, NT, NU, ON, SK, YT In business since: 1960 Franchising since: 1960 CFA member since: 2008

Benefits to franchisees include 25 years in business as the ‘Game Day’ destination, and 60+ locations and growing coast to coast. St. Louis Bar & Grill provides a fully comprehensive five-to-six-week training program which covers all facets of ownership and operation, as well as two to three weeks of operational support post opening.

Franchise units in Canada: 46 Corporate units in Canada: 7 Franchise fee: $40K Investment required: $800K-$900K Training: Yes Available territories: AB, BC, MB, NB, NS, ON, SK In business since: 1992 Franchising since: 2002 CFA member since: 2002

SYMPOSIUM CAFE RESTAURANT & LOUNGE Symposium Cafe Restaurant & Lounge is the 2017 and 2018 CFA Awards of Excellence Grand Prize winner in the traditional category. It fills the expanding upscale-casual niche and offers full service breakfast, lunch, dinner, and late-night meals with a varied, extensive menu, full bar, classic dessert selection, and the popular Symposium 7 Day Features, which have been guest favourites since 1996.

Symposium provides an award-winning restaurant concept, unique restaurant décor, proven franchise system, threemonth training program, opening team support, transition tutor (10 weeks instore training and support), adaptable site requirements, brand strength and versatility, adaptability, superior quality, manuals and operating procedures, marketing programs, and purchasing power.

Franchise units in Canada: 28 Corporate units in Canada: 1 Franchise fee: $50K Investment required: $665K-$730K Training: Training – up to 3 persons for 3 months Available territories: ON In business since: 1996 Franchising since: 2004 CFA member since: 2010

Franchise Canada November | December 2019 45

A FAMILY AFFAIR

THE COOP CHICKEN & TAP HOUSE INT’L INC.

TOUJOURS MIKES

The Coop Wicked Chicken is a nostalgia-loving restaurant where you’ll see iconic mohawks, in-your-face graffiti, Instagram-worthy bathrooms, and blast-from-the-past board games.

Open for lunch, dinner, late-night, and weekend brunches where the food is always #tastyascluck. Coop Wicked Chicken features a damn delicious menu made fresh in-house, with only the highest quality ingredients every day. Signature menu items include deep fried devilled eggs, sauced up fingers and wings, burgers, and their signature seared, pulled, and fried chicken sandwiches and salads. This new restaurant concept will have their guests following the flock.

Corporate units in Canada: 1 Franchise fee: $25K Investment required: $400K-$500K Training: 10 weeks plus ongoing Available territories: All of Canada In business since: 2015 Franchising since: 2015 CFA member since: 2015

46 Canadian Franchise Association

Celebrating 50 years in business, Toujours Mikes is a franchise system of neighbourhood mid-casual restaurants. Mikes has evolved to serve a variety of classic Italian dishes, from sautéed pastas and innovative pizzas to hot sandwiches, subs, and grilled items. Mikes is one of Canada's oldest, and yet most innovative, restaurant chains.

Toujours Mikes prides itself on its continual development of its systems and procedures, and this has made it the second biggest family-style restaurant franchise since its first store opened in Montreal in 1967. Mikes is looking for franchisees who have great people skills, are organized, can multitask, and can effectively supervise staff.

Franchise units in Canada: 69 Franchise fee: $45K, includes training Investment required: $400K-$800K Training: 8 weeks Available territories: QC In business since: 1967 Franchising since: 1968 CFA member since: 1997

www.cfa.ca | www.FranchiseCanada.Online

WHITE SPOT RESTAURANTS White Spot is an iconic British Columbia brand that has been serving communities for more than 90 years.

Famous for their award-winning Legendary Burgers with “secret” Triple 'O' sauce, the family casual dining chain continues to grow and maintain relevance with guests of all ages at their full service restaurants across British Columbia and Alberta, for breakfast, lunch, dinner, late-night, and take-out.

White Spot supports franchisees every step of the way with menu development, supply management, marketing, information technology, design and construction, training and support, and real estate.

Franchise units in Canada: 40 Corporate units in Canada: 25 Franchise fee: $75K Investment required: $750K-$2.6M Available territories: AB, BC, MB, SK In business since: 1928 Franchising since: 1994 CFA member since: 1993

A FAMILY AFFAIR

WILD WING HOSPITALITY INC. Wild Wing is the largest chicken wing chain in Canada, operating since 1999.

Wild Wing specializes in chicken wings in 101 unique flavours, in addition to other quality offerings like burgers, ribs, flatbreads, salads, and poutines.

Wild Wing is a restaurant and bar with a western theme and a focus on sports.

Wild Wing has fewer obstacles to ownership than many other restaurant franchises, thanks to its established support system, flexible options, and low franchise fees and royalties. Wild Wing has a growth strategy to expand from 94 locations to 130 by 2020, and to have a reach from coast to coast.

Franchise units in Canada: 84 Corporate units in Canada: 1 Licensed units in Canada: 12 Franchise fee: $35K Investment required: $200K-$600K Training: Yes – 2 weeks Available territories: All of Canada In business since: 1999 Franchising since: 2003 CFA member since: 2015

THE WORKS GOURMET BURGER BISTRO The WORKS Gourmet Burger Bistro is an award-winning, wildly popular full-service restaurant that began in Ottawa in 2001 and is known for its gourmet burgers, fresh-cut fries, cool classic shakes, and ice-cold beer.

Franchisees with previous experience can be Owner Operators, where they act as the General Manager of a location. There is also the option to act as an Owner, which involves adding someone to the ownership group who has deep restaurant management experience. Training and ongoing support is provided for guidance on aspects such as store design, construction, and location, including access to the senior management team.

Franchise units in Canada: 24 Corporate units in Canada: 3 Franchise fee: $45K Investment required: $650K-$950K Start-up capital required: $350K-$450K Training: Up to 12 weeks Available territories: AB, BC, MB, ON, SK In business since: 2001 Franchising since: 2010 CFA member since: 2011

Franchise Canada

November | December 2019 47

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

Moving house, selling coffee, and repairing collision damage don’t seem to have much in common at first glance – and they don’t – except for one thing: the franchise systems behind them, all relatively new, are showing remarkable growth in their respective sectors, proof that Canadian systems are as strong and vital as any other.

BY DAVID CHILTON SAGGERS

Deville Coffee

Franchise units in Canada: 4 Corporate units in Canada: 2 Franchise fee: $25K Investment requirement: Approximately $375K Training: 2 weeks pre-opening, 1 week post-opening Available territories: AB, BC In business since: 2008 Franchising since: 2017 CFA member since: 2018

Jason Cunningham says Deville Coffee is an emerging local coffee brand in Western Canada. Its stores are owned by franchise partners who live in the community, the coffee is roasted locally, and the pastries it sells come from local bakeries. “We’re the local coffee shop offering something unique and different from the major chains,” says Cunningham, co-founder of 98 Food Co., which is Deville’s franchisor.

Deville Coffee, founded by Paul Brassard and Mark Nolan, began in 2007 in Calgary, and there are now six locations, four of them franchises and two of them corporately owned, all in the city of Calgary. The company hopes to double in size in the next 24 months. “Calgary, Edmonton, and Vancouver is where our expansion will be,” says Cunningham, noting the company is sticking to larger markets for the time being.

A Deville Coffee location can run between 500 square feet and 1,500 square feet, and can cost up to $375,000.

They can be found at street level, in shopping centres, airports, and universities. However, not all locations look the same. “We build stores to suit the neighbourhood, and the building we are located in,” says Cunningham. “It’s not a cookie-cutter approach.”

As for potential franchise partners, Cunningham says, “We’re looking for hands-on operators who have a passion for coffee, and enjoy coffee-house culture.”

Some exposure to the food service industry would be

48 Canadian Franchise Association

an asset, too, he continues, and he’s looking for a “great attitude” from those interested in owning a store. Further, Cunningham emphasizes, franchise partners will need to understand that owning a Deville location is a full-time commitment. Two weeks of training takes place at headquarters in Calgary prior to opening a store, and franchisees receive further instruction during the first week of business.

Deville Coffee customers are “mid-to-upper-income range, are health conscious, work downtown, and frequent hip neighbourhoods where we are located,” says Cunningham, who certainly knows the coffee shop business, having worked as a barista at a well-known American owned chain in the ‘90s.

Cunningham says there are numerous benefits that come with investing in a Deville Coffee franchise. First, he says, great coffee and cafes serving great products.

Second, it’s part of a smaller chain that allows investors to get in at ground level, with multi-unit ownership opportunities. Third, Deville’s emphasis on the local brings something new to market, while not being a total reinvention of the wheel. And, he continues, there’s a great team at head office that’s been in the food service industry for more than 20 years, meaning 98 Food Co., which began, appropriately enough, in 1998.

www.cfa.ca | www.FranchiseCanada.Online

Metropolitan Movers

Franchise units in Canada: 17, International: 1 Corporate units in Canada: 4 Franchise fee: $29.5K-$49.5K Investment required: $47.5K-$127.5K Training: Enhanced 2 week training at HQ Available territories: All of Canada, US, International In business since: 2010 Franchising since: 2013 CFA member since: 2013

In the next two years, Leon Karachun wants to see Metropolitan Movers go from coast to coast in Canada. And in five years, he wants to have 150 franchises here, in the U.S., and as far afield as Europe. Yes, Metropolitan Movers, it should be said, is on the move.

Karachun, a part-owner of Metropolitan Movers and its chief of marketing, says the company began in 2010 and started franchising in 2013. There are now 17 locations altogether, with four of them corporately owned.

The majority of these locations are in the Greater Toronto Area, and there are others in Vancouver, Calgary and Edmonton, and two in Ottawa. In a developed market, the cost of a franchise is $55,000 to $75,000, whereas a franchise in a less developed market will cost an investor between $30,000 and $50,000.

Metropolitan Movers specializes in local residential moves and small-to-medium-sized moves for commercial enterprises. “We’re pretty much a one-stop shop,” says Karachun, adding that the cost of a move will vary, but that of a four-bedroom house would be roughly $2,000.

Many Metropolitan Movers franchisees worked within the system before investing in their own busi-

ness, Karachun explains. He says the franchise is looking for investors who are a good fit for the business, which means, “We’re looking for a person who is determined to develop, and will have the ability to lead and manage,” he says.

On top of these leadership skills, Karachun adds that the most successful franchisees have had some previous exposure to business. About 50 per cent of Metropolitan Movers franchisees are men, and three married couples have also invested with the system. Training lasts for two weeks at head office in Vaughan, just north of Toronto, and after three months in business, franchisees receive another week of training in Vaughan.

As for the benefits of investing with Metropolitan, Karachun says franchisees can expect a good return on their investment. The company gives them a guarantee their franchise will bring in $150,000 in its first year in the developed markets. “They will be busy from day one.

They will be profitable from day one,” says Karachun.

Franchise Canada November | December 2019 49

Simplicity Car Care

Corporate units in Canada: 1 Investment required: $200K-$400K Training: 2 weeks+ In business since: 2018 Franchising since: 2018 CFA member since: 2018

Simplicity Car Care got its start more than 40 years ago as a family-run business, and in 2017, the collision repair company began franchising. Now, says Paul Prochilo, CEO, the system boasts 27 locations.

Nineteen of the 27 locations are in Ontario, stretching from Windsor to Ottawa, with a heavy concentration in the centre of the Greater Toronto Area. The other eight are in Alberta, in Calgary, Edmonton, and Lethbridge, and Western Canada figures into Simplicity’s expansion strategy, too: by the end of this year, Prochilo plans to add four more franchises in Alberta – two in Edmonton and two in Grand Prairie – and the Saskatchewan market is also under consideration. In 2022, Prochilo intends to expand into the U.S. market.

Most of Simplicity’s business comes from insurance companies, Prochilo explains, saying it can be as high as 85 per cent. The cost of a Simplicity franchise varies. Prochilo explains that a “converted” franchise – a formerly independent collision repair business that joins the system – is between $35,000 and $40,000, which includes IT, tools, signage, uniforms, and more. A new franchise will cost from $250,000 to $300,000. There’s six weeks of instore training, with more virtual instruction to follow.

With new locations, which Prochilo points out can be challenging because municipalities are no longer issuing licences that permit the use of Volatile Organic Compounds (found in stored fuel, automotive products, paints, and elsewhere), Simplicity helps the franchisee with procuring the site, financing, and any other negotiations, all at no charge.

50 Canadian Franchise Association

Whether it’s a new or a converted franchise, Prochilo looks for the same qualities in each franchisee. “We want a high teachability index and a flexible mindset,” he says, as well as a commitment to client satisfaction. And to find franchisees who exhibit an understanding of “positive client experience,” strong leadership and communications skills, Simplicity uses psychometrics – the science of measuring a person’s mental capacity and processes.

Prochilo makes clear the benefits of investing with Simplicity. He says the company has a proven ability to drive sales growth, for one thing, and for another, it provides “unrivalled operational support” to its franchisees.

A further benefit is its innovation in the automotive sector, he continues. One example of this innovation is an annual report, as Simplicity is the first privately-owned company in the collision business to issue one. After all, Prochilo reasons, potential franchisees will want information on a system exhibiting such fast growth.

www.cfa.ca | www.FranchiseCanada.Online

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Special Focus: Quick Service Restaurants (QSR)

Canadians Continue to Eat on the Go In Canada, 22 million restaurant visits are made every day across the country, and many of these visits are made to Canada’s more than 75,000 food service franchise units. 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 service sector makes up a significant portion of the franchise industry’s total growth, and continues to thrive.

The quick service restaurant (QSR) segment is attracting an increasing number of Canadians who are looking to grab a quick meal on the go – according to a 2018 IBISWorld report, QSRs are a $26 billion industry in Canada, with annual growth of 4.1 per cent between 2013 and 2018. Restaurants Canada also projects that QSR will continue to be the largest segment in the Canadian food industry in 2022 (Restaurants Canada Q1 2019 Restaurant Outlook Survey).

This special section takes a closer look at the quick service restaurant sector, highlighting the factors that have made these convenience-focused restaurants a popular choice for guests. It will also introduce some of the QSR franchise systems that are serving up appetizing opportunities for franchisees from coast to coast.

Franchise Canada November | December 2019 51

SPECIAL FRANCHISE FOCUS

The Foodservice Industry in Canada – An Overview (Restaurants Canada)

Annual Sales:

Share of GDP:

Number of indirect jobs:

Number of direct jobs:

Share of Canadian workforce:

$30 billion

$85 billion 1.2 million

7%

Number of establishments (restaurants, bars, and caterers) Almost

4.0%

97,000

283,700 in food and beverage products purchased in Canada every year

22%

of Canadians had their first job in the restaurant industry (highest of any industry)

1 in 5 young people between the ages of 15 and 24 are employed in the restaurant industry

22 million

restaurant visits per day in Canada

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 GDP. 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.

$78 billion

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

3.9%

Largest Segment 1.2% By 2022, quick service restaurants are expected to remain the largest segment in the food service industry.

52 Canadian Franchise Association

4.5%

www.cfa.ca | www.FranchiseCanada.Online

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% per year between 2017 and 2021.

Based on the Restaurants Canada Q1 Restaurant Outlook Survey, the outlook for 2020 remains relatively stable, with commercial foodservice sales forecast to climb by 4.5% to $78.6 billion.

EXCITING

FRANCHISE

OPPORTUNITIES AVAILABLE NOW

“ We are thr illed to br ing this exciting brand concept to Toledo. With the innovative menu, the moder n store design, the unique guest exper ience that we will offer, and our trained staff, we are confident in the success of the Crepe D elicious brand.”

CONTACT US AT

INFO@CREPEDELICIOUS.COM | 1-877-582-7373 | CREPEDELICIOUS.COM

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:

Full 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.

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:

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.

Fine dining, featuring an upscale menu in a formal atmosphere

54 Canadian Franchise Association

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).

www.cfa.ca | www.FranchiseCanada.Online

Third-Party Delivery Impacting Canadian Restaurants According to the Restaurants Canada Q1 2019 Restaurant Outlook Survey, third-party delivery can help Canadian restaurants with their bottom line.

What level has third-party delivery had on the profitability of your business?

Not at all profitable: 22%

Very profitable: 8% Moderately profitable: 16%

Slightly profitable: 55%

Franchise Canada November | December 2019 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

12%

Pay for a meal None of the above

61%

24%

8% 41%

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

YOUR BUSINESS. YOUR SUCCESS.

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

56 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

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%

20%

29%

Definitely interested Very interested

28%

Electronic ordering system at the table: 10% 16% 28% 20%

Somewhat interested 27% Not particularly interested Not at all interested

How often do consumers eat out?

Quick service restaurants: 39%

42%

16%

Table-service restaurants: 27% 41% Order food for delivery/takeout: 19% 39%

3% 4%

28% 26%

Heavy (at least once a week) Medium (at least once a month) Low (at least once every six months)

17%

Hardly (once a year or less)

Franchise Canada November | December 2019 57

Everything you need to create your franchise future!

Buying a franchise can be an overwhelming process.

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

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

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

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

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

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

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

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

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

GET STARTED TODAY! WWW.FRANCHISECANADA.ONLINE

Meet the 2019 Canadian Franchise Association award winners Awarded 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-andmortar 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 2019 winners in each category… (continued on next page)

Franchise Canada November | December 2019 59

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2019 AWARDS OF EXCELLENCE IN FRANCHISING

GRAND PRIZE WINNER – TRADITIONAL FRANCHISES

TRADITIONAL FRANCHISES (6–15 FRANCHISEES)

TRADITIONAL FRANCHISES (16–29 FRANCHISEES)

Inspiration Learning Center – Tutoring and Private School

Symposium Cafe

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 scores.

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

White Spot Restaurants Lice Squad.com

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.

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

THE TEN SPOT Beauty Bar

Sweet Jesus

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

Sweet Jesus is a social media sensation and is the market leader in the specialty ice cream category, delighting guests with handcrafted, chef-inspired soft serve ice cream treats.

60 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2019 AWARDS OF EXCELLENCE IN FRANCHISING

TRADITIONAL FRANCHISES (30–99 FRANCHISEES)

TRADITIONAL FRANCHISES (100+ FRANCHISEES)

Triple O’s

Pizza Nova Take Out Ltd.

FASTSIGNS International, Inc.

A&W Food Services of Canada

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

With over 700 locations in nine countries, FASTSIGNS handles all business visibility needs including the signs and graphics it’s known for to digital signs, décor graphics, and everything in between.

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.

EDUCATION WITH A DIFFERENCE

Oxford Learning Centres UCMAS Mental Math Schools

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

Oxford Learning is the foremost provider of supplemental education with more than 124 locations across Canada and internationally.

Learn more and connect with these award-winning franchises at www.LookforaFranchise.ca.

Franchise Canada November | December 2019 61

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2019 AWARDS OF EXCELLENCE IN FRANCHISING

GRAND PRIZE WINNER – NON-TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES (6–15 FRANCHISEES)

NON-TRADITIONAL FRANCHISES (16–29 FRANCHISEES)

Driverseat Inc.

Restoration 1 Canada

Pop-A-Lock

TWO MEN AND A TRUCK

Driverseat is driving the change. Established in 2012 and growing rapidly, Driverseat provides personal chauffeur services for hundreds of communities.

Founded in 1991, Pop-A-Lock® has grown to serve more than 8,500 communities and is recognized as the largest, most successful locksmith company in the world.

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

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.

MOVERS Metropolitan Movers

Whether you’re moving down the street or across the country, Metropolitan Movers has a solution for residential moves, relocating a business, packing, storage, and freighting.

62 Canadian Franchise Association

Right at Home Canada

Right at Home focuses on wellness for seniors and those in need of assistance, offering a full range of exceptional support and care services with a focus on physical, medical, or memory impairment.

www.cfa.ca | www.FranchiseCanada.Online

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION MEMBERSHIP MILESTONES

NON-TRADITIONAL FRANCHISES (30+ FRANCHISEES)

Paul Davis Restoration Canada

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

30 YEAR MILESTONE

30 YEAR MILESTONES • Dentons Canada LLP • Dunkin’ Brands • M&M Food Market • Sotos LLP • TD Canada Trust • Witten LLP

10 YEAR MILESTONE

25 YEAR MILESTONE

25 YEAR MILESTONES • Borden Ladner Gervais LLP • Deloitte LLP • Fasken • FASTSIGNS International, Inc. • Harris & Partners LLP • Threecaf Brands Canada Inc.

20 YEAR MILESTONE

PuroClean

PuroClean is one of the fastest growing franchise systems in Canada, specializing in property damage emergency services.

WP

creations

Lifecasting & Jewelry Studios

WP Creations

www.wpcreations.com

WP Creations (Wee Piggies & Paws) started in 2001 by a mom wishing to capture her children’s unique hand and footprints. What began as a small home-based business now has over 40 Canadian locations.

• Foot Solutions Inc. • GS Beauty Group • Jones & Co • Marble Slab Creamery • McKenzie Lake Lawyers LLP • Neighbourly • Panago Pizza Inc. • Tortoise Restaurant Group Inc.

20 YEAR MILESTONES • Academy for Mathematics & English • Alepin Gauthier Avocats Inc. • Blake, Cassels & Graydon LLP • Crestcom International Ltd. • Gowling WLG • Medicine Shoppe Canada • Mr. Lube Canada • Pak Mail Centers (Canada) Ltd. •P rint Three Franchising Corporation • Ricky’s All Day Grill • Sandler Training • Shields Harney • Shoeless Joe’s Limited Restaurants

15 YEAR MILESTONE

15 YEAR MILESTONES •C anadian School of Natural Nutrition • Comfort Keepers Canada

10 YEAR MILESTONES • Beyond Digital Imaging • Box Concepts Food Group • Brightstar Care • Burnet, Duckworth & Palmer LLP • Crepe Delicious • Fire-Alert Franchising Ltd. • Heart To Home Meals •L ittle Kickers Canada Franchising • Living Assistance Services • McInnes Cooper • Pitblado Law • Premier Printing Ltd. • Robins Appleby LLP • Smoke’s Poutinerie Inc. • Telpay Inc. • UCMAS Canada Inc

5 YEAR MILESTONE

5 YEAR MILESTONES • 9Round • AllStar Wings & Ribs • Aloha Mind Math • b Espresso Bar • Bloomtools Canada •C heese Curds Gourmet Burgers + Poutinerie • Econolease Financial Services Inc • Intuit Inc • Junk Works • Lavery, de Billy LLP • Oxygen Yoga & Fitness • Prep ‘n Sell • Restoration 1 Canada • Smoker’s Corner •S unny Morning Breakfast & Lunch • Tenenbaum & Solomon

Franchise Canada November | December 2019 63

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2019 FRANCHISEES’ CHOICE DESIGNEES

The 2019 Franchisees’ Choice Designees are: (in alphabetical order)

EDUCATION WITH A DIFFERENCE

www.cfa.ca | www.FranchiseCanada.Online

Learn more about these companies at www.franchiseeschoice.ca.

64 Canadian Franchise Association

MOVERS

TATERS

CHICKEN

WP

creations

Lifecasting & Jewelry Studios www.wpcreations.com

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2019 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 2019 FRANCHISEE’S CHOICE NINE-YEAR DESIGNEES ARE:

CHICKEN

TATERS

EDUCATION WITH A DIFFERENCE

THE 2019 FRANCHISEE’S CHOICE EIGHT-YEAR DESIGNEES ARE:

THE 2019 FRANCHISEE’S CHOICE SEVEN-YEAR DESIGNEES ARE:

THE 2019 FRANCHISEE’S CHOICE SIX-YEAR DESIGNEES ARE:

THE 2019 FRANCHISEE’S CHOICE FIVE-YEAR DESIGNEES ARE:

Franchise Canada November | December 2019 65

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.

2019 LIFETIME ACHIEVEMENT AWARD WINNER

Ronald V. Joyce, C.M., The CFA’s ability to provide premium educational and lead generation resources and support wouldn’t be possible without outstanding contributions from Reshift Media. For nearly seven years, the Canadianbased digital marketing company has worked closely with the CFA team to search optimize, redesign, and market the CFA’s websites.

Co-founder, Tim Hortons, owner, Fox Harb’r Resort, owner, Jetsport Inc., advisor trustee, The Joyce Family Foundation Ron Joyce invested in the first Tim Hortons donut shop in 1964 and grew the business into one of the most successful food service chains in the world. He currently works with The Joyce Family Foundation, which focuses on helping to provide bursary funds to students so they can pursue further education.

2019 DIVERSITY & INCLUSION CHAMPION AWARD WINNER

2019 OUTSTANDING CORPORATE CITIZEN AWARD WINNER

Inspiration Learning Center

Pacini

Reshift Media

Inspiration Learning Center (ILC) is one of the largest and fastest-growing tutoring centres in the Greater Toronto Area. ILC are owned and operated by people from diverse backgrounds: 10 out of 14 franchisees are women, and the majority of them are children of or newcomers to Canada.

Operating under the belief in the collective power of individuals to make a difference in the community, Pacini developed the “Pour l’amour des gens” (For the love of people) program, which supports 25 organizations and has raised nearly $350,000 to benefit various initiatives.

2018 HALL OF FAME AWARD WINNER

2019 VOLUNTEER LEADERSHIP EXCELLENCE AWARD WINNER

Choice Hotels

Tony O’Brien, executive vice

For 25 years, Choice Hotels Canada has been one of the highest occupied franchised accommodation chains in Canada. Located in all provinces and more than 80 per cent of Canada’s largest communities, Choice Hotels is a valued asset for millions of Canadians, in large part because of its franchisees.

66 Canadian Franchise Association

president, TruShield Insurance Tony is the executive vice president of TruShield Insurance, and is the Chair of the CFA’s Franchise Support Services and Supplier Committee. His deep involvement and continuous support has helped to shape the CFA and the franchise community.

www.cfa.ca | www.FranchiseCanada.Online

Photo credit: Julie Johnson

2019 DISTINGUISHED FRANCHISE SUPPORT SERVICE/SUPPLIER AWARD WINNER

RECOGNIZING EXCELLENCE

CANADIAN FRANCHISE ASSOCIATION 2019 FRANCHISE OF THE YEAR

FRANCHISEE

OF THE YEAR 2019

The inaugural Franchisee of the Year Award is presented to franchisees who have demonstrated an overall star quality within their franchise. Two awards are presented; one to a franchisee in the Traditional category (brick-and-mortar locations) and one in the Non-Traditional category (mobile or home-based franchises), who has been franchising with the brand for at least two years. Winners of this award demonstrate excellence in:

Business performance The franchisee has demonstrated solid business performance. They’ve achieved their business goals, run a highly profitable franchise, and pride themselves on good customer service.

Community involvement The franchisee has demonstrated involvement in the community and has embraced the franchisor’s philanthropic endeavours.

Unique accomplishment that makes them exceptional The franchisee has accomplished unique endeavours, which makes them stand out as an exceptional franchisee.

TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES

Kelly-Anne Pelley – Subway, Corner Brook, Newfoundland & Labrador

Paul Bimm & Lyne Vincent – TWO MEN AND A TRUCK, Ottawa, Ontario

Mark Mebs, BeaverTails

Kelsi Ashley & Erin Levesque, Molly Maid

For Kelly-Anne Pelley, being a Subway franchisee is a lifestyle, not a career. Together with her husband James and their daughter Emily, KellyAnne runs 16 Subway locations in Newfoundland & Labrador and Nova Scotia.

John Lockyer, Dairy Queen

A strong focus on customer service led Paul Bimm and Lyne Vincent to the TWO MEN AND A TRUCK franchise system from the finance sector, and the duo is committed to serving their community.

Spencer Janke, Elite Trade Painting

Franchise Canada November | December 2019 67

Millennials in Franchising

Millennial Motivation

Franchise Canada looks back at the past year in millennial franchising

Every issue, Franchise Canada features a successful millennial franchisee, who shares their franchise story, and how being a young franchisee has impacted their experience.

We’ve featured some exciting stories over the past year and are highlighting the key takeaways and tips from these franchisees in this Excellence in Franchising issue.

Read on to learn more!

Jesse Roberts, Arby’s Canada Cranbrook, British Columbia How he found success: “We took a very strong approach to customer service. It requires the entire team – both the management and our team members – to buy in to a shared goal.”

get a response even from the head of Arby’s Canada at 7:30 p.m. on a Saturday.”

Advice for other young franchisees: “Do the simple things well. Take care of your staff, offer a quality product, and care about your customers. 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.”

The age factor: “I think my age has made it easier for me to engage our team members and see what they see. It’s also helped me spark a level of fun in our restaurant. Working hard is easier when everyone is having fun.”

The benefit of franchising with Arby’s: “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

Kianna Jensen, Little Caesars Steinbach, Manitoba The age factor: “I find that it’s very hard to have people take you seriously. I look very young, so I have a lot of people treat me like a kid. When they ask me if they can speak to the manager, I tell

68 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Millennials in Franchising them, ‘I am the manager,’ and they say, ‘Well, can I speak to the owner?’ ‘I am the owner. What can I do for you?

I’m helpful, I promise.’” Jensen says she handles it by remaining calm. She also uses different coloured shirts to distinguish managers from staff, an effective visual.

Hands-on training: “I got to work open to close at an actual franchise with a franchisee who had initially been one of the head office members overseeing all of Canada. He was very knowledgeable, so that was very reassuring for me. It was an extra set of eyes that knew how to do everything. Taking off half the pressure like that is immensely appreciated.”

The benefit of franchising: “The best thing about being a franchisee is that you still get to have your own business and work for yourself, but you have a team of highly competent and responsible people working from head office to back you up every step of the way.”

Advice for aspiring franchisees: “Take into account that it’s going to be really long days and make sure that you’re ready. Know that everything you do is going to be worthwhile. It’s hard to be patient when you don’t have faith in what’s to come.”

Cotie Drinkwater, TWO MEN AND A TRUCK Canada St. Catharines, Ontario On finding success: “You overcome challenges by working harder at them. You have to understand where your weaknesses are and work on them. For me personally, I didn’t want to let anyone down. I wanted to persevere.”

The age factor: “Time is on my side. Investing in a franchise at a young age means you have time to learn, time to keep re-investing, and time to figure things out.”

The TWO MEN AND A TRUCK culture: “They promote a culture that encourages you to reach out to anyone, franchisees included. I’m pretty friendly with all of the Canadian franchise partners and I talk to many of them every month. It would be unwise for me not to. Communication opens doors and creates new business connections.”

Continuing to grow: “There’s still tons of growth in this territory. We can double or triple our sales growth in St. Catharines alone. For

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Franchise Canada November | December 2019 69

Millennials in Franchising the company as a whole, I see us growing into a household name. We’re going to be the McDonald’s of the moving industry!”

Advice for young franchisees: “Don’t ever think you’re doing something perfect. There’s always something better you can do to grow your business, so listen to the people around you.”

Amanda Mucek, COBS Bread Mississauga, Ontario Family inspiration: “My parents are immigrants who came to Canada with nothing, so I witnessed them work really hard to build a good life for my family. They definitely are my role models. They instilled in me these values, to be humble, kind, generous, and to work hard. These values were a compass for me. I kind of use it as an anchor for my life.”

The age factor: “Ultimately it was a benefit because I worked harder to prove myself. I had to understand it was all psychological – that age was just a number. I find it is much easier to train my staff because they view me more as a team member rather than an owner, which makes for a really fun environment. Staff turnover is really low and morale is really high. Everyone feels welcome to bring their own ideas to benefit the bakery.”

COBS’ support system: “One thing that’s unique is that if there are any questions you need answered, you can call any franchisee anywhere, even in Alberta, which I’ve done in the past. You can also ask any area manager as well. It’s such a stress relief to have partners that want to help me succeed. You never feel alone.”

Advice for new franchisees: “Research, research, research. You have to find a company that is really suited to your values because it becomes such a big part of your life. It needs to feel really comfortable. I love how important it was for COBS Bread to give back to the community. The brand never compromises so why should I? I was very happy and lucky to work with COBS Bread.”

Armaan Divecha, Fresh Burger Vaughan, Ontario Franchise support: “We meet up quarterly, and all the Fresh Burger franchisees have exchanged emails so I can always get advice or discuss a new idea with them whenever I need to. They are always around. When you own your own business, it can get scary because you don’t always have the answers.

70 Canadian Franchise Association

Having a supportive franchise that can guide you, especially during the first year of business, was very helpful for me.”

Family support: “I really had to get help from my dad because between family and friends and a restaurant, it was hard to find time for everybody and manage my own time. He showed me how to set up files and spreadsheets, and so much of the operational tasks I wasn’t familiar with.

I was pretty fortunate to have someone like him guide me through it all.”

Social media strategy: “I could see the direction that the industry was going because all my news feeds were brands being sponsored by ads. That’s why I helped get my franchise started with the marketing campaign. I can say that it’s really helped the brand.”

The age factor: “I didn’t expect as many people to be supportive as they were for me, but people are. Sometimes they say, ‘I can’t believe you’re so young’ and then they get happy about it. I guess that’s the benefit of being a young owner.”

Véronique Levesque, Molly Maid Ottawa, Ontario Choosing Molly Maid: “I knew I wanted to own a business, and looking at franchises, Molly Maid was the best option, knowing how they support their franchisees, knowing the process, and knowing how the brand is known.”

The Molly Maid network: “The good thing about being a Molly Maid franchise owner is that you have a network of other franchise owners you can relate to, who are living in the same business and experiencing the same challenges every day.”

Help with challenges: “It could be the minimum wage increase, a big challenge that we’ve experienced in 2018, or staffing challenges or how to deal with a customer concern. I’ve always had the support of the franchise, even if it was just to talk.”

The age factor: “People did look at me and say, ‘I don’t know if I can trust in you.’ I had to work really hard at gaining customers’ trust, as well as some of the team members.” How did she do it? “By showing them that I am capable. I’ve proven over the years to customers and staff that I’m committed by being there, being attentive, doing estimates, meeting customers, and doing a lot of one on one.”

www.cfa.ca | www.FranchiseCanada.Online

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

FRANCHISE EXCELLENCE For The Second Year In A Row!

Thank you to all our dedicated, passionate franchisees for helping Paul Davis live our Core Values everyday and awarding us the 2019 CFA Franchise Choice Designation and winning the 2019 CFA Award of Excellence – Gold Medal in our Non-Traditional 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.

For Franchise information contact Dan Hopkins

416-299-8890 ext 118 daniel.hopkins@pauldavis.com

www.pauldavisbusiness.ca

LEADERSHIP PROFILE

ALLAROUND SUCCESS STORY

With decades of franchising success under his belt, Paul Davis Restoration’s Bill Dietz is focused on inspiring and empowering the system’s Canadian franchisees

BY ROMA IHNATOWYCZ

W

hen he got a job working at McDonald’s as a teen, little did Bill Dietz know that it would set in motion a love of business that would one day see him managing a prominent franchise brand for Canada – Paul Davis, a leader in restoration services.

While Dietz couldn’t foretell his future when doing shift work at the ubiquitous burger chain, he understood that he enjoyed earning his own income and seeing firsthand how a successful business was run. When the location switched from corporate to franchise ownership, it also gave him a glimpse into the many benefits of franchising. And he liked what he saw.

“It was definitely more of a family atmosphere,” says Dietz, president of Paul Davis Canada. “While the franchisee wasn’t exactly out in the back cooking, he was more involved. He would come in to help clean and regularly cruise through the drive-thru to ensure it was operating well. There was definitely a cultural shift.”

That made an impression on the teenaged Dietz, who was already considering his future career options and

72 Canadian Franchise Association

interested in one day owning his own business. While at university, a chance encounter with a fellow student helped turn that dream into reality. The young man he met at a party was already running his own College Pro painting franchise, and Dietz was surprised to learn that he could, too.

“I was amazed there was a company that would teach you to run a business while you were still in university,” says Dietz, who was studying economics and political science at the University of Toronto’s Mississauga campus at the time.

Not long after, Dietz signed on with the franchise brand to launch his own College Pro operation, using his savings to fund the venture. “The start-up capital back then was around $3,000, which I had saved from working at McDonald’s, so I didn’t have to go to my parents for money,” remembers Dietz. “It was a point of pride for me that I wanted to do this on my own.”

Dietz bought a 1984 Ford Ranger for $700, as well as some additional supplies, then got to work setting up and running his new painting business. He hired about

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LEADERSHIP PROFILE

six workers in his first year and expanded that to 10 in his second, all while continuing his full-time university studies. Dietz even managed to remain active in sports on the side. It was a tough slog, he says.

“It’s certainly not something I would wish on my kids now!” says Dietz with a chuckle. “When I look back at that first year, it was probably the hardest thing I’ve ever had to do in terms of my career. I was working 20 to 30 hours a week while going to school. I was responsible for all aspects of the business, from recruiting people to submitting my own taxes. It was truly an entrepreneurial endeavour, and I learned how to be a small business person.”

Eventually Dietz decided to expand his learning curve.

When an opportunity arose to join the corporate side of the parent company, FirstService Brands, he jumped at the chance. He accepted a general manager position with College Pro Window Cleaning, another of the company’s franchise brands, and gradually went on to work across different brands, primarily on leadership training and helping new franchisees start up their businesses.

Switch to operations It was in 2011, and Dietz was working as a coach and instructor with FirstService’s Leadership Development Program. He was itching to “get back to the operational side of the business” and joined the Paul Davis brand as its director of franchise and field operations in Canada.

In 2018, he was appointed president of the company’s Canadian operation.

Named after the eponymous founder who started the business in 1966 in Jacksonville, Florida, Paul Davis Restoration specializes in property damage mitigation, reconstruction, and remodelling. It provides a comprehensive list of restoration services to clean and repair damage caused by floods, fire, storms or other disasters, and works closely with insurance companies.

For Dietz, the move represented a switch to a new, diverse industry that came with an entirely new learning curve. Not one to shy away from change, he embraced the challenge. “I came to the brand with excellent leadership skills, a lot of energy, and without any preconceived notions about the industry – those were all positive things I brought to the table,” notes Dietz. “What was challenging was learning about the industry. It’s a pretty complex industry and I had to learn all the technical aspects and how the insurance side works.”

Paul Davis Restoration was already an established brand in Canada at the time, with a 25-year presence in the country and more than 50 franchises spread across different provinces. Today, it has 58 locations and will grow that number to 62 by the end of the year, says Dietz, with more to follow. “We feel we can have about 75 full-service locations across the country in total,” he explains. “That’s what we would consider to be full capacity and we’re getting close to that. So, 75 is the magic number.”

Most Paul Davis Restoration franchisees service large areas with about 200,000 to 300,000 inhabitants – in some cases, entire cities. “Ours is not like many restaurant franchise concepts, where you can put multiple franchisees into one marketplace,” notes Dietz. “Our insurance carriers usually want one point of contact for a particular marketplace.” Startup capital runs between $250,000 and $350,000, with supporting funds needed to tide franchisees over until payments come through from insurance companies, which can take a few months.

Many Paul Davis franchisees come to the company from the carpet cleaning or construction trade and already have some insight into the work involved. That said, the company provides all the necessary training, while separate training and certification is required for work such as water restoration, fire restoration or

Franchise Canada November | December 2019 73

LEADERSHIP PROFILE

applied structural drying. Mould or asbestos removal is normally contracted out, as is mechanical trade work like HVAC or plumbing.

Dietz adds that franchisees need to have good people skills and know how to deal with distraught homeowners facing fairly major losses, be it a flooded basement or burned out home. While Paul Davis does both residential and commercial work (and aims to increase the latter) about 85 per cent of its current business is residential, so franchisees are interacting with people who have a strong attachment to their damaged property. “We deal with very emotional people and take great pride in being there as part of the solution,” says Dietz. “That’s why our franchisees really love this business – they’re often the first people on site and are able to help people get their life back to normal.”

And what does Dietz love about the business? It’s all about working with a great team, he says, and sharing what he’s learned with others to help them succeed, especially in the area of leadership and management development. In particular, Dietz encourages new franchisees to work on their business and not just in their business. “I know that’s a cliché and it gets thrown around a lot, but it holds true,” he says. “We tell our franchisees to keep their eye on the financial and key indicating numbers every day and strive to become the employer of choice in their marketplaces. These are the areas where some of our folks tend to struggle.”

Ultimately, says Dietz, leading, managing, and building a good team is critical to any business, and he is the first to credit his own staff, franchisees, and their workers for the great success of Paul Davis Restoration in Canada. “I love this company and am really proud of the franchisee and corporate team we have,” sums up Dietz.

“We genuinely care for our franchisees and want to see them be successful. Because if they’re successful, we’re successful.”

It’s a success story, all around.

PAUL DAVIS RESTORATION STATS Franchise units in Canada: 58, US: 310 Corporate units in Canada: 1, US: 6 Franchise fee: $50K Investment required: $237K-$383K Training: 5 weeks Available territories: All of Canada In business since: 1985 Franchising since: 1986 CFA member since: 2013

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74 Canadian Franchise Association

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A DAY IN THE LIFE

On Top of the World

Award-winning Triple O’s franchisee Teresa Troock is living the life she’s always wanted

BY TRISHA UTOMI

N

o two days are alike for award-winning Triple O’s franchisee Teresa Troock. Some days, she’s up early at her Surrey, British Columbia restaurant helping employees serve guests. Other days, she’s doing everything from setting big business goals to researching market trends to ensuring that her restaurant is running smoothly.

But if you asked Troock what she thought a future typical day would look like when she first started working in the hospitality industry, it would be completely different. Back then, she worked as a manager for McDonald’s.

“I started working at McDonald’s part time when I was 15, but when I graduated, I wasn’t sure what to do.” She decided to take advantage of what the franchise had to offer, working her way up from crew member to assistant manager to manager.

And she didn’t stop there. “I learned profit and loss and enrolled in management development courses that covered basic operations, intermediate operations, and advanced operations,” explains Troock.

For several years, she excelled as a manager for McDonald’s. Then one of her friends, a Chevron gas station and Triple O’s retailer, suggested she too look into

operating a Chevron and Triple O’s location. That was when everything got infinitely better for Troock.

Nugget of wisdom Troock loved the partnership she had with two iconic British Columbia brands; Triple O’s and Chevron. When her contract with Chevron ended, it was time to think about the next chapter. Troock immediately inquired about franchise opportunities. She believed in the Triple O’s brand, the company values of involvement, innovation, and integrity, and she was confident in her ability to run a quick service restaurant. “Let’s face it, I have ketchup in my blood!” she says.

So in 2016, Troock, with the support of her husband Dale, officially became a franchise partner of her own Triple O’s restaurant. Triple O’s, launched in 1997 by British Columbia’s White Spot brand, is a premium quick service restaurant concept, known for its premium burgers, fresh-cut fries, hand-scooped milkshakes, and secret Triple “O” sauce.

Troock remembers it as one of the best days of her life. “My husband and I were at the home office signing the franchise agreement, but little did we know that all

Franchise Canada November | December 2019 75

A DAY IN THE LIFE

the staff at the office were gathering together. When we left the room, the president of White Spot rang a bell and introduced us to the group as the newest Triple O’s franchisees,” says Troock.

“I had to try and hold back tears. It was such an amazing feeling. I’ve never had anyone recognize me in that way. I truly felt on top of the world.”

Three years later, and Troock still experiences this kind of euphoria on a regular basis, in spite of some of the challenges she encounters as a business owner.

When she first opened the restaurant, her biggest

challenge was having to wear multiple hats. “We only had one manager so my typical day was running day-today operations and coaching and training staff so that they could easily manage their tasks, too,” says Troock.

Now her greatest obstacle is managing a range of staff from a myriad of backgrounds and demographics. Some of her employees are new to the country, some are millennials, and some are of an older generation. “We constantly have to change our management style to find what motivates each employee,” notes Troock.

That said, it’s a challenge that Troock’s extensive background in the quick service industry has prepared her for. As she puts it, “as a leader, you have to be willing to adapt to all sorts of situations.”

She sets the bar high for employees, but she also thinks it’s important to have patience and to communicate effectively so that the entire team understands the goals.

That nugget of wisdom has served her well. At Triple O’s annual conference, Troock received the company’s most prestigious award, and was named a Nat’s All-Star.

The award, named after the company’s founder, CeLeBrAtE FrEsH Nat Bailey, honours Triple O’s operators (franchise or

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76 Canadian Franchise Association

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A DAY IN THE LIFE

“If you’re going to partner with any sort of franchise, you have to believe in the concept. If you love working in the quick service industry, do that. If you love working with automobiles, do that. Just make sure that you have passion for that business.” corporate) who achieve the best business results in their restaurants. She didn’t win this award once; she’s won it two years in a row.

When asked about the secret sauce to her success, Troock boils it down to a few key ingredients. “We do our best to run a really top-notch operation, provide great customer experience, and prioritize cleanliness.”

She also ensures that this service extends beyond her restaurant and into the wider community. Since becoming a franchisee, Troock and her team have given back to KidSport, a national not-for-profit organization that provides financial assistance for kids who want to play sports. She’s been a top donation raiser in her franchise for three years in a row.

The ultimate combo Teresa’s decision to become a Triple O’s franchisee was an easy one in part because she knew what she wanted. Having the opportunity to work in the chain prior to becoming a franchisee gave her the insight and understanding of the concept, making it a perfect fit.

She says the franchisor is all about support, initial and ongoing. “You don’t just start, and they leave you or ignore you. They really want you to succeed, to be successful, and to overcome any obstacles that come your way,” says Troock, noting that she can contact home office any time or reach out to her fellow franchisees.

While she’s had to go through a tremendous learning curve, the support has made her investment in a Triple O’s franchise a decision she never regrets.

“It has not only been rewarding financially, but personally,” says Troock. “I now have the time to achieve my personal bucket list. For example, I’ve wanted to play ice hockey since I was nine years old and now I get to play ice hockey.”

She also has two dogs and now has the time to get them involved in agility, sheep herding, and frisbee competitions, and has time to enjoy camping with her husband. She says being a franchisee affords her the time to live out the life she’s always wanted.

For others looking to do the same, Troock believes having passion for the brand is key. “If you’re going to partner with any sort of franchise, you have to believe in the concept. If you love working in the quick service industry, do that. If you love working with automobiles, do that. Just make sure that you have passion for that business.”

TRIPLE O’S STATS Franchise units in Canada: 53, International: 8 Corporate units in Canada: 8 Franchise fee: $40K Investment required: $750K-$1.5M Available territories: AB, BC, MB, ON, SK In business since: 1928 Franchising since: 1997 CFA member since: 1997

THE MIDAS FAMILY

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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.

Franchise Canada November | December 2019 77

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THE FIRST YEAR

Dealing with Disaster Restoration 1 franchisee David Ma’s exciting first year on the job

BY KAREN STEVENS

W

hen disaster strikes – whether it be flooding, fire, or mould – property owners in Calgary, Alberta have Restoration 1 franchisee David Ma to call upon to take care of the situation. Restoration 1 is a remediation and restoration service that sends employees to assess damage and restore the property to its original, or better, condition.

Ma came to franchising after 32 years in the oil and gas industry. Following the industry’s recent decline, he felt like it was time to try something different. “I experienced a lot of ups and downs within that industry,” he explains. “I wanted something more recession-proof than what I was working in, something that people were still going to have to spend money on no matter what the economy was like, but I didn’t really know what I was looking for.”

There happened to be a franchise show on in Calgary while he was conducting his search, so he stopped by to check out some options. He spoke to a Restoration 1 representative, who explained that the restoration industry went far beyond just dealing with the aftermath of major floods. “I learned that there are all kinds of ways that people can get water damage in their homes like appli-

ances mishaps, and overflowing sinks; I had no idea how big this industry was,” he recalls.

After the show, Ma did some research on his own. “I discovered that this is quite a large industry in terms of insurance claims, and I decided that there was a market for this,” he says. He also researched his local competition in Calgary before deciding to invest, and observed that the market was large enough for another restoration business to thrive. So he signed the franchise agreement and opened up his very own location in November of 2017.

Supported from the start Ma gives his first year in business a glowing review. “The first year certainly exceeded my expectations: I had a business plan at the beginning, and I had some projections, and I exceeded all of those,” he says. The first few months went much more smoothly than he had expected, which was in part due to his previous management experience, but also because he had the franchisor to rely on.

“We were able to figure out some solutions on our own, but support was always there,” says Ma. “When it came to the point when we didn’t know what to do next, we always had somebody a phone call away to give us

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THE FIRST YEAR

answers.” This invaluable support from head office included everything from help with operations to administration to marketing.

As for the Restoration 1 franchise itself, Ma says that having an established system was key for someone like himself, who came from a totally different industry.

“When it comes down to it, all businesses are about the system that they use, so having an established and proven system to start off with helps you go into any situation with confidence,” he says.

After coming on board as a Restoration 1 franchisee, Ma went through the initial training program, which he says was an excellent preparation for the year ahead.

“They put me through all the different scenarios, with as much hands-on training as possible, and of course some administrative training and dealing with insurance companies and types of customers, etc.” The franchisor also provides ongoing training and updates as they arise, whether it’s by video conference or during the annual meetings.

In addition to training from the franchisor, Ma pursued certifications for the services he provides, following the formal procedures that are set out by the IICRC (Institute of Inspection, Cleaning and Restoration Certification). To

80 Canadian Franchise Association

stay current, he gets updates through his membership with the IICRC and he reads to keep up with the latest technologies, methodologies, and equipment. “It’s part of business to keep up on the industry,” he explains.

With all this training and certification, Ma says that a background in restoration isn’t strictly necessary. Ma gained business and management experience from running a small consulting company; however, he didn’t have any background in restoration itself before signing on. He says having that management experience was very helpful, but that business knowledge is one area that franchisees can learn about as they grow.

Plan for challenges According to Ma, the biggest challenge with getting started is all the uncertainty that comes with running a new business. “You can have all the numbers from the franchisor about how everyone else has been doing, but with a new location and not having been in the business before, there are a lot of questions.”

Then there are the challenges that come with starting up your own business. “You can expect to work a lot of hours to get things established, and to get the personnel and staff trained to work in the way that you expect them

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THE FIRST YEAR

“You can expect to work a lot of hours to get things established, and to get the personnel and staff trained to work in the way that you expect them to work, all that takes some time to get established.” to work, all that takes some time to get established,” describes Ma. Without a solid idea of how the first year is going to go, it also makes it challenging to know how many staff to hire. “You have to be fairly careful on how you’re hiring and how many people you take on,” he adds.

Ma says the best way to handle this uncertainty is to maintain realistic expectations and plan using your current business as a guide. “After the year is gone, you can see where you need to tighten up, or what’s working well for you and you need to carry on,” he says.

Ma’s advice for new franchisees is simple: “Have some short- and long-term plans and then just be patient.”

Since about half of the work that comes in is weather related, the volume of work can be unpredictable. Therefore, Ma recommends that franchisees complement their plans with a hearty side of flexibility. Ma recalls that during the first year there were times when there were no calls, and then all of a sudden, there would be a deluge of calls and he’d find himself wishing he had more people or work was spread out a little more.

He advises that when the work piles up, franchisees shouldn’t take on more than they can handle. “If you can’t handle it, you’ll end up providing poor service, and that’s worse than them calling someone else,” he cautions. During the quiet times, Ma suggests spending the time to focus on marketing the business. He also points out that while the industry does have its busy times and lulls, they don’t often last more than a few months each.

Overall, Ma says that one of the biggest benefits of owning his franchise has been the ability to run the business the way he wants. “As an employee, you’ll see things in your workplace that you really could improve on but might not necessarily get accepted,” says Ma. “[As a franchisee], if you see something you want to implement, you can just go ahead; in the end it’s your decision that matters – I think that’s one of the benefits of being a business owner.”

RESTORATION 1 STATS Franchise units in Canada: 15, US: 100 Franchise fee: $35K Investment required: $150K Training: 4 weeks Available territories: All of Canada In business since: 2009 Franchising since: 2009 CFA member since: 2014

FRANCHISE AND LICENSING LAWYER Clark Harrop

charrop@dalelessmann.com 416-369-3816 www.dalelessmann.com

We are pleased to welcome Clark Harrop to Dale & Lessmann LLP as a partner in our Business Law group.

Recognized in the areas of franchising and licensing, he is a strong advocate for taking a strategic approach to legal matters, with a keen focus on achieving business outcomes and helping his clients drive growth. Clark’s practice focuses on representing franchisors and brand owners and he has more than 20 years’ experience representing some of the most iconic franchise systems. He has built his reputation as a creative and innovative lawyer, helping his clients realize their ambitions. For more information please visit our website www.dalelessmann.com

Franchise Canada November | December 2019 81

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ICONIC BRAND

A Smile and a Story

Dairy Queen franchisee Marc Cardinal celebrates decades of success with the longstanding brand

BY KYM WOLFE

W

hen I was a kid, one of my favourite family rituals was going for a Sunday drive.

Before we headed home we would stop for ice cream – a vanilla cone with the signature ‘swirl’ (or ‘Q’) on top. Mine is the kind of story that Dairy Queen franchisee Marc Cardinal hears often.

“When you tell people you own a DQ, everyone has a memory they want to tell you about, and it’s always a story about spending a moment with family or friends.”

“We call it a smile and a story,” says Tony Watters, director, franchise development for Canada. “DQ has always been associated with celebration, and even though it has evolved from ice cream treats to Grill and Chill, that still holds true.”

Dairy Queen is an iconic brand that has its roots in the Homemade Ice Cream Company, established by the McCullough family in 1927 in Illinois. After developing soft-serve ice cream, they served their first ‘Dairy Queen’ product in 1938. Five years later, the company established franchise territories and began selling DQ licensing rights. From the beginning, the goal was to grow a national franchising system, and by 1950, there were 3,000 DQ locations across the United States.

In 1953 the first store to open outside of the U.S. was in Estevan, Saskatchewan, and two years later, the Dilly Bar, Banana Split, and other new products made their debut. When the Brazier (charcoal-broiled) burger was added to the menu in 1961, DQ began to see an increase in its hot food sales, and by 1970, DQ was the third-largest fast food chain in the U.S. By 1976, DQ had expanded its operations beyond North America, with stores in nine countries, ranging from Panama to Iceland to Japan. The brand introduced drive-thru windows in 1980, and continued to expand both ice cream treats and hot food options. When the concept rebranded in 2001 to Dairy Queen Grill & Chill, it cemented its position as a QSR with equally impressive hot and cold ‘fan food’ (not fast food!) menus.

A true family business Cardinal’s parents purchased their first Dairy Queen location in Edmonton, Alberta in 1980, and Cardinal remembers his first ‘job’ when he 10 or 12 years old was cleaning tables and picking up garbage. After studying business at the University of Alberta, Cardinal bought into the family business in 1999 and became the second-

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ICONIC BRAND

generation owner-operator. His business studies at university have been helpful, but Cardinal feels that having food industry experience is even more valuable for new franchisees.

Today the Cardinals own six DQ locations (the latest one was purchased in 2018) – five free-standing stores and one “treat centre” in a mall. After DQ introduced its new restaurant concept, in 2003, the Cardinals opened Canada’s second Grill & Chill® – the first in Western Canada. In addition to the iconic brand recognition, Cardinal says the high quality and taste of both hot and cold products and the friendly environment are what bring people back and help build a steady regular client base.

With his parents transitioning to retirement, all six stores are managed by Cardinal, his wife, and his cousin (who has joined the business as a minor partner). Ideally, a franchise owner-operator is hands-on, and the three make an effort to have at least one of them on site in each store daily. They’re in the fortunate position of having long-term managers in place in whom they have total confidence. “Some of them started working with us when they were teenagers, and they’re in their 30s now.

We know they have our backs, and they know that we have theirs,” says Cardinal, noting that the owners have an open-door policy and can be reached 24/7 if the need arises, even when the stores are closed.

Adding staff to the family Keeping long-term staff doesn’t just happen, though. In fact, Cardinal cites staffing as one of the biggest challenges that QSRs deal with. “I would say that the main challenges that are constant in the restaurant business are increased competition and labour shortages. Every month, there seems to be a new concept that is looking

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to steal market share and labour from surrounding businesses. I think this can be managed, however, through great customer service – whether it’s external customer service with our DQ fans, or internal customer service by treating our staff like family.”

Cardinal has 90 to 100 employees year-round and he adds more in the summer when there will be 140 to 150 on the payroll. “We try to pay above minimum wage, and to be flexible when we are scheduling shifts. Millennials have to have access to their phones, so we tell them when times aren’t too busy you can use your phone, just make sure you put it away when it starts to get busy.”

Low staff turnover seems to be woven into the fabric of company culture. “Long-term staff are not uncommon. Even at the corporate end, we have staff who have been here for decades, and there are strong relationships between corporate staff and franchise owners,” says Watters. Recognizing the challenge that franchisees can face when staffing their stores, the operations team has introduced a third-party recruiting tool that engages potential employees through social media platforms.

Another new addition to the company’s tool kit is the use of analytics in the site selection process for new stores. There are opportunities in all provinces, says Watters, both for new franchise owners and for existing owners to open additional sites – both standalone stores and Treat Centres in malls, college and university food courts, and other venues. The main targets for future franchise growth are the introduction of Grill and Chill restaurants in Quebec (currently all DQs in the province are Treat Centres), and new locations in Northern Ontario and Manitoba to replicate the successful ‘smalltown local ownership’ formula that has fuelled expansion in Saskatchewan.

www.cfa.ca | www.FranchiseCanada.Online

ICONIC BRAND

“It’s a big decision – do your homework.

Choosing a franchise concept is like choosing a life partner.

We expect people to go out and visit different locations to get first-hand information, and to understand what they are getting into.”

With every new location, whether acquired or built from the ground up, franchisees participate in DQ’s threephase certified manager training program. “It’s very comprehensive and gives a great foundation for any new operator,” says Cardinal. “The first two phases are held in an open and active DQ restaurant, so there is a lot of practical hands-on training around product, equipment, systems, and leadership. In phase three, you dig into the numbers, learn about managing different kinds of people, and focus on profitability. We also receive a great deal of support from DQ Business Consultants, who make individual store visits and help set up systems and best practices to deal with any individual store challenges.”

Watters believes that with the company’s comprehensive training program, anyone who goes through all of the steps in the vetting process and is accepted as a franchisee will be well prepared to run a successful

Dairy Queen franchise. He recommends that potential franchisees have some food service experience and an understanding of the restaurant or retail industry.

And he shares this advice with people who are exploring the purchase of any franchise: “It’s a big decision – do your homework. Choosing a franchise concept is like choosing a life partner. We expect people to go out and visit different locations to get first-hand information, and to understand what they are getting into.”

DAIRY QUEEN STATS Franchise units in Canada: 658, US: 4388, International: 1869 Franchise fee: $40K-$45K Investment required: $400K+ In business since: 1940 CFA member since: 2000

Thank you for voting us

The Highest in Franchisee Satisfaction!

We’re looking for more amazing Franchisees to expand our footprint in British Columbia!

Call or go online today for more information.

866.684.6448 | twomenfranchising.ca Each franchise is independently owned and operated.

Franchise Canada November | December 2019 85

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 $150K to $250K.

Crock A Doodle

Qualicare

Crock A Doodle is Canada’s retail pottery painting franchise. We bring people together to create, laugh, share, and grow, transforming ready-topaint pottery pieces into amazing works of art. As a proven business concept with powerful branding and ongoing support, Crock A Doodle is your opportunity to create a successful business and have some fun!

We’re looking for passionate people who want to be part of something special. Maybe we’re looking for you!

Franchise units in Canada: 34 Corporate units in Canada: 2 Franchise fee: $20K Investment required: Total investment from $85K Training: 2 weeks plus ongoing support Available territories: All of Canada, US, International In business since: 2002 Franchising since: 2004 CFA member since: 2006

As one of Entrepreneur’s Top Global Franchises, this Canadian-based homecare company is the ideal way for you to own a full service homecare agency.

Invest in a rapidly growing market and make a real impact and difference in your community! Our owners provide fundamental non-medical and medical services, but our unique 360° approach allows us to truly be the difference in our client’s lives. Handling care in a way no other homecare agency is able to has allowed us to achieve the industry’s highest client satisfaction percentage, as well as being a top 50 franchisee satisfaction recognized company for 2019! Learn about our unique approach today!

Franchise units in Canada: 41, US: 16 Corporate units in Canada: 3 Franchise fee: $49.7K Investment required: $100K-$150K Training: Extensive Available territories: AB, BC, MB, NB, NS, ON, PE, SK In business since: 2001 Franchising since: 2011 CFA member since: 2011

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www.cfa.ca | www.FranchiseCanada.Online

SHOW ME THE MONEY

Scholars Education Centre

The Lunch Lady Group Inc.

Scholars Education Centre is a tutoring and supplemental education company that helps students by developing individualized tutoring programs to maximize their academic success and build their confidence. We provide tutoring and mentoring for students of all ages, in all grades, and in all subjects.

We have proven results for our students, families, and franchisees.

Franchise units in Canada: 29 Franchise fee: $30K (plus applicable taxes) Investment required: $75K-$150K (plus applicable taxes) Training: 2 weeks Available territories: AB, BC, MB, ON, SK In business since: 1999 Franchising since: 2001 CFA member since: 2011

The Lunch Lady is a proud Canadian company with nearly 25 years of experience providing hot, healthy lunches to schools. We have now extended our lunch service to daycares, summer camps, workplaces, and senior centres. Our unique franchise model offers a meaningful and fun career, community involvement, personal and financial achievement, and a flexible work schedule. Lunch Lady franchise partners promote healthy food and enjoy the benefits of an attractive work-life balance.

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

Find franchises by investment level on LookforaFranchise.ca

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

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

Franchise Canada November | December 2019 87

FRANCHISE FUN

Community Connector Bill Argo’s positivity and motivation help Symposium Cafe Restaurant & Lounge become a dining destination

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www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE FUN Symposium Cafe Restaurant & Lounge is a dining room franchise concept inspired by Raphael’s “School of Athens” Renaissance fresco, which shows a gathering of historical figures engaged in discussion. Created as a contemporary take on these ancient symposiums where people met to exchange ideas, Bill Argo, VP of Finance, describes Symposium as a “neighbourhood go-to dining destination, where families and friends meet regularly to eat, drink, talk, and celebrate.”

Argo and the rest of the Symposium team certainly know a thing or two about celebrating, after back-to-back Canadian Franchise Association (CFA) Awards of Excellence Grand Prize wins in 2017 and 2018. Read on to learn more about what makes Argo tick, including a passion for business and learning from different perspectives, along with a newfound flair for interior decorating and a growing appreciation for quality tequila.

The most interesting thing I’ve done recently is…

I tried my hand at interior decorating after some home renovations. Despite some family critics, I’m not too bad at it. Except for that one artificial plant that I thought looked real. It has to go!

In its best form, work is…

Fulfilling and exciting as you watch plans take shape and lead to your goal. If your plan doesn’t work, then change the plan; don’t change your goal.

A good franchisee…

Works with the tried and true systems, understands the importance of open communication, and provides regular constructive feedback.

A good franchisor…

Understands people, has an objective view, and recognizes the skills necessary for entrepreneurial success.

The most important thing in life is…

Paying it forward, whether by mentoring, scholarships, or opportunities. When you light someone else’s candle, it doesn’t diminish yours.

One of the most enjoyable things to do is…

Travel. It broadens your perspective and sometimes changes how you see things.

Seeing how different people have shaped the world throughout history because of their circumstances, or in spite of them, is powerful motivation.

The hardest thing for me to do is…

Like most people who love what they do, I’m always looking for balance, taking time to balance family, work, and me time.

My favourite drink is…

It depends on my mood, but right now it’s tequila. Some have nightmares of salt and limes, but sipping a quality tequila will make you forget any of that happened.

If I could change one thing…

It’s heartbreaking hearing about conflict and social unrest around the world – if I could, I would change those situations.

If I could meet anyone…

I enjoy history so I would meet Alexander the Great – any general who overcomes huge obstacles is a case study in leadership.

The person who has had the most positive influence on me as a businessperson is…

My late father. Not only for his business acumen, but also for the way he handled himself in any business venture. Like a gentleman, but strong as well, “like a rock.”

Canadian franchising is…

A bright future for those who are ready to design their path.

My franchise system began because…

We were thinking about family and friends who worked tirelessly to build a business from the ground up and thought, “if they had only had guidance and help to get them started and avoid mistakes”…

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

As a proud dad, I would say my daughter. Her glass-half-full attitude is a reminder of what is possible when you choose to be happy.

The key to success is…

Dedication, hard work, and listening to wisdom along the way. A lot is changing in our world, but the hard work aspect has never changed. It’s important to know the difference between being busy and being productive.

I’d like my friends to describe me as…

Someone they can call any time if they need me.

My personal motto is…

Everything in moderation – and that includes dessert!

Franchise Canada November | December 2019 89

Q A

ASK A FRANCHISE EXPERT As a first-time franchisee, what are the five rock star questions I should ask?

IF YOU’RE THINKING OF INVESTING IN A FRANCHISE so you can be in business for yourself but not by yourself, you’re already probably wondering things like “what is the initial investment?” and “how much money can I make”?

Since becoming a franchise partner in a brand typically requires a heavy contractual agreement with a five or 10-year term and a lofty upfront investment, it’s in your best interest to take the time to make sure it’s a fit from which you’re going to get your anticipated return on investment.

Let’s dig deeper on what questions you should ask to not only help you get some clarity on whether it’s a good franchise to invest in, but also to impress the prospective franchisor (wink wink).

1. Are you in love?

A common misconception is that because the brand is a franchise, the franchisor will take care of all of the promotional marketing, sales, etc. to grow the business.

This is rarely the case – a critical reason franchisors chose the franchise model is to have local partners who can do “boots on the ground” local marketing. If you’re choosing the concept because of the potential financial ROI and you don’t love the brand, it will be very difficult to go and build business in your local market.

2. We’re on a mission!

A sign of a successful company is one that is uber clear on the foundation of why they exist and the core values that drive their decision making. Start by lifting the hood on the company’s mission, or sometimes referred to as the company’s “why,” and make sure it resonates with you so that you’re aligned and set up to succeed.

Next, find out what their core values are and what processes they have in place to ensure that everyone in the organization lives and breathes these core values. Do the core values sound authentic, and do they get you excited?

Be leery of companies that don’t even know their purpose and core values, or that have core values that are stale and uninspiring and not at the forefront of how the company operates.

When there is a lack of fit, rarely does anyone end up winning!

figured out, but not every franchisor really understands how to work with their franchise partners to make the relationship feel like a true partnership.

Some probing questions to ask the franchisor or franchise partners include: • How often do we see our field support team in person?

• How can I share my input and ideas?

• How does the company keep everyone in the loop on the same page?

• What strategies does the company use for helping franchisees build their business and ensure profitability?

• W hat kind of tools and resources does the franchisor provide – and how?

The beauty of being an operator in a franchise system is that you have access to a multitude of other operators running the exact same business in a variety of markets.

Having been a multi-unit franchisee for 18 years, I can say with confidence that even if you’re a business-savvy operator, you can still benefit from structured, regular two-way communication that ensures you’re clear on benchmarks, market trends, and what top performers in the chain are doing to maximize their opportunity.

4. Read between the lines Check into how many transfers and/or closures the franchise company has experienced and why. For example, if you find out that multiple units have closed due to poor locations, it may be a red flag that the company doesn’t put enough resources into ensuring the location is the right fit. Transfers can indicate anything from an operator realizing the opportunity wasn’t a fit for them to the franchisor not selecting the right people.

If the franchisor isn’t clear on who they’re looking for, how do they know you are going to be a fit? And who else is being brought onto the team who isn’t the right fit and is going to dilute your investment as a poor operator?

5. Tech talk Technology is such a critical component to small business success. The right technology creates efficiencies at the franchise level, which leads to increased profitability

3. Help me!

Find out what support systems the franchisor offers for its franchise partners. If the response is “they have our number and can call us anytime,” this can be a big red flag, as it can mean that the franchisor leaves you to fend for yourself. Most franchisors have the technical support

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www.cfa.ca | www.FranchiseCanada.Online

Angela Coté Franchise/Business Advisor Cultivate Advisors angela@cultivateadvisors.com

ASK A FRANCHISE EXPERT and satisfaction. Some questions to ask around technology include: • I s the technology simple and easy to use, and does it do what the franchise partners need it to do to maximize profitability?

•W hat is their communication hub like i.e. How and where can I easily communicate with headquarters and my franchise peers?

•W hat metrics are available through technology to benchmark where I am compared to other locations?

• W hat do the current franchisees think of the technology?

Q A

When it comes to ensuring a franchise system is the right fit, taking the time to do you due diligence is critical.

Unfortunately, I come across too many franchisees who feel they went in without digging deeper on the things that are important and before really understanding the company. Don’t be one of them – slow things down a little now, as it will pay off in spades in the long term.

Ask the rock star questions so you can unleash your full potential and optimize your success.

ASK A LEGAL EXPERT

How do I handle the franchise disclosure document that I just received?

PROSPECTIVE FRANCHISEES can understandably find the task of reviewing a disclosure package daunting, if only because of the sheer mass of paper. In fact, when the Ontario government first enacted the Arthur Wishart Act (Ontario’s franchise legislation), the Act required that disclosure documents be delivered either in person or by registered mail. They did not anticipate, however, that the documents would be so thick that delivery by registered mail would be impossible. You should work with an experienced franchise lawyer and accountant to review the document but do not leave the review entirely to them. The disclosure document will contain information for further diligence that only you can pursue.

I suggest that you start by taking the document apart and breaking it down into pieces, either on your desk or living room floor. You will find that a considerable part of the document is really comprised of the franchise agreement and related agreements that you will be required to sign. Put those aside for now, and focus initially on the smaller body of the disclosure document and the exhibits or schedules at the end.

One of those exhibits contains a list of current franchisees in the system and their contact information (this could be limited to a list of franchisees in a smaller geographic area depending on what province you are in).

This is valuable information. You should be contacting franchisees on that list. The franchisor may have given you names of particular franchisees to contact and it would be a great idea to contact them. However, given that selection of contacts has been hand-picked by the

franchisor, you should also contact a broader cross-section of franchisees. Some of the questions you should be asking those franchisees relate to information not likely contained in the disclosure document or readily available from the franchisor. You should be asking about financial returns. The cost of goods sold in a franchise can be dramatically affected by the level of rebates taken by a franchisor (in relation to purchases from third party suppliers to franchisees) or in the margin taken by the franchisor if the franchisor is supplying goods to franchisees.

While the franchise disclosure document will tell you whether the franchisor receives rebates from suppliers and whether the franchisor shares any of those rebates with franchisees, it does not tell you how high the rebates are or the extent to which they impact the cost of goods sold. Current franchisees will be keenly aware of the costs of goods sold and whether they are appropriate.

The disclosure document will provide detailed information about the costs of establishing a franchise, which will be helpful in forecasting a rate of return on your (continued on page 107) Darrell Jarvis Partner Fasken djarvis@fasken.com

Franchise Canada November | December 2019 91

FRANCHISE TUTORIAL

TUTORIAL 5: THE FUNDAMENTALS OF FRANCHISING

INTRO TO ROYALTIES MOST FRANCHISES REQUIRE the franchisee to pay a royalty for the right to use the franchisor’s trademarks and operating system. Royalties are the franchisor’s portion or share of the revenues for allowing you to use the system. By being connected to an established brand, franchisees benefit from using the trademarks and operating system to increase the value of their business assets and future income. Customers are more receptive to products that are associated with a known brand and this in turn generates revenue. Once a franchisee has found a new customer, the operating systems are in place to assist franchisees in keeping them as repeat customers.

The franchisor uses royalties to develop an infrastructure that provides ongoing support to franchisees including: • Consulting and sharing of best practices • Arranging suppliers to capitalize on purchasing power • Research and development • Operational reviews and ensuring brand consistency • Accounting systems • Computerization • Field support • Initial training programs • Ongoing training programs For a franchise system to be successful, royalties need to be both affordable for the franchisee and large enough for the franchisor to be able to fund the necessary support. Business models vary widely, and as a result, there is no standard royalty amount. Typically, royalties are paid monthly, calculated on the franchisee’s gross sales for the month, and usually don’t include legitimate refunds or taxes. Royalty amounts aren’t the same for every system, and they can start at three to four per cent and range as high as 10 per cent or more. It’s common to find royalties between five and six per cent for retail franchises, and eight to 10 per cent for service franchises.

There are numerous variations regarding royalty fees.

Some franchisors charge escalating or declining percentages based on different levels of sales. Some franchisors don’t charge a percentage of sales, but instead charge a royalty based on a flat fee each month. Others may charge no royalty at all, but instead earn revenues through product sales.

92 Canadian Franchise Association

A flat fee royalty is often used when it’s difficult for the franchisor to monitor the franchisee’s monthly sales. This system may seem attractive to the franchisee, but a potential downside is that there is no incentive for the franchisor to work with their franchisees to increase their sales. The franchisor receives a flat fee each month regardless of the level of support they provide. The advantage of a flat fee amount is that franchisees know exactly what their franchise costs will be each month.

Revenues to the franchisor through product fees are typically used when the franchisee is distributing a product manufactured or distributed by the franchisor.

Examples of a product-based franchise are gas stations, automobile dealerships or soft-drink bottlers. Product franchising derives income from selling products wholesale to the franchisees, with a profit margin for the franchisor built into the wholesale pricing. The franchisee is required by the licence agreement to purchase products from the franchisor.

Royalties are usually non-negotiable and are often preset by the franchisor. If one franchisee is paying four per cent and another is paying eight per cent, there could be potential conflicts within the franchise system. For the most part royalty fees are constant and don’t change.

Exceptions to this would be if a franchisee were awarded a franchise of a fairly new and emerging franchise system. When joining a franchise system at the early stages of growth, franchisees may receive the benefits of lower royalties as the emerging franchise system is starting out. As the franchise grows, so should the operating systems and support. When renewing their franchise agreement, franchisees may then be faced with an increase to their royalty fees. However, one must remember that the franchisor must make money in order to remain in business, and royalties are an important revenue stream for the franchisor.

Low royalty fees don’t necessarily result in an advantage, as low fees can result in the franchisor’s inability to provide franchisees with the necessary level of support and ensure the success of the system.

Most franchise agreements have a clause stating that failure to pay royalties is a breach of the franchise agreement, and may lead to the termination of the agreement.

The franchisee may then also be liable for other damages.

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE TUTORIAL The benefits of paying royalty fees often far outweigh the costs. A royalty is a cost of doing business as a franchise. It gives the franchisee the right to operate a business under a proven brand and business model.

However, prospective franchisees must always do their

due diligence when looking at any franchise opportunity.

Speaking with current and past franchisees of the franchise system will help to ensure that the value for the royalties is there.

TUTORIAL 6: THE FUNDAMENTALS OF FRANCHISING

INTRO TO ADVERTISING FEES IN MOST FRANCHISE SYSTEMS, the franchisee is required to contribute a certain amount of money, called the advertising fee, for regional and/or national advertising. It’s the pooling of advertising dollars so that the franchisees can create a greater marketing impact by spending collectively on promoting and advertising the brand versus if each franchisee were to spend their advertising dollars independently.

Advertising creates name recognition so that all franchisees may benefit. By combining advertising fees into one fund, there’s more money available to spend on larger advertising projects like radio, large-scale newspapers, and TV. Advertising fees are calculated on a percentage of a franchisee’s gross sales, and are usually collected once a month. Advertising fees often range from one to four per cent. Some franchisors charge a flat fee, while other franchisors have no advertising fee at all. Some franchisors will put a cap on minimum and maximum advertising fees. With maximum advertising fees, a franchisee is only expected to pay up to a certain amount. When that amount is paid, they’re not expected to pay more. This method helps to alleviate the most successful franchisee supporting the advertising fund. Instead, it becomes a collaboration of all franchisees in the system. Every franchise system works differently, and it’s important for franchisees to understand how franchise advertising fees work.

The management of the advertising funds is often separate from royalties and the general revenues of the franchisor. It’s not considered income of the franchisor, but rather funds collected “in trust” for a specific purpose: to market and advertise the brand, or sometimes to rebrand or refresh the brand. The fund is often collected through a separate bank account, and sometimes through a separate company. Franchisors may charge a management fee for administering the advertising fund.

Franchisees can typically request to see the financial statements regarding the advertising fund and how the funds were spent. This ensures that the fund is being used appropriately.

To further support the management of the advertising fund, some franchisors will set up an advisory council or marketing committee, wherein franchisees have a voice and can provide input into the use of the funds.

Input from franchisees leads to better decisions on how to utilize ad fund dollars, and leads to greater buy-in to those decisions. Advertising/marketing programs are often evaluated for effectiveness to ensure the return on investment of marketing dollars.

For the most part, advertising fees are constant and do not change. An exception to this would be if a franchisee were awarded a franchise from a fairly new and emerging franchise system. Emerging franchise systems may require lower advertising fees. As the franchise grows, so does brand awareness and the franchisor may find that there aren’t enough advertising fees being collected to support the advertising and marketing initiatives required. They may then ask franchisees to increase the percentage they make to the advertising fund.

In addition to the national/regional marketing funds, franchisees should be aware that they will typically be required to spend money on local marketing initiatives, over and above the advertising fees. While the national/ regional advertising drives brand awareness, local marketing initiatives drive customers to specific locations.

Most franchise agreements stipulate that franchisees are financially responsible for carrying out local market advertising each month, often predetermined as a percentage of monthly sales ranging from one to three per cent. Franchisees may also be required to participate in local cooperative advertising with other franchisees in (continued on page 95)

Franchise Canada November | December 2019 93

FRANCHISING’S FUTURE STARTS WITH US Registration is now open for franchising’s biggest, boldest and most exciting event — the International Franchise Association’s Annual Convention!

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FRANCHISE TUTORIAL (continued from page 93) their area.

It’s recommended that franchisees review advertising fee requirements in their franchise agreements. Here are a few questions to ask for a better understanding of the national/regional advertising fund: • What type of advertising has been done in the past?

•W hat advertising/marketing initiatives are planned for the near future?

• How is the money held?

• I s the fund segregated from the franchisor’s regular accounts?

•W ill the franchisor provide accounting or financial statements pertaining to the fund’s expenditures to the franchisees?

• How much of the fund is used to pay administrative expenses?

• Is there an advisory council set up, and how many franchisees sit on this advisory council?

There are strong benefits to franchisees contributing to the advertising fund. Advertising is expensive, and when all the franchisees put their money together, they’re able to execute advertising initiatives that may not have been affordable otherwise.

Different types of advertising, whether it be radio, newspaper, or TV, can be tested to see what works best for franchisees. A national ad campaign, along with local advertising, can reinforce brand awareness to the customers and, in turn, encourage the customer to patronize franchise locations.

STUDY QUESTIONS TUTORIAL 5

TUTORIAL 6

1. A franchisor uses royalty fees to a) d evelop an infrastructure that provides ongoing support to franchisees. b) refund customers who return products. c) pay for national advertising campaigns.

1. Advertising fees are calculated based on a) t he total number of franchise units in the franchise system. b) a percentage of the franchisor’s annual operating budget. c) a percentage of a franchisee’s gross sales.

2. Royalties are often calculated based on a) the

square footage of a franchise location. b) a franchisee’s gross sales for the month. c) the number of franchise units a franchisee has invested in.

2. Advertising fees range from a) 10%

to 20%. b) 6% to 8%. c) 1% to 4%.

3. Royalty amounts are the same for every franchise system. True or False? a) True b) False

3. Advertising fees are not considered income of the franchisor. True or False? a) True b) False

4. The benefits of royalty fees do not outweigh the costs. True or False? a) True b) False

4. Franchisees cannot request financial statements on how advertising fee dollars are spent. True or False? a) True b) False

Answer Key: 1) c 2) c 3) a 4) b Franchise Canada November | December 2019 95

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

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Wellness is a lifestyle. Live Better.

Achieve Wellness Spa provides a wide variety of services and products to help guests relax, feel healthier and be more in tune with their surroundings. We offer traditional spa treatments such as pedicures, manicures, massages, facials, body wraps and scrubs as well as medical spa services such as chemical peels, radiofrequency body contouring, laser hair removal and laser photofacials.We also provide popular medical treatments such as physical therapy, acupuncture and naturopathic medicine.

Benefits of Owning an Achieve Wellness Spa Franchise 1. Help spread health and wellness through a proven model and concept 2. Join a rapidly growing billion-dollar industry 3. Get access to multiple revenue streams 4. Detailed systems and operations manuals and all the necessary intake forms, booking software and technology partners 5. Retail and equipment distributors discounts varying from 8-40% off of wholesale 6. Partnership with lenders for financial support 7. On-going best in class training Invest in Wellbeing. Contact Us Today. info@acheivewellnessspa.com • 780-750-3391

At Bento Sushi quality, consistency and great value is at the core of every sushi roll we produce. It is our number one priority to provide our customers with hand-crafted, quality food using only the freshest ingredients available. Conveniently located in ‘grab and go’ kiosks, shopping centres, hospitals, and schools across Canada. Bento Sushi is committed to delivering quick, fresh and convenient products you can feel good about eating.

Franchise Fee: $25K Startup Capital Required: $150K Investment Required: $325K Available Territories: All of Canada, United States, International Training : 3 weeks Franchise Units Canada: 13 Corporate Units Canada: 12 USA: 3 In Business Since : 1996 Franchising Since: 2013 CFA Member Since: 2016 For more information, contact: Michael Wong at mwong@bentosushi.com www.bentosushi.com

achievewellnessspa.com 206-112 Riverstone Ridge, Fort McMurray AB T9K 1S6

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

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

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

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

Browns Socialhouse is more than a restaurant or a bar.

And it’s better than either – combined.

Browns Socialhouse is a fresh, hybrid concept that successfully bridges the gap between upscale casual dining and neighbourhood pub. Blending “local ingredients” such as Owner-Operators that live in the markets they serve with great sites that many of our competitors simply can’t fit into, Browns Socialhouse delivers: • Great experiences to its guests…in their own communities • Industry-leading innovations that create operational efficiencies for franchise owners Our Mission at Browns Socialhouse is to grow a world-class restaurant brand that creates wealth and opportunity for our partners. And we’re looking to partner with top-notch restaurant industry veterans that have paid their dues in the Casual Dining arena but want more than just a paycheque to show for it…

Let’s chat, if you’re “Feeling Social” about the idea of owning your own Browns.

207A-3540 West 41st Ave. Vancouver, BC V6N 3E6, Canada Phone: (604) 630-0885 Fax: (604) 630-0887 Web: http://www.brownssocialhouse.com Email: franchising@brownsrestaurantgroup.com

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Chuck’s Roadhouse Bar and Grill® is an innovative concept with a competitive advantage in the casual dining industry – An advantage that places them as one of Canada’s fastest growing franchises year-after-year. Having premium locations throughout Ontario, industry-leading sales and sales growth, low royalties and marketing costs, turn-key buildouts, and optimized operations support; this low-cost investment provides franchisees with exciting returns. Schedule a meeting with their development team to learn about the growing demand from guests across Ontario, your opportunity as a restaurant owner and their continued expansion. Food the way it ought to be, priced the way it used to be!

Franchise Since: 2015 Franchise Fee: $50K Investment Required: $250K-$600K Training: Yes, Included.

Available Territories: All of Canada In Business Since: 2015 CFA Member Since: 2016 For more information about Chuck’s Roadhouse Bar and Grill franchise opportunities, contact: development@obsidiangroupinc.com 905 814 8030

Brighten up your business life A well-established franchise concept specializing in breakfast, offering our guests quality food and service in a warm, family atmosphere. Our restaurants are typically open from 6 a.m. to 3 p.m., Monday through Saturday, and from 7 a.m. to 3 p.m. on Sundays: a schedule that offers balance between your business and personal life.

All the right ingredients for a successful restaurant!

If you’re an enthusiastic entrepreneur with passion and drive who’s interested in brightening up your business life, please contact: Jim Jenkins, Senior Franchise Recruiter, at 905 673-2672, ext. 264, or jjenkins@chezcora.com.

WORLD’S MOST SUCCESSFUL BAKERY FRANCHISE • A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency • No initial franchising fee for new bakeries • Flexible financing options Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011–2019 Recipient CFA Franchisees’ Choice Designation Contact the COBS Bread Franchising Team E franchise@cobsbread.com P 1 866 838 COBS (2627) W www.cobsbread.com/franchising

Crepe Delicious is Canada’s largest and fastest growing mallbased creperie and gelateria. Specializing in innovative crepes and handcrafted gelato, we take pride in being a leader in the trend towards healthier eating.

Serving breakfast, lunch, dinner and dessert, Crepe Delicious offers fresh, nutritious and tasty food for people on-the-go. All of our Crepes are made in a open concept kitchen for customers to witness their food be prepared fresh before their eyes. Not only do we offer our numerous sweet crepes, we also offer savoury Crepes with hearty veggies and proteins to satisfy any craving.

Our premium gelato is a perfect complement to Crepes, which is proudly made in house with fresh ingredients, while also offering vegan options.

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

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

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

Driverseat Driverseat Chauff eur Services Chauffeur Services Driverseat emerging trend trendininhome homebased basedfranchise franchise Driverseat isis the the latest latest emerging systems, in personal personaltransportation. transportation.Our systems,blazing blazing aa new new industry industry in Our franchise partners specialize in marketing, strategizing and franchise partners specialize in marketing, strategizing and growing growing their business, while their Coachmen (drivers) focus their business, while their Coachmen (drivers) focus on transporting on transporting customers and their vehicles, unique customers and their vehicles, through 4 uniquethrough services.4Protected services.

Protected throughout territories available territories throughoutavailable Canada and the U.S. Canada and the U.S. Totalcapital capitalrequiredrequired- $20k $20k to • Total to $35k $35k InnovativeTechnology Technology Platform Platform • Innovative $21,000franchise franchisefee fee • $21,000 Homebased based • Home Noneed needfor forinventory inventory • No Significant industry size size • Signifi cant industry Nocapital capitalreal realestate estate leases leases • No tierextensive extensivetraining training program program • 4 4tier

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

2100-181 University Ave Toronto, ON M5H 3M7 Phone: (416) 369-7883 / (416) 369-7806 Fax: (416) 863-1009 Web: www.dalelessmann.com Email: cfinkelstein@dalelessmann.com Contact: Chad Finkelstein, Partner or Jeffrey Hoffman, Partner (jhoffman@dalelessmann.com) Dale & Lessmann LLP represents franchisors and franchisees in the drafting, review and negotiation of all franchise agreements, disclosure documents and other related franchise documentation.

We assist foreign franchisors in entering the Canadian market and regularly prepare master franchise agreements and area developer agreements. We advise on all matters relating to franchising, including corporate, real estate, litigation, distribution, contests, advertising and trademarks.

In Business Since: 1994 CFA Member Since: 2011

Decathlon Olympic Gold Medalist and Co-Founder Bryan Clay has developed Eat The Frog Fitness which is the only small group training program that combines athletic inspired training, cutting edge technology, and the science of your body for the most advanced workout in the market. Franchise opportunities exist in Canada. Offerings include: IMAX style workouts, customized fitness programs, re-evaluation every 8-weeks, 24/7 access, with live coached & virtual classes. More information at FrogFranchise.com Franchise Units: Canada: 2, USA: 16 Corporate Units: USA: 3 Franchise Licenses in Development: 261 Franchise Fee: $40K Investment Required: $522K-$706K USD Training: 4 days at corporate office & webinars Available Territories: US, BC, ON In Business Since: 2017 Franchise Since: 2017 CFA Member Since: 2018

• Designated Driver • Airport Chauffeur Assisted Transport

Airport Chauffeur

• Assisted Transport Vehicle • Vehicle Chauffeur Designated Driver Chauffeur

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

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.

56 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.

Famoso Italian Pizzeria + Bar Famoso is a premium casual full service Italian Pizzeria + Bar passionate about authentic ingredients, pizza techniques from Naples and Italian family kept recipes. Famoso serves traditional Neapolitan pizza & New York Sicilian-Style thick crust pizza, as well as traditional Italian dishes, including tapas, pastas, sandwiches & entrees. All our restaurants offer dine in, takeout and delivery. A typical restaurant location is 2,200-2,500 square ft. with a rustic-modern decor.

Our newest concept, Famoso Pronto, is an owner-operated fast, casual restaurant with Famoso’s same commitment to authentic Italian Neapolitan and New York Sicilian Sicilian-Style thick crust pizza. This streamlined, compact size version offers a lower investment, in combination with quick table turns for an efficient business model that maximizes profit.

Franchise units in Canada: 29 Franchise fee: $45K Investment required: $700K (full size, full service), $400K (Famoso Pronto) Training: 8-12 weeks Available territories: All of Canada, US In business since: 2007 Franchising since: 2009 CFA member since: 2012 Phone: 888-597-7272 Email: partner@famoso.ca www.famoso.ca

Firecrust Custom Salads + Pizzas Inspired by authentic pizzerias in Naples, Firecrust Custom Salads + Pizzas is keeping true to Neapolitan pizza origins by providing products that focus on simplicity, freshness and contain high quality ingredients. We differentiate ourselves from other Neapolitan pizza restaurants, who charge a high price to capitalize on the unique ingredients and cooking processes involved, by focusing on the quality of the ingredients and ensuring that our pizzas and salads have great value.

Contact us today and get your slice of the pie! franchising@firecrustpizzeria.com Wok Box Fresh Asian Kitchen Wok Box Fresh Asian Kitchen serves up an Asian-inspired menu in fast casual restaurants that have a contemporary design and energetic atmosphere. Using proprietary recipes and the freshest of ingredients, customers have their food cooked in front of their eyes in just minutes.

Be your own Boss and use our brand to build your business.

Franchises and multi-unit opportunities available in your neighbourhood.

Don’t let this opportunity pass you by – drop us a line and fill in an application. franchising@wokbox.ca | wokbox.ca

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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 granted more than $42 million to hometown heroes across Canada and the United States.

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

“It’s Gonna Be Great” Great Clips is the world’s largest and fastest growing salon brand with 4400 salons throughout North America. Our salons are conveniently located in strip malls in over 130 markets.

What really makes this business concept unique is the fact that it is recession-resistant, with steady growth and multi-unit opportunity. Manager-run salons allow for flexibility in how you transition into business ownership. No haircare experience necessary!

Franchise Fee: $20K (USD) Investment Required: Net Worth $500,000 ($1,000,000 in select markets) Available Territories: Alberta, British Columbia, Manitoba, Ontario, Saskatchewan, United States Training : Yes Franchise Units Canada: 150 USA: 4250 In Business Since : 1982 Franchising Since: 1983 CFA Member Since: 2006 Find out more at www.GreatClipsFranchise.com.

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PETS ARE UNDENIABLY PART OF THE FAMILY. At Global Pet Foods we believe that caring for pets means taking care of their minds, bodies, spirits, and souls. That is why when a customer walks into a Global Pet Foods store, they know they are getting the absolute best quality nutrition, accessories and service for their pet.

Since 1976, Global Pet Foods has evolved to become the largest 100% Canadian pet specialty retailer with the widest selection of holistic nutrition on the market today. Even the house brand, Nature’s Harvest, is made from only freshest human-grade ingredients, locally sourced and manufactured in Canada.

A genuine need to help pets and their families live longer, healthier lives together is what keeps our customer coming back and a notch above our competition.

Our attention to careful site selection, detailed store planning and quality “hands-on” merchandise management has resulted in time-proven, steady profitable growth within our family of stores with over $200 Million in annual sales.

Combine that with our robust Franchisee Support and absolutely everything else that provides you with a turn-key operation, you’ll see Global Pet Foods is a business truly worth barking about.

Franchised Locations: 186, Corporate Locations: 10 CFA Member Since: 2003 Contact the Franchising Team: (905) 790-9023 | franchises@globalpetfoods.ca

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

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

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

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

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

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

www.cfa.ca | www.FranchiseCanada.Online

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La Prep is an upscale bistro style 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 - $600K Territories : Canada & US E: Franchising@laprep.com T: 647-924 7334 www.laprep.com

For almost 40 years, M&M has helped Canadians put delicious meals on the table by offering consumers easy-to-prepare, top quality foods and personalized customer service, all within a uniquely convenient shopping environment. We’ve taken this task to heart and have grown to become Canada’s leading retailer of frozen foods, a truly iconic Canadian brand and a trusted guest at dinner tables across the country. We are very proud of our major achievement -the removal of all artificial colours, flavours, and sweeteners from our food portfolio. Our Food Promise is a game changer and key differentiator from our competition and we are proud that 100% of the products in our stores coast-to-coast meet this Food Promise. Following a significant rebranding effort in 2016 - including the name change from M&M Meat Shops, a new store design, new products and packaging, a new website, a revamped loyalty program and new training platform for Meal Advisors - M&M Food Market is poised for franchise growth.

Now is the time to rediscover this trusted, iconic Canadian brand.

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

CHICKEN

TATERS

Welcome to the largest Canadian-owned quick serve chicken restaurant and one of the fastest-growing franchises in the country.

Mary Brown’s Chicken & Taters continues to expand across Canada with about 160 stores now open. We expect to have 200 stores by 2020. It’s a growth plan we’d love you to be part of!

Our food is exceptional and our numbers are impressive. We’ve enjoyed 15 consecutive years of same store sales growth and are destined to continue this trend.

Our genuine hospitality, 100% Canadian heritage and Made Fresh from Scratch menu keep our Guests coming back again and again.

Our Chicken is fresh Canada Grade A, hand cut and hand breaded in-store. Our Taters are also handcrafted in-store from farm fresh Canadian potatoes. Even our Coleslaw is made fresh in-store! Our approach is time-proven, with a 50-year record of success dating back to 1969.

Own a business and change the world With more than 1000 Centres world-wide, and more opening every week, Mathnasium is one of the fastest growing franchises.

That’s because we are passionate about what we do.

It is also because our franchise combines all of the factors that experts agree are critical to maximize your probability of success: Exceptional market Demand with a superior Product to respond to that demand. The right People to teach you the business and Support your efforts. A proven track record of Success.

Reasonable start-up Investment requirements. And a painless Process which allows you to learn more—and take easy steps to becoming a franchisee.

Add to that our comprehensive Franchisee support including Training, Financing and Marketing and you’ll see that Mary Brown’s is an exciting opportunity that you don’t want to miss.

MATHNASIUM AT A GLANCE Began Franchising: 2002 Number of locations: 1000+ Franchise fee: USD$35 000 for the first centre Royalty Fee: CAD$500 per month for the first centre only plus 10% of gross receipts Marketing Fees: CAD$250 per month plus 2% of gross receipts

Call 1-866-640-3339 or email franchising@marybrowns.com and get started today.

Get started today! Request an Information Kit: Mathnasium.ca/own-a-franchise or call 888-763-2604

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 guests, growing our business, making money and having fun.

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! ©2019 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.

Build your future with a leader ... Trust the Midas touch!

Contact us to learn more: www.joinmidas.com or call 800.365.0007 This advertisement does not constitute an offer of a franchise.

A franchise offering can be made by us only after we provide you with an appropriate Canadian disclosure document (as applicable in each province). Franchises may not be available in all provinces.

Your customers have options, so should you.

Interested in owning a Mr. Lube franchise?

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.

With 181 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 43 years of business— and we are just getting started.

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!

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.

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For almost 60 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 steaks and Mikeburgers to our home-branded wines and beers.

Our plans are to open 30 new restaurants across 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: 647-527-9574 Fax: 604-439-7367 Web: www.rammp.net E-mail: rlloyd@rammp.net Contact: Ryan Lloyd, Director of Franchising

Orangetheory Fitness combines motivational group interval training with a revolutionary exercise system that quickly and efficiently delivers high caliber fitness results. Orangetheory Fitness is the first and only heart-rate monitored, high-intensity interval training system based on science that will build strength, increase energy and tone and shape your body like nothing else.

This is a business opportunity that will transform your life. Now seeking franchisees.

Franchise Fee: $69.5K Available Territories: All of Canada, United States, International Training : Provided Franchise Units Canada: 91, International: 1180 Franchising Since: 2011 CFA Member Since: 2012 Contact 780.932.6556

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

franchising@orangetheoryfitness.ca

MAKE A LIVING THAT MAKES A DIFFERENCE

THIS IS NO TIME FOR SECOND BEST - YOUR SUCCESS BEGINS WITH OUR TEAM

Oxford Learning is the leading supplementary educational franchise in North America, offering a unique way to make a difference using its proprietary learning methods and materials.

With programs for students from preschool to university, Oxford Learning helps students improve their academic skills while developing higher levels of cognition and self-esteem.

With more than 120 locations across Canada, a successful Oxford Learning centre does not require you to have a background in education; our comprehensive training, instruction model, proprietary curriculum and ongoing support from Head Office combined with your drive to succeed is the only requirement!

Oxford Learning has a unique supplemental education model that does not exist elsewhere.

Looking for an opportunity to make a difference in your life and in your community? An Oxford Learning franchise is a great way to make it happen! Discover the rewards of helping children succeed. Make a Living that Makes a Difference.

Pick up the phone today. 1-888-559-2212 (ext. 115) or email us at franchise@oxfordlearning.com.

• The Restoration Industry is an annual 80-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.

• 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 daniel.hopkins@pauldavis.com

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The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Today Pizza Nova is still family owned, represents over 140 locations across Ontario and specializes in hand-tossed Italian style pizzas that are complemented by an extensive menu of proven favourites.

We provide comprehensive training, easy ordering from our HAACP approved commissary, location identification & design, operations support and innovative marketing initiatives that bring customers through your door.

Pizza Nova is the Official Pizza of the Toronto Blue Jays, Toronto International Film Festival, and the CNE. Our 56+ years of success continues as a direct result of our uncompromising commitment to providing the highest quality product made from only the finest quality ingredients. In 2015 we became the first Canadian pizza company to introduce pepperoni sourced from beef and pork raised without the use of antibiotics or added hormones.

We have since expanded our ‘Raised Without Antibiotics’ profile to include bacon, chicken wings , chicken pollini, grilled chicken, and smoked ham.

For more information on Franchise Opportunities please contact our Franchise Department at 416-439-0051

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

A Print Three Smart Business Centre is a turn-key operation designed to get you up and running and doing business quickly and successfully.

Join The Future of Real Estate

With 48 locations across Canada, Print Three is one of Canada’s largest owner-operated print networks. Print Three provides all franchise owners with in-depth training and ongoing support in the areas of marketing, promotions, advertising, web-based communications, décor, finance, inventory and supplies. We provide franchisees with current research on industry trends and new services, as well as on relevant technology and equipment.

Business owners across Canada choose Print Three for our superior marketing approach and sales program, which effectively combine print, web and marketing.

In the business for over 45 years, Print Three brings a wealth of industry expertise and innovation to the table. When you join Print Three you join a network that enjoys an excellent reputation and brand recognition across the country.

For more information contact us at franchiseopportunities@printthree.com or call: 1-800-335-5918 ext. 330.

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

If you’ve often thought that the real estate industry is also ripe for major transformation, then it’s time to join the club.

At PropertyGuys.com we leverage people and technology in a way that makes real estate better. Our national network of over 100 franchise owners enjoy being on the cutting edge of innovation, have exclusive territories and represent a real estate platform that creates raving fans. While we’re already in over 600+ communities coast-to-coast, we’re not done growing. This could be your chance to be part of something amazing.

If you want to learn more about how you can own a piece of the Future of Real Estate please let us know by email to opportunities@propertyguys.com, phone 1-844-333-7017 or by visiting info.propertyguys.com/franchise-cfa.

www.printthree.com

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MARKETPLACE

Join the Quesada franchise team and discover the Joy of Mex! QUESADA FRANCHISEE BENEFITS: • Affordable entry cost • Proven business model • Canadian owned company with hands-on franchisee support including: ° Site selection, lease negotiation, and restaurant design expertise ° Operational and management training ° Advertising and promotional support ° Systems to build sales, reduce operating costs and increase profitability Three corporate locations and over 125 franchises from coast to coast – with more locations opening every month.

Steve Gill Founder & CEO

With over 250 cafés across Canada, Second Cup Coffee Co. is Canada’s largest specialty coffee franchisor, proudly serving premium coffee and amazing opportunities since 1975.

Our vision is to be The Coffee Brand Most Passionately Committed to Quality and Innovation. Together with our franchisees we create the most joyful coffee experience customers come to us for our friendly, knowledgeable, skilled and passionate baristas, and our warm and inviting environment.

If you have the ability to provide an inspiring in-café experience to your customers along with the know how to make a retail business succeed, we would like to talk to you. Second Cup Coffee Co. provides intensive management training and ongoing marketing and operational support. You can also look to us for product innovation and exciting developments in café design and customer service.

To learn more, please visit secondcup.com E-mail franchising@secondcup.com

franchising@quesada.ca www.quesada.ca/franchising/ Recipient of the 2011 CFA Hall of Fame Award

All Your Favourites, All Day Long A Canadian Tradition for Canadian Entrepreneurs

Welcome to the Home of the Original Famous All Day Breakfast™ Canada’s leading full-service breakfast restaurant franchise

We opened our first location in Calgary, AB back in 1960. Today, in communities both big and small, our restaurant family spans the country from St. John’s, NFLD to Vancouver Island, BC.

Fresh is Tastiest™ is our philosophy at Sunset Grill. Our guests are loyal to our brand and love our food because we use fresh ingredients and healthy cooking methods. Our food is always freshly prepared and cooked to order.

Our successes have come from our solid operating principles, dedicated Franchisees and our proudly Canadian menu featuring traditional favourites along side great new tastes for breakfast, lunch, and dinner.

For over 30 years our owner-operators have enjoyed a healthy work-life balance with our one-shift operation model. High profit margins (up to 20 per cent on net sales) lead to excellent returns and the building of a saleable asset.

We have opportunities available to grow and are ready to provide you what you need in: Site Selection & Design, Lease Negotiations, Construction Administration, Training & Operations Support , Menu Development, and Marketing.

We set our franchisees up for success with our award-winning formula. Specialization in the marketplace, streamlined operations, comprehensive training, ongoing professional guidance and low staff turnover are just a few of the benefits you’ll enjoy when you become a part of the Sunset Grill family.

Investment range for conversions: $100,000 - $300,000 Investment range for new locations: $500,000 - $800,000 Minimum $150,000 unencumbered capital required For more information on a Smitty’s opportunity, please contact one of our franchise specialists at: 1-800-927-0366, info@smittys.ca or visit smittys.ca/franchise.

Proudly serving breakfast, lunch and dinner to Canadians coast to coast since 1960!

Canada’s #1 breakfast brand with 85 locations and growing.

Join the breakfast revolution today and let us find you a home at Sunset Grill.

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

Franchise Canada November | December 2019 105

MARKETPLACE

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

We have unit types to fit different investment and operational criteria. From drive thrus, in-line and food courts, TacoTime delivers real mexican food with flare. We provide training, site selection and ongoing operations and marketing support for all stores.

Total investment ranges between $225,000 and $400,000, depending on unit type. Cash requirements are $75,000 to $125,000, again depending on unit type.

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

The AllStar Group Opportunity Offers: • Established and Highly Successful Brands • Comprehensive Franchisee Training & Support Programs • Long-term Strategic Partnerships • Plenty of Room to Grow!

Our Franchisee Has: • Strong Business & Managerial Experience • A Passion for the Hospitality Industry • A Customer and Community Oriented Focus • The Ability to Operate with Specific Standards • Sufficient Financial Resources TOGETHER EVERYONE ACHIEVES MORE! CALL NOW FRANCHISE OPPORTUNITIES AVAILABLE! ASWR Franchising Corp.

LouNa Franchising Corp.

289.304.8814 franchising@theallstargroup.ca allstarwingsandribs.com Loukoumania.ca Nakosgreekgrill.com

You know The UPS Store for shipping, but did you also know that The UPS Store is Canada’s largest franchised network of business resource centres? Did you also know that The UPS Store is also Canada’s largest chain of copy & print centres? Servicing the growing small/home office market, The UPS Store offers the convenience of a one-stop shop for business services such as photocopying and digital printing, offset printing, worldwide courier services, packaging supplies and services, mailbox and fax services, document finishing, and more. This dynamic chain leverages on one of the world’s most well-known brands, UPS. This is your opportunity to join a North Amercian market of over 5000 locations (and growing!)

Visit us at theupsstore.ca. We Print, Ship & More!

Locations, North America: Over 5000 Locations in Canada: Over 350 Minimum cash investment: $100,000 Total cash investment: $174,000 to $198,500 plus working capital.

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

Glamour Secrets Beauty Bar is an all in one beauty experience that offers over 100 beauty services from head to toe in a beautiful and colourful environment. It also retails the most popular professional beauty products. GS Beauty Bar is available now across Canada in high traffic locations and within Loblaws Supercenters across Ontario. The beauty industry is booking and growing rapidly in the esthetics area a. Be part of it.

Taylor and Colt Barber-Spa encompasses all the services that are in huge demand by today’s male consumers: haircuts, styling, esthetics services, shaving, hot towel service and others. It is a full service male grooming concept for consumers who want to be serviced in a prompt and professional way. The store will also offer retail products related to the services being provided.

Trade Secrets is Canada’s pioneer one stop beauty retail store.

With over 5,000 high quality beauty and cosmetic products for sale under one roof, our reputation as an upscale beauty store is unsurpassed. The beauty industry is booming and proven to be recession proof and Trade Secrets is riding the explosive growth.

With over 65 locations now in high visibility, high volume malls and outdoor locations, Trade Secrets is looking for franchisees in ON and QC to join its success story.

To join our Franchising Family contact doug@gsbeauty.ca www.gsbeautygroup.com

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MARKETPLACE

ASK A LEGAL EXPERT (continued from page 91)

www.twomenfranchising.ca TWO MEN AND A TRUCK® International’s award winning franchise is now established in Canada with 26 locations. The company first started in Michigan in 1985 and has grown to over 380 franchises in over 44 US States and 3 Countries. The TWO MEN AND A TRUCK® system has completed approximately 7.0 million moves to date.

In Canada, like the United States approximately 16% of the population moves every year, creating a multi billion dollar industry. With all Canadian Metropolitan markets expanding and our population aging, it is a great time to make an investment in a TWO MEN AND A TRUCK® franchise.

TWO MEN AND A TRUCK® generates its revenue from moving services, charged on an hourly rate and from the sale of moving, storage and packing supplies which are high margin services. TWO MEN AND A TRUCK®’s niche is local and regional moving for both home and business customers and no job is too big or too small.

TWO MEN AND A TRUCK® business opportunity is arguably one of the most solid and exciting franchises available today. If you are interested in owning and operating an award winning franchise contact us today, the next move is yours!

No experience required. Minimum investment $178,000.

Contact us at 1-866-684-6448 or via e-mail at franchise@twomenandatruck.ca

The Future is Wellness!

Community-based, health-focused multi-media advertising agency.

Our approach is simple. We help health-related local brands foster meaningful connections and provide them with multi-media marketing platforms that include: print & social media advertising, branding & visual identity, design, copywriting, and community management. Wellnessnews Choices for Healthy Living® is currently found in 11 communities in Manitoba, 5 in Saskatchewan, 2 in Alberta, and 7 in BC. Area developers, master franchises, multi and single-unit territories are now available for entrepreneurs who are looking for a homebased business that provides them with independence and flexibility to suit their lifestyle. Benefits include in-house creative design, an editorial team, a great reputation, initial training and ongoing support, very low overhead, and long-term residual revenues!

Call today to find out if you qualify to own YOUR own exclusive publishing territory. Don’t miss out on this amazing opportunity to make a difference in your own life and in the lives of others.

Scaling Franchise Fee Starting at 21,500 Investment Required: 36,320 WELLNESSNEWS CANADA, INC. Website: WellnessnewsFranchise.com E-mail: opportunity@wellnessnews.ca • Phone: 1-800-840-4309

investment. Ask current franchisees about the franchisor’s track record in predicting costs and opening new locations on budget.

You should also ask the franchisees about the state of the relationship between the franchisor and the franchisee community. Are there issues that have led to the creation of a franchisee association? If so, you should dig further into those issues.

The disclosure document tells you the number of franchises that closed (or were transferred) in the past three years. It also gives you the contact information for franchisees that left the system in the past year. Consider whether the number of closures or transfers appears high relative to the size of the system and if it does, dig into that issue through discussions with the franchisor and other franchisees. Also, contact the franchisees that left the system last year, find out what they have to say about the system, and why they left. Again, dig into any warning signs.

The disclosure document will describe what rights, if any, you will have to an exclusive area and the franchisor’s policy concerning encroachment on your location and sales into your territory through alternate channels. Current and former franchisees can give you a sense of the franchisor’s past approach to opening new locations in proximity to existing locations, and whether the franchisor measures the potential impact of new locations on nearby locations.

However, as retailers and other businesses grapple with the new and evolving world of ecommerce and delivery, and continually modify their businesses to respond to initiatives of their competitors, franchisees without strong contractual protections can become casualties. Find out what the franchisor’s plans are for ecommerce and work with your lawyer to ensure that you have sufficient protection in your franchise agreement.

A disclosure document is meant to convey to prospective franchisees all the information about the franchise and the franchisor that would reasonably be expected to have a significant effect on the franchisee’s decision to purchase the franchise or on the value or price of the franchise (referred to as “material facts”). Work through the disclosure document a piece at a time, then circle back to review the franchise agreements with your lawyer. Discuss the financial information with your accountant. The disclosure document will become a much more manageable document and you will very likely discover valuable information.

Franchise Canada November | December 2019 107

WHAT’S NEXT

DON’T MISS OUR JANUARY/FEBRUARY 2020 ISSUE! The 2020 Franchising Trends Issue As we enter a new year (and new decade!), are you ready to make the dream of starting your own business become reality? If so, you’re off to a great start with this January/February 2020 Franchising Trends Issue, which highlights what’s next for Canadian franchising.

This issue features franchise categories to look out for, profiles of emerging and established systems, franchisee success stories, and expert advice from top franchise professionals, making it a must-read for any prospective franchisees ready to take steps toward their franchising future in 2020!

WATCH FOR THESE INFORMATIVE FEATURES IN OUR JANUARY/FEBRUARY 2020 ISSUE:* 2020 TREND REPORT: Get ready to learn about what’s next in Canadian franchising, starting with a look at the overall state of the franchising industry in Canada, and then diving into the categories that are set to make the biggest splash in the year ahead.

GREEN FOOD FRANCHISES: Canadian consumers are asking for more sustainable options, and restaurants are answering this call by “going green.” You’ll hear from food franchises that are focusing on local and sustainable options, including menu items, packaging, and more.

FAMILIES IN FRANCHISING: Franchisees are small business owners, and they often join forces with their family members to help build the best businesses while also incorporating their family life. We’ll share the stories of franchisees who are excelling at business with their nearest and dearest by their side.

FRANCHISE CANADA MAGAZINE Published by the Canadian Franchise Association

108 Canadian Franchise Association

CHILDREN’S PRODUCTS & SERVICES ACROSS CANADA: They may be smaller in stature, but kids are big business in Canada, with franchises across many categories catering to parents who want to provide the very best for their youngsters.

We’ll take you on a tour of children’s products and services franchises from one coast to the other, focusing on education, sports and entertainment, hair care, and so much more.

WHY CHOOSE A CFA MEMBER: Researching franchise opportunities, but not quite sure where to start? Why not look at Canadian Franchise Association (CFA) member franchises! Learn more about how CFA member franchises are committed to franchising excellence and are helping everyday Canadians build their own businesses.

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

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To subscribe, visit WWW.FRANCHISECANADA.ONLINE.

www.cfa.ca | www.FranchiseCanada.Online

ADVERTISERS’ INDEX Achieve Wellness Spa.. ................................. 26 www.achievewellnessspa.com

Firehouse Subs...................................................... 14 www.firehousesubs.ca

Nakos Greek Grill............................................... 16 www.nakosgreekgrill.com

AllStar Wings & Ribs........................................ 16 www.allstarwingsandribs.com

Glamour Secrets................................................... 7 www.gsbeautygroup.com

Orangetheory Fitness................................... 13 www.orangetheoryfitness.com

Bento Sushi.............................................................. 54 www.bentosushi.com

Global Pet Foods.... Inside Back Cover www.

Oxford Learning.... Inside Front Cover franchise.oxfordlearning.com

BMO Bank of Montreal............................... 28 www.bmo.com/franchise

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

Paul Davis. . .................................................................. 71 www.pauldavisbusiness.ca

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

International Franchise Association .............................................................................................. 94 www.franchise.org

Pizza Nova................................................................ 69 www.pizzanova.com

COBS Bread............................................................. 76 www.cobsbread.com/franchising

Jani-King.................................................................... 33 www.janiking.ca

Cora. . ................................................................................ 27 www.CoraFranchise.com

La Prep.......................................................................... 57 www.laprep.com

Crepe Delicious.................................................... 53 www.crepedelicious.com

Loukoumania......................................................... 16 www.loukoumania.ca

Dairy Queen Canada.. .................................. 29 www.dq.ca

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

Dale & Lessmann LLP.................................... 81 www.dalelessmann.com Driverseat................................................................... 11 www.driverseatinc.com/franchise Eat the Frog Fitness........................................ 15 www.frogfranchise.com Famoso Italian Pizzeria + Bar...............25 www.famoso.ca Fatburger...................................................................55 www.fatburgercanada.com Firecrust Custom Salads + Pizzas.... 22 www.firecrustpizzeria.com

Mathnasium...............................................................9 www.mathnasium.ca/own-a-franchise

Pizza Pizza................................................................ 56 www.pizzapizza.ca/franchising PropertyGuys.com........................................... 47 www.propertyguysfranchise.com Second Cup Coffee Co................................ 74 www.secondcup.com Smitty’s. . ...................................................................... 36 www.smittys.ca/franchise Taylor & Colt Barber Spa.............................. 7 www.gsbeautygroup.com The UPS Store........................................................ 38 www.theupsstore.ca

McDonald’s Restaurants Canada..... 32 www.mcdonalds.ca/franchising

Trade Secrets............................................................ 7 www.gsbeautygroup.com

Midas International........................................ 77 www.midasfranchise.com

TWO MEN AND A TRUCK CANADA..... 85 www.twomenfranchising.ca

Moneris......................................................................... 78 www.moneris.com/cfa

Wok Box.. ...................................................................... 22 www.wokbox.xa

Mr. Lube. . ..................................................................... 24 www.mrlube.com

AWARD WINNER!

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

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

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

Franchise Canada November | December 2019 109

anad

ian Busin ess M

GIVING BACK

A Moving Partnership

Right at Home works with Free Wheelchair Mission to provide the gift of mobility across the globe

BY LAUREN HUNEAULT

MANY PEOPLE CONTRIBUTE to a charitable cause without ever seeing firsthand how the efforts are helping those in need. But last year, Dani DePetrillo, chief operating officer of Right at Home Canada, which provides in-home care and support, got to witness something “tremendous.”

DePetrillo was in Costa Rica as part of a week-long mission trip with seven others from Right at Home, along with two representatives from Free Wheelchair Mission, Right at Home’s international charity partner. As part of the mission, the team assembled and distributed wheelchairs to those in need in the community. Among the recipients was a man with amputations of his lower limbs from severe diabetes who needed to be carried to go shopping, a six-year-old child who needed her brother to carry her to school, and a 92-year-old woman with advanced dementia who had lost mobility and relied on her family to move her.

“In each case, the recipient’s family welcomed us as a group into their home. We were able to actually witness that person have the gift of mobility for the very first time,” recalls DePetrillo. “It’s very emotional. A lot of these recipients lived their life on the ground, and

110 Canadian Franchise Association

we saw them elevated to chair level, where they were able to look another human in the eye as opposed to looking up at them. They were so gracious and thankful. It was an amazing experience.”

These annual mission trips have become a foundational component of the international partnership between Right at Home and Free Wheelchair Mission, which started in 2017.

“We picked Free Wheelchair Mission for a number of reasons,” explains DePetrillo. “First, their mission is certainly aligned with our mission, which is to improve the quality of life of those we support through our care services. Second, they have an international presence, as well – they work with 93 countries to help people within those developing countries access much-needed wheelchairs for mobility.”

DePetrillo says Right at Home, which has offices in eight different countries, sets its charitable goals at the annual Home Improvement Conference, and almost always sets a goal of providing one container of wheelchairs to a specific country in need. They also plan to participate in the mission that will see selected representatives assemble and dis-

www.cfa.ca | www.FranchiseCanada.Online

tribute the wheelchairs to those in need in that country.

Franchisees are also eager to contribute to the cause. “We actually have our first franchisee attending a mission trip this year. Nancy Esson from our Collingwood Georgian Triangle office is going to Ecuador on a mission trip,” notes DePetrillo.

“We’re seeing a lot of our mature offices, the ones that want to really start giving back to efforts outside of their own community, showing interest. We also have caregivers within our system showing interest and wanting to participate.”

While mission trips are a key component of the partnership with Free Wheelchair Mission, franchisees are also encouraged to support the cause through local awareness campaigns, including donation pages and other local fundraising efforts.

DePetrillo says that through a multilevel awareness campaign across the international system, Right at Home has been able to contribute $180,000, which is about six containers worth of wheelchairs, to various countries.

Right at Home plans to continue its relationship with Free Wheelchair Mission, says DePetrillo, and is looking to grow its contributions both through donations and charity efforts.

“What we do every day is a point of pride for us, in terms of being able to assist families who are challenged with caring for loved ones,” says DePetrillo. “At the heart of our organization is that human element, and really wanting to give back to our community, and to humans as a whole. We can do that directly through our care services, but we want to be able to do more. It’s just about trying to touch more lives.”

100%

Canadian owned and operated

innovative

holistic

95%

nutrition

of stores are

independantly owned

award

the largest

winning

brand

privately-owned

retail chain in North America

189+

43+

stores

years

across Canada

in pet retail industry

It’s the perfect time to become a part of something special.

Locations available across Canada

|

Apply today: franchises@globalpetfoods.ca

Build a business based on growth.

Hair: It just keeps growing.

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

Find out if Great Clips is the business opportunity you've been waiting for. www.greatclipsfranchise.com • 800-947-1143 Great Clips, Inc. • 4400 West 78th Street, Suite 700 • Minneapolis, MN 55435 • 800-999-5959 or 952-893-9088