Franchise Canada November/December 2021 by Franchise Canada

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FOR MORE INFO, VISIT www.boardwalkburgers.ca/franchising NOVEMBER | DECEMBER 2021

GROWING STRONG AT BOARDWALK FRIES BURGERS SHAKES, FRANCHISEES AND CUSTOMERS ALIKE KEEP COMING BACK FOR MORE

MEET THE 2021 CFA AWARD WINNERS

NEW CFA MEMBERS ACROSS CANADA

REAL ESTATE FRANCHISES MAKE THE RIGHT MOVES NOVEMBER | DECEMBER 2021

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Franchising Superstars

Franchisee of the Year Gold winners Allegra and PropertyGuys.com share their secrets to franchising success

HELPING YOU DO MORE BUSINESS IS OUR BUSINESS Create a consistent payment experience across your franchise locations. Welcome our Consumer, Small Business and Corporate Cardmembers at your franchise locations. When franchisees accept American Express Cards, they get access to complimentary marketing programs such as American Express Maps®¹ so Cardmembers know you welcome their business.

To learn more about the benefits of accepting American Express, and how we can support your marketing efforts, visit www.americanexpress.com/canada/becomeamerchant

1. American Express Maps features eligible American Express Card accepting small merchants and is intended for general reference purposes only. It does not represent a comprehensive list of all Card accepting merchants. Data is updated from time to time and may not be 100% accurate. For a list of eligibility criteria or to access Frequently Asked Questions please visit https://icm.aexp-static.com/content/dam/one-amex/merchant/en-ca/footer/default/CAFAQs.pdf.

REAL FOOD FOR REAL LIFE. A REAL OPPORTUNITY.

the future is frozen As more people turn to meals prepared at home, M&M Food Market has become the franchise to own. Times are changing and our stores are changing right along with them. Never standing still, innovating, and adapting to the challenges of today while

preparing for tomorrow has been a key to success in our 40 year history.

Learn more about a franchise opportunity built for today and tomorrow at mmfoodmarket.com.

CONTENTS FRANCHISE

NOVEMBER/DECEMBER 2021

CANADA

Looking for a franchise? Discover

the best franchise business opportunities available now

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

Get Started Today!

• Information you can trust • Credible franchise opportunities • Narrow your search • Contact franchisors directly • Get the info you need

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21 COVER STORY

Franchising Superstars 2021 Franchisee of the Year winners share their secrets to franchising success

FEATURES

Celebrating Excellence in Franchising A complete round-up of the 2021 CFA award winners

The Right Moves Real estate franchises across Canada make smart choices in an ever-changing landscape

No Office Required Home and mobile-based businesses provide unique, flexible franchise opportunities for entrepreneurs

4 Canadian Franchise Association

Here to Help How The UPS Store found franchise success through a commitment to service and relationships

What You Need to Know Franchise Canada November | December 2021 21 About Franchising Your Business Explore Franchise Canada’s ongoing video series featuring clips from legal, finance, marketing, and franchise experts

New CFA Members Across Canada Discover the brands that have joined the Canadian Franchise Association community this year

www.cfa.ca | www.FranchiseCanada.Online

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

DEPARTMENTS

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

68 71

NEXT GENERATION IN FRANCHISING Franchising Unleashed Dogtopia franchisee Jen McCain puts her best paw forward as a millennial multi-unit franchise owner

LEADERSHIP PROFILE Driven to success Driverseat franchise founders go above and beyond with care

A DAY IN THE LIFE Sweeping Success MaidPro franchisee David Buckler shares how his daily routine has changed with two successful franchises in Alberta

ICONIC BRAND Triple the Fun White Spot has been flipping burger patties on the West Coast since 1928, and sister brand Triple O’s is making its way across Canada

SHOW ME THE MONEY 4 Franchises for $250K-$500K FRANCHISE FUN A Love for Learning Oxford Learning Centres president Lenka Whitehead hones in on her passion for improving the lives of students and franchisees

CHECK OUT SEASON 5, NOW ONLINE!

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

COLUMNS

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 86 ASK THE EXPERTS 92 MARKETPLACE 99 ADVERTISERS’ INDEX 100 GIVING BACK

LISTEN & LEARN

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

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

Franchise Canada

November | December 2021 5

PUBLISHER’S MESSAGE

REWARDING EXCELLENCE IN FRANCHISING

he Canadian Franchise Association (CFA) is focused on promoting excellence in Canadian franchising, which is why every year, the CFA’s awards program celebrates the best of the franchise industry. This program highlights franchise systems and franchisees—small business owners who have the strong systems and support of a franchise brand behind them—across the country. These winners are overcoming challenges, succeeding in business, and giving back to their communities. This November/December 2021 Excellence in Franchising issue of Franchise Canada celebrates their success! Throughout this issue, we highlight best-in-class systems and flourishing franchises. In the cover story on page 21, we shine the spotlight on the Franchisee of the Year award winners. Nominated by their franchisors, these winners have shown creativity, drive, and acumen in running their businesses, even through the challenges of the COVID-19 pandemic. The success of any franchise system depends not only on a strong relationship between franchisee and franchisor, but between the franchisee and the customer. These business owners have risen to the task of serving their community and delivering on the brand promise of their franchise. As we have seen throughout 2021, adapting to uncertain times takes a lot of ingenuity and leadership, and we celebrate that in this issue. Starting on page 28, you’ll find the full list of 2021 CFA Franchisees’ Choice Designees, Membership Milestone recipients, Awards of Excellence winners, and the recipients of the CFA Recognition Awards. Our focus on excellence in franchising also continues throughout the rest of this issue. You’ll learn about how The UPS Store found continued success even through the COVID-19 pandemic by focusing on relationships (page 47). We explore the ‘secret sauce’ of success for iconic Canadian brand White Spot/Triple O’s on page 80, and spotlight the inspiring and successful business pivots of brothers Luke and Brian Bazely of Driverseat (page 74). We also follow along on a day in the life for MaidPro franchisee David Buckler (page 77), who shares his accomplishments as a multi-unit franchisee, and show you an example of the next generation of franchising success with Jen McCain of Dogtopia (page 71).

6 Canadian Franchise Association

You can also read about how Mr. Lube is giving back with charitable donations to help causes near and dear to its franchisees’ hearts on page 100. And in our Franchise Fun section (page 84), Oxford Learning Centres president Lenka Whitehead shares her passion for franchising, education—and ski doo! These successful brands and their franchisees show the strength of Canadian franchising, which has proven to be resilient enough to weather the tough economic storm brought on by the pandemic. This issue also highlights two industries that have come back strong from the pandemic, with a close look at real estate franchises and mobile/home-based businesses that are increasing in popularity as Canadians’ lifestyles have adapted and changed throughout the past year. In addition to this showcase of award winners, page 51 spotlights franchise brands that have shown their dedication to franchising excellence by joining the CFA as new members in the past year. When reading the success stories in these pages, remember that these examples of excellence in franchising all started as eager, entrepreneurial Canadians looking to make their business dreams become reality. If that describes you, be sure to access our online member directory at LookforaFranchise.ca, follow us on social media, and visit FranchiseCanada.Online for web content, videos, and podcasts with tips to help you find the right franchise business for you. We hope this excellence in franchising issue inspires you to reach your goal of owning your own business!

Sherry McNeil President & CEO Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Sotos LLP is pleased to welcome Liisa Kaarid as a partner to the firm. Liisa is a seasoned lawyer, having practised commercial law for over 30 years. She has earned a strong reputation for her expertise in franchising, licensing and distribution law. Liisa understands the needs of in-house counsel working in the industry. She is looking forward to being a resource for corporate counsel so they can better serve their clients. Liisa started her career at Sotos LLP. Subsequently, she developed international experience and honed her skills at a major fullservice law firm, followed by her long-term position as Vice President of Legal Affairs for Canada’s largest grocery and pharmacy retailer. Liisa has now returned to where her franchising practice began, re-joining Sotos LLP as a partner.

About Sotos LLP As Canada’s leading franchising, licensing and distribution law firm, with over 20 legal professionals dedicated to the industry, we provide a comprehensive range of franchise law, corporate, private equity financing, commercial, litigation, intellectual property, employment and real estate services to franchisors. For over 40 years, we have been working with regional, national and international franchisors in every sector of the franchise industry from launch to exit including with their international expansion.

sotosllp.com | info@sotos.ca | 1-888-977-9806

CFA BOARD OF DIRECTORS BOARD CHAIR Gerry Docherty*, Good Earth Coffeehouse PRESIDENT & CEO Sherry McNeil*, Canadian Franchise Association 1ST VICE CHAIR David Druker*, The UPS Store 2ND VICE CHAIR Ryan Picklyk, A&W Food Services of Canada Inc.

PUBLISHER

TREASURER Lyn Little, BDO Canada LLP

Canadian Franchise Association (CFA)

SECRETARY & GENERAL COUNSEL

VP, CONTENT & MARKETING Kenny Chan

Larry Weinberg*, Cassels Brock & Blackwell LLP

EDITOR Lauren Huneault (on leave),

PAST CHAIR John DeHart*, Hartify Franchise Consulting

Joelle Kidd (interim)

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

GRAPHIC DESIGNER Andrea Lee

Darrell Jarvis*, Fasken

COORDINATOR, CONTENT & EDUCATION

CHAIR, FRANCHISE SUPPORT SERVICES

Stefanie Ucci

Kirk Allen, Reshift Media

ADVERTISING SALES Om Mehta

DIRECTORS

AD COORDINATOR Andrea Lee

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

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

CONTRIBUTING WRITERS

Georgie Binks, Suzanne Bowness, Jessica Burgess, Gina Makkar, David Chilton Saggers, Stefanie Ucci, Jordan Whitehouse, Kym Wolfe FRANCHISE FUN ILLUSTRATION Sam Gorrie FOR ADVERTISING INFORMATION:

Om Mehta omehta@cfa.ca

TO SUBSCRIBE TO Franchise Canada

visit www.FranchiseCanada.Online or call 1-800-665-4232 ext. 238.

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

© 2021, 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. 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.

LAW FIRMS:

8 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

The Brand Real Estate Group - CENTURY 21 In Town Realty, Vancouver

NEW LOOK, NEW BRAND,

THIS IS TODAY’S CENTURY 21. Delivering the Gold Standard from coast to coast. Let’s Talk 1.800.446.8737 | Century21franchise.ca

Independently Owned and Operated. ®†TM† trademarks owned by Century 21 Real Estate used under license or authorized sub-license. © 2021 Century 21 Canada Limited Partnership. Century 21 Canada Limited Partnership currently has franchise opportunities available in select markets across Canada. The intent of this communication is for informational purposes only and is not intended to be a solicitation to anyone under contract with another real estate brokerage organization. CENTURY 21® is a registered trademark owned by Century 21 Real Estate LLC, used under license. The trademarks REALTOR®, REALTORS® and the REALTOR® logo are controlled by the Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA. Used under license.

CODE OF ETHICS

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

10 Canadian Franchise Association

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

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

www.cfa.ca | www.FranchiseCanada.Online

ADVERTORIAL

SAFE AND SOUND

BRITISH SWIM SCHOOL OFFERS A FRANCHISE OPPORTUNITY DRIVEN BY PASSION, PURPOSE, AND PROFIT POTENTIAL BY JOELLE KIDD

“S

afety first” is a common phrase. For Melissa McGarvey though, safety really is the top priority, and a great source of her passion. Currently serving as the Director of Aquatics for British Swim School, McGarvey was working at a fitness centre when she first learned about the brand. From her first experience watching the “survival-first” lessons in action, she knew she’d found a home for the next stage in her career. “I can’t imagine doing anything else! I can provide a service and train others to help prevent and decrease preventable deaths. I’m motivated each day by the success stories of those who have come through our program. And who doesn’t want to be a part of that?” This is a shared motivation, with British Swim School experiencing tremendous growth in locations across Canada and the U.S. The unique franchise system offers its partners a low-cost, profitable business model as well as the fulfillment of being a purposedriven brand. “Our overall mission is to allow every person, no matter their age or ability, the opportunity to be a safe and happy swimmer,” says McGarvey. The program was founded more than 40 years ago and focuses on water survival skills and stroke development swimming lessons. Lessons are offered for infants as young as three months old all the way up to adults, including those with special abilities, while using their signature fun and gentle teaching methods. What makes British Swim School unique is its “survival first” approach. McGarvey explains that swim lessons traditionally focus on getting

Director of Aquatics Melissa McGarvey with British Swim School students

struggling swimmers to move to the side of the pool. However, she points out, this doesn’t help in open water, where many drownings occur. “Our program knows that the safest place to be is on your back, where you can breathe, rest and call for help. Getting to the side isn’t an option in a lake or river but being on your back can save yours or a child’s life!” This is why many franchisees feel a sense of purpose. “Our owners have a sense of commitment within their communities, as they’re part of an industry that’s dedicated to preventing drowning deaths. We’ve had numerous parents share stories of how a child fell into a pool or was caught in a rip tide, but because of our program, was able to either safely exit the pool or float on their back and call for help,” McGarvey notes. Giving back to the community isn’t the only benefit of becoming a British Swim School franchise partner. “We partner with local pools in the community to rent space by the day, hour, and lane,” McGarvey explains. In this model, franchisees partner with facilities that are often underutilized—such as hotels, fitness centres, and retirement communities—which provides “a welcome source of income for those facility owners. This model allows our owners to easily scale, adding pools and staff as needed to support their growing business.”

The unique business model means low start-up costs, no million-dollar investment to build new facilities, and no added (and often unexpected) maintenance costs. The total initial investment for a British Swim School franchise, which includes several months of marketing costs, comes in between $93,000 and $125,000. There’s also an eager market, McGarvey explains. “Swimming lessons have become less of a choice and more of a necessity for parents, which means we’re seeing more and more interest in our business… It’s also worth noting that you can’t teach someone how to swim online—so the service we provide is definitely ‘Amazon-proof,’ too!” Franchisees are provided with business training on topics such as marketing, operations, finance, and technology, and are paired with a business coach to provide initial and ongoing support. Aquatics training occurs via a combination of online and in-pool training, providing the owner and their lead instructor the skills and resources needed to scale the business. McGarvey says an ideal British Swim School franchisee is caring, passionate and has perseverance. The model is ideal for someone who wants to work in a purpose-driven industry, with a quick-to-launch business model that can grow quickly. Looking to the future, McGarvey says British Swim School plans to continue expanding, furthering their footprint across Canada and the US. “Ultimately,” McGarvey says, “we’re striving to be the largest swim school provider for survival and learn to swim lessons, working towards the overall mission to decrease childhood drowning.”

For more information about British Swim School franchise opportunities, please visit britishswimschoolfranchise.com, email franchising@britishswimschool.com, or call 1-844-794-6249

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising British Swim School Celebrates its 10th Year in Franchising British Swim School, the nation’s leading “learn to swim” franchise company, is celebrating its 10th year in franchising in 2021. The first franchise location opened its doors in 2011, and since then, British Swim School has expanded to more than 215 schools across 23 states and Canadian provinces. The brand has enjoyed impressive growth in the first half of its anniversary year, having recently finalized the largest single franchise deal in the company’s history in Charlotte, North Carolina while welcoming new owners in San Diego, California, Charleston, South Carolina, and Jacksonville, Florida.

“Ours is a proven concept that allows our franchise owners to build a significant business while also serving a higher purpose in the community,” says Brian Garrison, British Swim School president. “It’s rewarding to reflect on our growth over the course of the past decade and the thousands of families we’ve impacted. I’m really looking forward to a bright future as we move into our next decade of franchising, and beyond.” Research shows that participation in formal swim programs, such as those offered by British Swim School, can reduce the risk of drowning by 88 per cent among children who are most at risk for accidental

12 Canadian Franchise Association

death by drowning. British Swim School teaches water safety and survival first, and swim stroke development second. Students are placed in classes based on skill level. Edo Japan Enters Thunder Bay with First Street Front Location in Brentwood Village Edo Japan, one of Canada’s leading fast-casual restaurants, brings a new flavour to the local food scene with the grand opening of its first street front location in Thunder Bay, Ontario, adding to more than 150 Edo locations across the country, including four in Ontario. The brand is enhancing Thunder Bay’s culinary offerings with its diverse selection of high-quality teppanyaki-style meals. Known for its quick and convenient service, the successful franchise was established in Alberta in 1979 and has since become a staple in the Canadian food landscape. Serving more than 10 million meals across the country annually, Edo has drawn crowds with healthy, delicious Japanese-inspired meals made with Canadian chicken and beef, premium veggies, and a signature teriyaki sauce. With diverse and fresh selections such as bento box meals, healthy rice and noodle bowls, gyozas, udon soup, spring rolls, and a variety of sushi rolls, Thunder Bay locals will find Edo’s menu has lots to choose from. Recognizing the value of bringing people together with good food, Edo is committed to supporting the communities where it operates. In appreciation of its popularity among Ontarians, which led to this expansion into Thunder Bay, Edo is taking steps to pay it forward within the local community.

www.cfa.ca | www.FranchiseCanada.Online

“Our passion for providing Canadians with fresh Japanese-inspired meals and supporting communities beyond our restaurants has been the foundation upon which we’ve achieved our success,” says Terry Foster, VP of operations and franchising. “It’s our honour to participate in recognizing the positive impacts that Thunder Bay businesses and organizations have made on their neighbours.” COBS Bread Launches New Loyalty App and Program, COBS Club Bakery franchise COBS Bread recently launched its new loyalty app and program, COBS Club. With a careful and calculated phased rollout leading to an official networkwide launch at the end of July, the app already has over 75,000 users across COBS Bread’s 135 bakeries in Canada and two in the U.S. COBS Club replaced the stampcard based Loaf Rewards program, where customers earned a complimentary loaf after the purchase of 14 loaves. The new program allows members to earn Breadcrumbs on all purchases—not just loaves. COBS Bread’s ‘Double Up’ campaign launched on August 26, which rewarded COBS Club customers with twice the amount of Breadcrumbs on each in-bakery purchase throughout the entire month of September. Rabba Rallies Behind The Mississauga Food Bank to Help Support 2,000 Afghan Refugees Arriving in Canada Rabba Fine Foods, a company with a long history of community support and in helping new Canadians, joined forces with P&G Canada to donate toiletries, personal care products,

INDUSTRY NEWS baby supplies, and other essential products to The Mississauga Food Bank to help 2,000 refugees from Afghanistan who arrived in Canada in late summer. The donation was part of the company’s Rabba Roots Community program and a longstanding partnership with The Mississauga Food Bank. “The images we’ve seen from Afghanistan have broken our hearts,” says Rick Rabba, president of Rabba Fine Foods. “We’ll always do our very best to help our partners at The Mississauga Food Bank to support refugees arriving to Canada and those in need.” “Within the last year, Rabba Fine Foods has made an in-kind donation of retail product valued at over $100,000 to The Mississauga Food Bank in support of curbing food insecurity within the community,” adds Rabba.

14 Canadian Franchise Association

“The Mississauga Food Bank is committed to providing food for hungry neighbours and that often includes new Canadians who, in situations like these, arrive in need of emergency food,” says Meghan Nicholls, chief executive officer at The Mississauga Food Bank. “It takes the entire community coming together to make sure no one goes hungry on our watch. We’re so grateful to all of our supporters, including Rabba and its Rabba Roots Program for their continuous support over the years.” Baskin-Robbins Canada Marks 50 Years of Service to Canadians September 5, 2021 marked 50 years of service to Canadians for Baskin-Robbins. From humble beginnings—one shop at the corner of Eglinton and Bathurst in Toronto—the brand now has 105 locations, from Vancouver to

www.cfa.ca | www.FranchiseCanada.Online

Montreal, with plans for more in the works. Beloved by many, the brand’s history in Canada has been sweet, but has included rocky roads. “We experienced tough times about 10 years ago,” says Mike Gooding, the longest-tenured representative of Baskin-Robbins in Canada, with 34 years of service. “We were at a crossroads, and in hindsight, I’m relieved we picked the right path. Our business has been thriving ever since.” The catalyst to renewed prosperity was, in large part, the introduction in 2012 of a new store design labelled “Happy 1.0” featuring bright and clean white tiles, and pink and blue walls with various seating capacity in each of the brand’s existing shops. One year after the remodel, average sales for the vast majority, if not all Baskin-Robbins franchisees, had increased substantially.

INDUSTRY NEWS Today, the brand is on the cusp of launching its newest in-store design in Canada called Moments, an evolution of the concept that first turned things around. Other elements that have propelled the brand forward in Canada have included the launch and expansion of pre-packs, “Celebrate 31” discounts on the 31st of the month, new frozen beverages and non-dairy ice cream options, Creature Creations 1.0 and 2.0, and a growing assortment of cakes and delivery, which are now offered at almost every location in the country. $1.4 Million Raised for Canadians Living with Multiple Sclerosis Through 13th Annual Burgers to Beat MS The 13th annual A&W Canada Burgers to Beat MS Day, in partnership with the Multiple Sclerosis Society of Canada,

raised $1.4 million in support of people living with multiple sclerosis (MS). On Thursday, August 19, every A&W restaurant location across Canada contributed to making this year’s Burgers to Beat MS Day a big success. On this day, $2 from every A&W Teen Burger® sold across Canada went towards helping people living with MS. In 13 years, this initiative has raised more than $17 million, making A&W the single largest annual corporate fundraiser for the MS Society of Canada. For her fifth consecutive year, Olympic gold medalist and Canadian women’s national soccer team captain Christine Sinclair participated in A&W’s 2021 Burgers to Beat MS Day in honour of her mother, Sandi, who was diagnosed with MS more than 30 years ago. Christine shared her story about how MS impacts all Canadians, not just the people who live with

it—their family, friends, community, and country are all affected by this disease. She understands first-hand the daily impacts of this disease and what it means to live with a diagnosed loved one. Once again, she asked Canadians to join her in raising funds and awareness to support the MS Society in its goal towards achieving a world free of MS. Pet Valu Launches Month-Long Companions for Change Event to Help Pets in Need Pet Valu, the leading Canadian specialty retailer of pet food and petrelated supplies, announced in September its Companions for Change event in its more than 600 stores across Canada to help pets in need. For the month of October, the event raised funds to provide grants for animal charities, collected products for local animal organizations,

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Franchise Canada November | December 2021 15

INDUSTRY NEWS and helped to find the right forever homes for local homeless pets. “Pet Valu is deeply committed to giving back through our Companion for Change program. Since 2010, we’ve raised more than $20 million for Canadian animal rescues and charities and we’ve found the right forever homes for more than 37,000 homeless pets,” says Tanbir Grover, chief marketing and digital officer. On October 23 and 24, volunteers and pets from local animal rescues were on site at many Pet Valu stores (including locations under its regional banners) across Canada to meet individuals and families looking to adopt a pet. The focus of the event was to find the right forever home for each pet. In addition to supporting hundreds of local animal shelters and charities through Companions for Change, since 2018, Pet Valu has

funded five rescue transportation and mobile health clinics for animal rescue organizations in Nova Scotia, Ontario, and British Columbia. Pet Valu is also the national charitable partner for Lions Foundation of Canada Dog Guides, including feeding all puppies and dogs in training, and the primary sponsor of the Don’t You Want Me Project. CENTURY 21 Canada Restructures and Sets Growth Goals CENTURY 21 Canada has reorganized its leadership team to best meet the needs of its current franchisees and is setting its sights on growth in the coming years. The change comes after the company successfully launched its new HUB21 platform, powered by Moxiworks, to its agents earlier this year, providing first class websites, marketing, and customer relationship management

tools that work together seamlessly on its customized platform. “We’ve spent the past few years focusing on the development of our technology and providing our agents with the best tools in the industry,” says U. Gary Charlwood, founder and executive chairman of CENTURY 21 Canada. “We’re now ready to showcase our value to an expanded audience from coast to coast. The experienced team we’ve organized is very driven and ready to get started.” President and CEO Martin Charlwood adds, “Starting in 1975, my father, our chairman, laid the foundation of real estate franchising in Canada in the real estate brokerage industry and we’ve spent the past almost four plus decades continuing to make our mark. My leadership team will continue to be the gold standard in the industry and our value package remains the best, bar none.”

YOUR BUSINESS. YOUR SUCCESS.

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

16 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

ADVERTORIAL

GROWING STRONG

At Boardwalk Fries Burgers Shakes, franchisees and customers alike keep coming back for more BY JOELLE KIDD

aryland-based entrepreneurs Dave and Fran DiFerdinando had fond memories of summertime trips to the state’s famous Ocean City Boardwalk. Against the backdrop of the sea-salt air, hot sand, and glistening ocean, visitors to the boardwalk could never resist a packet of lightly salted, warmfrom-the-fryer French fries. Inspired by these childhood memories, the brothers opened a restaurant in 1981 to serve boardwalk fries to guests everywhere—today, Boardwalk Fries Burgers Shakes has more than 50 locations with 80 franchises under development. In Canada, another pair of entrepreneurs are bringing those same delicious fries—along with fresh (never frozen) burgers, creamy shakes, and more—to eager diners. Sajid Khan and Boris Javorski are the passionate owners behind the brand in Canada and abroad, and their sights are set on expansion. Khan joined Boardwalk in 2012, and then helped bring the brand to Canada in 2014 as a master franchisor for Canada and International. Since then, the brand has grown

Sajid Khan (left) and Boris Javorski

in Canada to 16 locations, with five locations under development and expected to open by first quarter 2022, across B.C., Alberta, Saskatchewan, Manitoba, and Ontario. It’s also expanded internationally, with locations in Pakistan and Qatar, and plans to open in Ghana. The goal in Canada is to open 200 locations nationally within the next 10 years. Javorski, who joined Boardwalk in 2019, says they’re on a good path to get there. “We both believe in the growth… I think we can do wonders in this country.” Premium value The two owners’ backgrounds complement each other well. Khan has more than 20 years’ franchising experience, including with another quickservice restaurant (QSR) brand, and Javorski has a background in hospitality, with a decade of experience working with hotels. They both say they were drawn to Boardwalk by the quality of the product and the system’s competitive pricing. “The restaurants are beautiful looking, the product is great—everything is fresh, never frozen,” says Khan.

“[Boardwalk sells] a premium product at a non-premium price. People love the product and the environment.” Javorski agrees. “It’s a beautiful concept… If you look at North America, it’s a beef and potatoes country, so burgers and fries—it’s a product that goes!” Those famous fries are also available with a variety of toppings or as a poutine. The menu includes burgers, veggie burgers, chicken, salads, and six flavours of milkshakes. Locations are designed to evoke the brand’s beachy history while still being contemporary and stylish. The design is modern, bright, and inviting. The price is right not just for customers but for franchisees looking to buy into the system as well. “Entry level is very reasonable,” says Khan, noting that fees for building a new restaurant with Boardwalk’s competitors run from around $800,000 to $1 million. For Boardwalk, it’s less than $550,000 for a restaurant of around 1,500 square feet. “We don’t believe in kickbacks, you know?” he says with a laugh. “We pass all the savings on to our franchisees.”

ADVERTORIAL

Khan says they’re building a great team across the country. Because franchisees are “the face of the brand,” they’re careful about who they bring on board. Khan says they look for franchisees with some amount of business background or restaurant experience. “These kinds of concepts need hands-on operation,” he adds, “so we’re looking for people who are committed full time.” Javorski adds, “We help our franchisees from day one—from signing the franchise agreement, all the way to operating. We help with the build out of the store, the design, outsourcing, financing—all these things.” Boardwalk offers three weeks of initial training to new franchisees, as well as ongoing support. “We provide really good training to our franchisees, and, unlike other brands, we don’t leave them alone. Once they open, we stick around with them. Somebody’s there until they’re fully ready to operate by themselves,” says Javorski. Since not everyone learns at the same pace, sometimes this means a week, or sometimes it means three. Along with this extensive training, franchisees with Boardwalk also benefit from real estate and construction support, financing programs through major lenders, top tier suppliers and distributors, a customized point of sale (POS) system, and partnerships with awardwinning marketing agencies.

“All of our franchisees are essentially our partners,” Javorski says. “You work with these people on a daily basis.” Javorski and Khan are both committed to helping franchisees find success. As Khan puts it: “We want to produce more entrepreneurs!” They seem to be succeeding in this respect—many passionate Boardwalk franchisees now own more than one location. Franchisees in Alberta and Ontario are currently looking for second and third franchises, and even recommending the system to their friends and family members. “Our franchisees [appreciate] the help and support, that’s why they stick with us … We make sure we support our franchisees one on one. We’re always available. Whenever they need something, we’re there for them,” says Javorski. A resilient system Though much of Boardwalk’s growth has happened during the pandemic, the franchise has been able to adapt and cater its offerings to the current moment. The COVID-19 pandemic posed challenges, particularly in the area of real estate, the owners say, but while other brands downsized, Boardwalk kept all locations except for a few that were relocated. The brand focused on take out, delivery, and drive-thru ordering and is expanding its online offerings.

“We’re redoing our website now to be able to have online ordering and app ordering,” says Javorski, noting that Boardwalk plans to launch its own app soon. They’re also working on ways for customers to order through social media channels. Along with these innovations, plans for the future include continuing to improve franchise support and sourcing. “Our goal is not just to grow the brand, it’s to improve the brand as well,” says Javorski. The future looks bright for Boardwalk. “I think both Sajid and I have been very fortunate to be in this country. We’re both immigrants, and we’ve done really well for ourselves. Thanks to this country, we are where we are—both of us are very hard workers and risk takers,” says Javorski. “This is just the beginning, I believe. The sky’s the limit.”

FRANCHISING WITH BOARDWALK

BY THE NUMBERS

Total investment range: $450,000 to $550,000

Capital requirement: $150,000 unencumbered cash Franchise fee: $30,000 Ongoing royalty: 6% of gross sales Advertising and marketing: 3% Renewal agreement: 10 years

Visit boardwalkburgers.ca/franchising for more information.

Payroll and Employee Management Solutions for SMEs

Quick start

Aﬀordable

100% Canadian

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1 888-650-6291 | nethris.com/cfa

COVER STORY

Franchising Superstars Franchisee of the Year winners for gold, silver, and bronze share how they found franchise success within their small businesses BY STEFANIE UCCI

If you asked any franchisee across the country, they may tell you that there are multiple aspects to the “secret sauce” of franchise success. Dedication, perseverance, passion, and many long-hour work days seem to be some common denominators when it comes to being a small business owner. Success can be measured in many different ways, and one of those includes recognizing and honouring the franchisees who go above and beyond for their small business. Here, Franchise Canada congratulates the six winners of the CFA's Franchisee of the Year Award who were awarded gold, silver, and bronze in the categories of traditional (brick and mortar) and non-traditional (home or mobile-based) franchises. Franchise Canada November | December 2021 21

COVER STORY

“As more mature franchisees, the franchise system allowed us to expand our resources and continue to grow as a business.” - Veronica and Warren D'Silva

GOLD, TRADITIONAL

Warren and Veronica D’Silva Allegra Toronto, Ontario

ranchisees and brother and sister duo Warren and Veronica D’Silva are owners of an Allegra franchise in the downtown Toronto core. With more than 20 years of business experience and a passion for supporting the business community, this pair has been honoured with the CFA’s 2021 Franchisee of the Year award. “We’re proud to serve as our community’s local onestop source for strategic marketing and print communications,” they explain. “Allegra Centres provide printing, signs, mailing, and marketing services needed by virtually every business and institution. As owners, we benefit from the unsurpassed network support provided by Alliance Franchise Brands—a world leader in marketing and visual communications.” Warren comes from a hospitality and business management background. He brings a wealth of international experience, having lived in five countries including Switzerland and the U.S. Veronica’s extensive experience includes marketing and operations, with a specialization in project management. The Allegra system offered a turnkey business operation and relevant training that helped get their business started. “Having the backing and support of a franchisor was hugely helpful. As a new franchisee, the training, guidance, and turnkey setup helped us take greater strides than if we were doing this on our own,” they explain. “As more mature franchisees, the franchise system allowed us to expand our resources and continue to grow as a busi-

22 Canadian Franchise Association

ness. We’ve also greatly enjoyed the many close relationships we’ve developed over the years, with fellow franchisees, the home office team, and our long-term vendors.” At the beginning of their franchise journey, Veronica and Warren were tasked with the challenge of learning about the ever-evolving industry and getting acquainted with vendors, equipment, and new products and services for their franchise. This year, their decades of experience and many satisfied customers helped the D’Silvas earn the prize for Gold, Traditional. “While this year has been challenging for many of our clients, vendors, and friends, we were able to support our clients’ needs in unique and resourceful ways,” they say. “We wouldn’t have been able to do any of this without the mentoring, guidance and encouragement of our parents, as well as our staff and key vendors.” As for advice the D’Silvas have for prospective franchisees: “Find a model for which you either have or can grow a passion. We like that we’re a critical part of the business community. We interact daily with business owners and decision makers, partnering with them to help them with all their print, marketing, mail, and signage needs.” They advise, “Franchising can be a rewarding entry into working for yourself, with an established business model to support your endeavours. Finding the right franchise partner was key to our success.”

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY

“We don’t work our business; we live our business—that’s one of our secrets!” - Christoph and Birgit Braier

GOLD, NON-TRADITIONAL

Christoph and Birgit Braier PropertyGuys.com Canmore, Alberta

ower couple and Franchisee of the Year winners Christoph and Birgit Braier have been selfemployed for most of their lives, and say that they love the PropertyGuys.com concept because it works. They moved to Canmore, Alberta with their family of four back in 2010, having spent the previous 25 years developing residential homes in Germany. “We knew our way around the real estate business,” explains Christoph. “Real estate is our life. Still, I held off becoming a real estate agent in a town where there was already more than 100.” He quickly found work as a property manager in their new town, until finding a franchise opportunity with the local PropertyGuys.com in 2014. “What drew us in was a mission to save the homeowners in our community thousands of dollars in commission!” The PropertyGuys.com concept is Canada’s only fullservice real estate marketing company that lets homeowners be in control and sell their property on their own while keeping the majority (95 per cent) of their profits. “We can provide all services in person as well as online and remotely until the property or business is sold, with limited human interaction—which is an important detail these days,” says Christoph. He notes that it’s important to always be open to change while looking for new ways to do business as a franchisee. The Braiers are number three on their franchise system’s nationwide revenue ranking list—up from number 87 when they first bought the franchise. Before the

pandemic, he says they tried to visit their corporate home office at least once a year to enhance their training and keep an in-person connection with the PropertyGuys.com team, while also visiting fellow franchise owners along the way to exchange business ideas and strategies. Christoph is also part of the brand’s Franchisee Advisory Council, which helps recommend improvements and advancements within the organization. As for their award for Gold, Non-Traditional, the couple says they’re grateful for the nomination itself, let alone the gold recognition. “This is a big achievement for us. It shows that this franchise is a perfect opportunity for power couples, as we have multiple successful husband-and-wife teams within our PropertyGuys.com system. We don’t work our business; we live our business—that’s one of our secrets! We couldn’t have done it without the support and mentorship of our corporate home office and fellow franchisees.” Christoph adds, “I feel that a part of our success— and what I would suggest to a prospective business owner—is that you need to have a strong work ethic, a positive attitude, and an outgoing personality. If you just wait at home for the phone to ring, it won’t happen. Visit the community, talk to people, be enthusiastic, and love what you do. That’s what you need to do to find success.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 23

COVER STORY

“My success came from choosing the right franchise for a great location.” - Josef Tesar

SILVER, TRADITIONAL

Josef Tesar

Motel 6 Moosomin, Saskatchewan

Why did you want to own your own franchise business? I always had a dream to own a franchise and work with a professional team who could guide me through the process of opening my own business without needing to start from the bottom up. After managing an independent hotel and a Ramada franchise, my wife Krista and I decided to franchise with Motel 6. We made the choice after weighing many considerations about what the brand had to offer in terms of support, training, and ongoing processes within the franchise system. Why did you decide to franchise with Motel 6? It was an easy decision for us because Motel 6 has more than 60 years of successful franchise experience with an excellent support team of professionals who can help you manage and build a brand-new operation from A to Z. They provide excellent knowledge to franchisees with respect to new builds, staff training, the accounting system, marketing for your business, operating a computerized system, and in all aspects of support on a day-today basis. What are the benefits of being a franchisee? I strongly recommend joining the Motel 6 team to anyone who may be considering this brand as their next franchise opportunity. It has the best profitability of any motel franchise, especially in regard to the new Phoenix Motel 6 design.

24 Canadian Franchise Association

Why have you found success with your franchise business? I find that it’s easy to own multiple motels with the Motel 6 team as the head office team helps with daily marketing, sales, quality control, and extensive visits, providing reports and keeping the set Motel 6 franchise standards. They also set up great prices with national vendors for purchasing all of the goods for the hotel. Irvin Price, president and COO of Realstar Hospitality for Motel 6, and his professional experience team, are the winning answer to success. My success came from choosing the right franchise for a great location to fit a new Motel 6 and so far, the response from guests has been great. What advice do you have for others considering franchising? You should be knowledgeable in the hiring and training process for your franchise, and develop an excellent long term team and staff to help run the business. You should also focus on providing 5-star service consistently, develop hands-on involvement from yourself as the owner, and place importance on supporting the local economy that your business is located in. All of this is key to a successful operation and the long-term success of your franchise. I’d like to thank the Canadian Franchise Association for the recognition and hard work.

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY

“We wanted to be able to enjoy financial freedom as well as to take pride in what we built.” - Caitlin MacLachlan and Iftekhar Ahmed

SILVER, NON-TRADITIONAL

Caitlin MacLachlan & Iftekhar Ahmed GetintheLoop Halifax, Nova Scotia

Why did you want to own your own franchise business? We were excited about the opportunity to launch and grow a business of our very own. We wanted to be able to enjoy financial freedom as well as to take pride in what we built. Why did you decide to franchise with GetintheLoop? GetintheLoop just made sense from every angle we looked at it. The idea of a SaaS franchise [companies that use software to provide a service to customers] is such a timely and modern concept and a unique opportunity that we hadn’t seen anywhere else. We quickly saw the benefit the product could provide to both businesses and consumers, and the potential there was to grow it within our market. It was a franchise model that fit our lifestyle and budget. It also felt good to be getting involved in a business that provides a social good and which we could really believe in.

Why have you found success with your franchise business? Anyone who’s done it will tell you that owning your own business is a grind! Owning a franchise means you have huge resources for knowledge and support in your corner, but it still means putting in a lot of hard work. There have been some big ups and downs over these past two years, but you have to take responsibility for those things you can control and not dwell on the things you can't. We’ve really learned that if you just keep pushing forward, putting in the effort, and are always looking for new opportunities, then you’ll eventually start seeing success. In the end, you just have to learn to love the grind! What advice do you have for others considering franchising? Owning a franchise gives you a huge leg up when starting a new business, but it’s important to find the right one. Think about the skills and experience you bring to the table and what will fit with your lifestyle and goals. At the end of the day, it’s a lot easier to put your time and energy into a business that you love!

What are the benefits of being a franchisee? We really love being able to be creative and look for unique opportunities to grow our business. We get to enjoy flexibility in how we operate the business while always knowing we have the support of our corporate team behind us. Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 25

COVER STORY

“Owning a franchise allows me to create a team and represent a brand that I’m proud of.” - Paige Shemilt

BRONZE, TRADITIONAL

Paige Shemilt

Oxford Learning Centres North Bay, Ontario

Why did you want to own your own franchise business? Owning a franchise isn’t something that “I knew” I wanted to do. I had always imagined a different profession, particularly in the field of medicine. However, I now know that this is what I want to do. Owning a franchise allows me to create a team and represent a brand that I’m proud of. I find that I’m more than a franchisee; I’m truly part of a service that makes a real difference. I’m proud to be a franchisee of Oxford Learning. Why did you decide to franchise with Oxford Learning? I’ve been in the Oxford Learning “family” for almost 25 years. I was about seven years old when my mom purchased our local franchise, and I was lucky enough to see the positives of being your own boss from the inside. I was also able to see how strong and independent my mom was with running her own business, while seeing how wonderful the Oxford Learning corporation was to work with. What are the benefits of being a franchisee? Being able to have the flexibility I need has been a tremendous stress reliever, because knowing that there is an entity out there, continuing to develop the model and send forth the most important reminders on your behalf helps with stress. Another wonderful thing about being

26 Canadian Franchise Association

a franchisee is the brand recognition and built-in customer base that exists—if the company has done their job well. Why have you found success with your franchise business? Success can be measured in many ways: financially, in community recognition, and in personal growth. Financially, we’ve seen more success over the last few years, even in the midst of the pandemic. We live in a very small city that’s likely 10 years behind, culturally. Word of mouth or local marketing is our greatest asset. Going above and beyond is imperative and a very big deal to our clients. This ties into our community success. What advice do you have for others considering franchising? All businesses operate with a foundation, and as a franchisee, you’re that foundation, but you have a secondary support if needed. If you’re considering becoming a franchisee, ensure that you understand and have a passion for the franchise you would like to be part of, and that you are unified with the goals and intentions of the franchisor. Without passion or interest, you’ll lose out on success or joy, or both. However, with great passion, love, and interest for whatever type of business you choose, you can realize your potential and that of your business—in all aspects!

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY

“[A] franchise business provides the platform to grow and challenge myself to higher levels.” - Rattandeep Sidhu

BRONZE, NON-TRADITIONAL

Rattandeep Sidhu

InXpress Surrey, British Columbia

Why did you want to own your own franchise business? In addition to the freedom that self-employment brings, I’ve always strived to challenge myself in achieving more, and a franchise business provides the platform to grow and challenge myself to higher levels. That’s what intrigued me to own a franchise business. Why did you decide to franchise with InXpress? My previous experience was in customer service and sales, and I was looking for a business where I could connect and use both my skills. I was also looking for a business that had low overhead costs. InXpress was a perfect fit that provided both. InXpress also has a great structure for AR/AP (accounts receivable and accounts payable) support along with day-to-day support, which is great. The industry that InXpress serves has a great growth outlook along with ongoing trends, and that made the decision to join it an easy one. What are the benefits of being a franchisee? I find a benefit is the support and structure that a franchise system provides with direction and help on a daily basis so you can effectively grow your business. There are so many questions a new franchisee has that can be answered quickly, which may not be the case if you start a venture by yourself.

The support you get from fellow franchisees is another positive of joining a franchise network. You can share information, experience, and highs and lows with each other and help grow your individual businesses and the whole franchise system. Why have you found success with your franchise business? I believe in focusing on the basics and I feel that’s what brought success to my franchise. My team and I stick to the process and strive to provide great customer service. This fuels organic growth. What advice do you have for others considering franchising? To anyone looking to buy a business, I would say to look around and do your due diligence before going into any business. Definitely consider franchising if you’re venturing into a field that’s new to you. There are so many aspects you need to master, and a franchising structure can help you master that and can set you up for success.

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 27

RECOGNIZING FRANCHISING SUCCESS Established in 1992, the Canadian Franchise Association (CFA) Awards of Excellence celebrate the best of Canadian franchising and the CFA's committment to Growing Together™. Regardless of size or concept, the symbiotic partnership between franchisor and franchisee is what strengthens a franchise system. The CFA recognizes this relationship through its annual awards program, celebrating the success of franchise brands in not only exceeding the expectations of their franchisees, but also for finding innovative ways to reach their customers. Here, Franchise Canada features winners of the 2021 CFA Awards, by highlighting extraordinary franchises that have excelled in the delivery of service to their customers and support for their franchisees, as voted by their peers. Read on to learn more about these exceptional, award-winning brands and their franchising accolades!

28 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

RECOGNIZING FRANCHISING SUCCESS

Franchisees’ Choice Designation

The Franchisees’ Choice Designation is awarded by franchisees who voluntarily took part in an independently administered survey and were asked to rate their franchisors in key areas of the franchise business model, including leadership, business planning and marketing, training and support, ongoing operations, and the relationship between the franchisee and franchisor. Bark Busters BioPed Footcare Days Inns Canada FATBURGER GoliathTech Inspiration Learning Center – Tutoring And Private School InXpress Jani-King Canada Leakpro International Inc. Little Kickers Canada MaidPro Massage Addict MaxWell Realty Molly Maid

Motel 6 New Creations Orangetheory Fitness Oxford Learning Paul Davis Restoration Canada Prep’n Sell Franchising Inc. Quesada Burritos & Tacos Ricky’s Family-Style Restaurants Right at Home Simply For Life Spiritleaf Tan on the Run Wendy’s Restaurants of Canada Inc. Willowbrae Academy WP Creations

11 CONSECUTIVE YEARS

8 CONSECUTIVE YEARS

CertaPro Painters Cobs Bread Edo Japan Home Instead Senior Care Mary Brown’s Inc. Pizza Nova Take Out Ltd. PropertyGuys.com Inc. Symposium Cafe Two Men and a Truck UCMAS Canada Inc.

BeaverTails Fire-Alert Pizza Pizza Print Three Franchising Corporation White Spot Restaurants

7 CONSECUTIVE YEARS A&W

6 CONSECUTIVE YEARS

Lice Squad Canada Inc. PuroClean

Heart to Home Meals Hickory Dickory Decks Metropolitan Movers Scholars Education Centre

9 CONSECUTIVE YEARS

5 CONSECUTIVE YEARS

10 CONSECUTIVE YEARS

FASTSIGNS International Speedpro Signs and Imaging

Driverseat Triple O’s

Franchise Canada November | December 2021 29

RECOGNIZING FRANCHISING SUCCESS

Awards of Excellence

The CFA Awards of Excellence in Franchising are the pinnacle of franchise achievement in Canada. These awards recognize excellence in franchise operations. Winning franchise brands must demonstrate a dedication to superior franchisee relations, leadership, business planning, marketing, training and support, ongoing operations, and communications. GRAND PRIZE WINNER NON-TRADITIONAL FRANCHISE Little Kickers

GRAND PRIZE WINNER TRADITIONAL FRANCHISE MaxWell

TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES

6-15 FRANCHISEES

GOLD

MaidPro

GOLD

Metropolitan Movers

SILVER

Inspiration Learning Center Tutoring and Private School

SILVER

Prep’n Sell

BRONZE

Lice Squad.com

BRONZE

Driverseat Inc.

16-29 FRANCHISEES

16-29 FRANCHISEES GOLD

MaxWell Realty

SILVER

Symposium Cafe Restaurant & Lounge

BRONZE

Willowbrae Academy

30-99 FRANCHISEES GOLD

White Spot Restaurants

SILVER

FASTSIGNS

BRONZE

Triple O’s

GOLD

Little Kickers Canada

SILVER

CertaPro Painters

BRONZE

TWO MEN AND A TRUCK

30+ FRANCHISEES GOLD

Home Instead Senior Care

SILVER

Right at Home

BRONZE

Paul Davis Restoration Canada

100+FRANCHISEES GOLD

Oxford Learning

SILVER

Pizza Nova

BRONZE

A&W

30 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

RECOGNIZING FRANCHISING SUCCESS

Recognition Awards

The CFA’s Recognition Awards celebrate individuals and franchise systems for their outstanding achievements, contributions, and philanthropic endeavors within the franchise community.

DISTINGUISHED FRANCHISE SUPPORT SERVICE/SUPPLIER AWARD: As You Like It Marketing

DIVERSITY AND INCLUSION CHAMPION AWARD: Driverseat

HALL OF FAME AWARD:

LIFETIME ACHIEVEMENT AWARD:

The UPS Store

Peter H. Thomas

OUTSTANDING CORPORATE CITIZEN AWARD:

VOLUNTEER LEADERSHIP EXCELLENCE AWARD:

Mr. Lube

Joseph Adler

Franchisee of the Year

The Franchisee of the Year acknowledges the accomplishments and excellence of CFA member franchisees for their business performance and community service, as well as involvement within their franchise brand. Winners are celebrated in categories for traditional and non-traditional franchises, with awards for bronze, silver, and gold achievements. TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES

GOLD

Allegra Veronica and Warren D’Silva

GOLD

PropertyGuys Christoph and Birgit Braier

SILVER

Motel 6 Josef Tesar

SILVER

BRONZE

Oxford Learning Paige Shemilt

GetintheLoop Caitlin Maclachlan and Iftekhar Ahmed

BRONZE

InXpress Rattandeep Sidhu

Franchise Canada November | December 2021 31

RECOGNIZING FRANCHISING SUCCESS

Membership Milestones

Every time a franchise brand or system supplier joins or renews their CFA membership, they amplify the voice of the collective, commit to excellence in franchising, and help the CFA represent more than 700 brands from coast to coast as the authoritative voice of franchising. Membership milestone achievements honour members for their ongoing commitment to the CFA’s pursuit of strengthening franchising in Canada. Congratulations and thank you to the following members, who are celebrating membership milestones in 2021.

45 year milestones

10 year milestones

•M cDonald’s Restaurants Canada Ltd

40 year milestones

•O sler Hoskin & Harcourt LLP

35 year milestones •A ctive Green & Ross

30 year milestones •T he UPS Store

25 year milestones

•H and and Stone Massage Spa •J ani-King Canada •J DI Cleaning Systems Inc •M iller Thomson LLP •P arker & Associates Inc •T opper’s Pizza

20 year milestones

•A lexander Holburn Beaudin + Lang LLP

15 year milestones

• Ascend Franchise Solutions • Canadian Residential Inspection Services • CEFA – Core Education and Fine Arts • Dale & Lessmann LLP • FranConnect • FranNet LLC • Jade Clinics • Lawrence, Lawrence, Stevenson LLP • Listen360 • Metal Supermarkets • Miller Nash Graham & Dunn LLP • Noraxx Inspections Inc • Pita Land Inc • Postcard Portables Canada • Right at Home Canada • Scholars • STOR-X Organizing Systems • Tint World

•B io Ped Franchising Inc •C rock A Doodle •G EM Health Care Services Inc •L ice Squad Canada Inc •L intott Law •S pirit of Math Schools Inc •T ommy Guns Original Barbershop •W SI

32 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

5 year milestones

• 3rd Degree Training • A Buyer’s Choice • Chicken Delight of Canada Ltd • Elite Trade Contracting Corp Ltd • Enlighten Laser and Skin Care Clinic • EverLine Coatings & Services Inc • Fairway Divorce Solutions Ltd • First Choice Business Brokers • Fishman Canada • GoliathTech Inc • Great Clips Inc • Just Like Family Family Care • LeakPro International • MaidPro • Molly Maid • The Original San Francesco Foods • Outdoor Lighting Perspectives • Patrice & Associates Franchising Inc • Pizza Studio • Pür & Simple • Rockcliff Auto • Self Management Group • Tan on the Run • Wellnessnews Choices for Healthy Living • Wing’n it Enterprises Inc • Yesco Franchising LLC

RECOGNIZING FRANCHISING SUCCESS

Hear From the 2021 CFA Award Winners!

This year, the CFA presented the 2021 CFA Awards program through videos, which featured acceptance speeches and photos from the award winners.

To watch the full award videos, visit www.cfa.ca/cfa-awards

Franchise Canada November | December 2021 33

Driverseat is truly a one-of-a kind opportunity. We are the fastest-growing transportation franchise in North America. At Driverseat, franchisees manage their team of Chauffeurs, create relationships with their community and service the incredibly high demand for transportation services. Through the support and training of their corporate support staff, Driverseat franchisees manage their team, market their services, and build partnerships. Driverseat franchisees are seeing explosive growth post-pandemic. They are facing unprecedented demand and brand recognition, which is fostering new levels of success and revenue. The business model is simple but limitless. A fleet of 5-24 passenger shuttles and a team of Chauffeurs to out-care the competition. Driverseat specializes in pre-booked transportation services including but not limited, to Wedding Shuttle, Care+, Charters and Tours, Airport Shuttle, and Corporate Transit. Find out if your territory is available today and fulfill the demand in your region.

CFA Franchisees Choice Designation 4 Consecutive years

Winner of CFA Awards of Excellence

Extensive training and support programs

State of the art business technology solutions

Chamber of Commerce Innovation Award

THE RIGHT MOVES

Real estate franchises across Canada make smart choices in the ever-changing landscape BY GINA MAKKAR

Partnering with a real estate franchise allows franchisees to leverage tried-and-true resources. Access to training, networking, and coaching provides unparalleled support, and the credibility of joining a national brand is a major benefit for franchisees launching their own business. Here, Franchise Canada takes a look at four real estate franchises that are adapting to changing times to help Canadians find their perfect home—and franchisees find success.

Franchise Canada November | December 2021 35

THE RIGHT MOVES

Martin Charlwood

CENTURY 21 Gary Charlwood opened the first CENTURY 21 office in B.C. back in February 1976. Today, the company boasts 400 offices across Canada, which are part of 13,000 offices across the globe. “We offer everything an agent needs, from the moment they enter the business to the day they retire,” says Martin Charlwood, president and CEO. “If you’re a newbie to the real estate industry, CENTURY 21 is a great place to start. As your career evolves, it’s an excellent place to continue hanging your license, because we have a variety of tools for all levels of your career.” CENTURY 21 recently launched a technology platform that offers everything from marketing material and a CRM system to client presentation templates. “We share ideas at different levels of growth so they can learn from our ecosystem of knowledge with 45 years of successful business,” notes Charlwood. As a brand with a large international footprint, listings benefit from global exposure. Though the pandemic brought about challenges, Charlwood says Canadians still believe owning a home is one of the greatest goals to achieve. “[Real estate has] remained so strong and robust, with record sales across the country.”

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The brand hopes to expand in lower mainland Vancouver, Ottawa, and Montreal. Prospective franchisees are passionate about growth and enjoy the idea of leading, coaching, and helping others succeed and meet their goals. Once onboard, training includes Campus 21 TV, an internal video network of on demand videos, and CENTURY 21 University. Weekly owners’ meetings allow franchisees to glean expert advice from fellow colleagues. As for Charlwood’s advice for future franchisees: “Ask yourself, what makes you different in your local community? What makes you stand out?” He also advises to seek out individuals that will contribute to the office and culture. “Take advantage of the tools available to you, but also put your own personal spin on it to create that culture in your own office. Use the tools and training available to you, and make sure you set time aside each week to learn. You can learn until the last day of your life.”

Learn more at LookforaFranchise.ca

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THE RIGHT MOVES PropertyGuys.com Unlike traditional real estate models, PropertyGuys.com is a private sales network that empowers homeowners to sell their homes on their own time, at their own pace. As the largest private sales network across North America, it boasts 100 locations and continues to grow and expand internationally. And as a perspective business opportunity, the affordable cost of ownership, coupled with a proven and profitable business model and extensive franchisor support, offers franchisees the opportunity to change the way real estate works in their community. When looking at opportunities to expand in 2002, the company settled on franchising as a way to ensure the future of the brand. “Franchising is important because it adds that flavor of local charm to each area,” says CEO Ken LeBlanc. Though the pandemic brought about changes, PropertyGuys.com had already experienced and survived past recessions. As a result, they didn’t need to pivot as much as businesses in other industries. “We were able to go online at a quick pace and continue with business as usual,” explains LeBlanc. “We learned that

people feel more comfortable with online interactions.” In a competitive market, PropertyGuys.com offers exclusive franchising territories, a flexible work schedule, and a team at the ready when help is needed. Successful franchisees are self-starters that take the system and adapt it to build lasting relationships. Once on board, PropertyGuys.com University (PGU) offers an orientation to all new franchisees, followed by nine weeks of training to develop all the skills needed to set franchisees up for success. LeBlanc says that success comes with building networks and relationships, and getting out in the community. “Franchisees should focus on growth and getting listings as a start. From there, it all comes down to becoming a figure in your community, one that can be trusted to have the seller’s best interest in mind.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 37

THE RIGHT MOVES Royal LePage Canada With approximately 19,000 sales representatives across Canada, Royal LePage Canada participates in around one third of real estate transactions in the country. As a seasoned franchisor, it offers innovative technology, tools, training, and support to enhance its franchisees’ productivity and efficiency. Norman Hertzman, vice president of business development, says that owners can also benefit from financial guidance and one-onone consultations to help support business goals. In addition to offering residential real estate franchises, they can also develop a commercial practice within an existing brokerage or as a standalone franchise. With a collaborative, inclusive culture and opportunities for continuous growth, owners are positioned for success. At the onset of the COVID-19 pandemic, Royal LePage converted many of its in-person services into enhanced online offerings and added pandemic-specific support to ensure business could be conducted safely. This support involved training and resources to franchise owners, teams, and individual agents. The pandemic also coincided with the rollout of rlpSPHERE, a digital ecosystem which gives owners the opportunity to automate their brokerage operations. The product provides access to Smart CRM technology, lead generation tools, and more. In addition, a Business Continuity Response Team was implemented to provide support and assess the rapidly changing landscape.

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THE RIGHT MOVES

Franchisee training is offered virtually and in-person, and support includes tools and services to help maximize business and increase productivity and profitability. Dedicated account management routines and consultations help franchisees keep sight of their goals. The company also hosts several leadership events, including a national conference and regional broker meetings, and offers private social channels for daily collaboration, referrals, and sharing of best practices. For franchisees looking to enter the real estate world, Hertzman says a strong understanding of the real estate industry and the market is a must, as well as the ability to build, articulate, and deliver a value proposition that resonates. “The real estate franchise business is largely focused on establishing strong relationships,

and at Royal LePage, franchise owners have access to industry experts, mentors, and network resources to guide them. Successful brokerages are flexible and can embrace change and adapt to new environments, as we have seen throughout the pandemic. Embracing technology and utilizing these tools can also be an effective way to increase your profitability and enhance the services your brokerage provides.”

Learn more at LookforaFranchise.ca

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Franchise Canada November | December 2021 39

THE RIGHT MOVES Sutton Group A commitment to excellence, integrity, and innovation is behind the success of Sutton Group, founded in 1983. With more than 6,000 realtors and 200 offices across Canada, Sutton closes billions of dollars in real estate transactions annually. Like many companies, Sutton redefined the way it does business at the start of the pandemic by pivoting and moving online to conduct video tours, meetings, and remote training. “I think the main takeaway is that you have to remain adaptable, and that you may need to change parts of how you do things, but if you work at it, the business will be there,” says vice president of operations, Rick Taron. “I think that we’ll continue to promote some of the processes that we’ve found beneficial over the past year, while hopefully regaining some of the in-person, face-toface interaction that we feel is a strength of our company.” Thanks to more than 35 years of business in Canada providing national support, branding, and education, Sutton franchisees have access to a host of tools to take control of their business and spend more time doing what they love: selling homes. Through its online training resource, Sutton University, the brand offers self-paced training and webinars that feature top industry trainers. “One aspect of our

company that I feel makes us unique is that we’ve created a tight community atmosphere, where there is plenty of one-on-one support available for our franchisees— whether it's between myself and a franchise owner, or any member of our marketing team helping an individual agent,” Taron says. Despite the pandemic, Sutton’s dedication to franchisees has remained unchanged. “We've had to emphasize the online tools a bit more, but the brand is still going strong, and our community is still there to have each other's backs.” Taron advises perspective franchises to start with an accurate business plan. “It should be realistic and include all the potential successes and failures that may come.” He suggests a five-year plan broken down by the year, quarter, month, and week to keep things on track. He adds that money and income is not always the measure of success. “Finding a good balance in your life is success to me.”

Learn more at LookforaFranchise.ca

Lisa Volpentesta (left), Sutton Group Security Real Estate Inc., Brokerage, Toronto; Rick Taron (right), Vice President of Operations, Sutton Group Realty Services Ltd.

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E C I F F NO O ED REQUIR

s usinesse b d e s a -b d mobile xible franchise n a e m Ho fle urs unique, e id v reprene t o r n p e r o f nities opportu Y GEORGIE BINKS B

As we continue to face lifestyle and business changes from the pandemic, more people are now comfortable with working at home, and the trend is becoming increasingly popular within franchising. Flexibility and comfort are top of mind for many aspiring entrepreneurs who may want to operate their small business from their home office or on the go. Here, Franchise Canada explores four franchises that make it possible to do the job you love from wherever you desire.

Franchise Canada November | December 2021 41

NO OFFICE REQUIRED 1-888-JunkBin When one door closes, another one opens—so the saying goes. And when Canadians were locked down to the outside world last year, they started opening up doors inside their homes and discovered that they owned a lot of junk. Rob Lough, president and founder of 1-888-JunkBin says, “Our actual sales went up. When other people were off work, they were focussing on cleanups and projects around the home. They were doing more work, so we got busier.” The brand was established in 2014. It has one franchise located in Moncton, with a corporate location in Halifax, and is looking to expand throughout Canada. Lough explains that the company offers two revenue streams: full-service junk removal and junk bin rentals. Before the pandemic hit, the franchise’s setup had one employee in a truck delivering a junk bin to customers. The model was changed to be contactless, with all contracts and credit card payments completed over the phone or online. Lough says they’ll stick to that going forward because it saves time. “It probably saves 10 to 15 minutes each delivery and a couple of hours a day [in total].”

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An ideal franchisee should have good organizational skills, and doesn’t mind doing some of their own paperwork and bookkeeping themselves, says Lough. They also need patience. “This isn’t going to be an overnight success.” Franchisees attend a three-day training session in Halifax, then Lough goes to their location for two days during the opening process. After that, head office offers ongoing support. The working conditions are perfect for a mobile or home-based business, explains Lough. “This is a business which, once established, the franchisee can run with a cell phone from anywhere.” He also adds that it’s recession resilient. “There’s always a demand and need for junk bins. During COVID19, that became more evident than ever. It increased our business while other businesses were shut down.”

Learn more at LookforaFranchise.ca

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NO OFFICE REQUIRED

Hickory Dickory Decks At the height of the pandemic, many people couldn’t head out to a patio, so they decided their own backyards were the next best thing. Charleigh Roberts, Hickory Dickory Decks franchise owner in Ancaster, Ontario, says that because of this, the brand “has done extremely well through the pandemic. With so many people at home and not able to travel, the need for home renovations, especially outdoor living spaces, has boomed.” The custom deck-building franchise was started by Tom Jacques in 1987, and today has more than 65 franchises across the country. The uniqueness of Hickory Dickory Decks is the process, established brand, and web presence. Roberts explains, “Right away I began receiving leads from the website, and from there designing and pricing a deck is so simple with the Hickory system that it didn’t take me long to start creating big, beautiful projects for customers.” The main benefit according to Roberts is the flexibility. “Being able to work from home and make my own hours allows me to pick up my kids from school and never miss their sports games, doctors’ appointments,

or school trips.” The business is also seasonal, allowing her ample time off in the winter months. Training and support involve ongoing check-ins with a franchise manager (daily for new franchisees), as well as virtual training sessions. Over the past year-and-a-half, the franchise had to make changes. “We adapted our training to be run remotely, so franchisees can log in on their phones or computers. We learned how to do sales calls and meet customers virtually. With our work taking place outdoors, the physical distancing has not been a concern,” says Roberts, adding that going forward, the franchise expects sales to stay healthy and continue to grow. Roberts advises that an ideal franchisee needs to be organized, offer exceptional customer service, and should stick to the franchise model that’s provided to them.

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 43

NO OFFICE REQUIRED

Metropolitan Movers Metropolitan Movers franchisee Shalin Shah bought his franchise located in Etobicoke, Ontario in September 2019, just a few months before the COVID-19 pandemic hit. Fortunately, because the franchise system is homebased, he was able to run it out of his house. Still, business dropped. “The first challenge was that everything was locked down. Initially, we were getting less commercial business and people stopped spending money,” Shah explains. The brand was also concerned about the safety of

its crew members. “When you go to someone’s house, you have to touch all their belongings,” he says. “Having gloves isn’t completely safe. With masks on our crew members, lifting 50 pounds and travelling up and down the stairs made it very difficult for them to carry heavy items, so they had to go slower.” Metropolitan Movers has been in business since 2010 and has franchise locations across the country. Shah says a benefit to the franchise is that they send him jobs, plus he can look for his own. Franchise owners are also responsible for their own marketing.

GR AZ IE T O OU R

F R A N C H IS EES Proud recipient of the Silver Award of Excellence as well as the Franchisee Choice Designation Award for 11 consecutive years 44 Canadian Franchise Association

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NO OFFICE REQUIRED

While franchisees have been able to work from home with no fixed office costs, they’re also able to work out of head office. In addition to being able to deal with customers and movers by phone or email, customers were also able to do a video call with the movers which offered them a safer option at the height of the pandemic. Shah says training and support from the brand is terrific. “There’s always someone to support you so you won’t get lost. Even if I call after 8 p.m., they’re always [available] and can help me get out of [any type of] situation.”

When it comes to the ideal qualities for a Metropolitan Movers franchisee, Shah says that you should enjoy working with people and motivating them to provide superior service for customers.

Learn more at LookforaFranchise.ca

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Alliance Franchise Brands LLC (MN F-4115) 47585 Galleon Drive, Plymouth, MI 48170, 800-726-9050 This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law.

Franchise Canada November | December 2021 45

NO OFFICE REQUIRED

WP Creations For a parent, there’s nothing quite like the sound of little feet pitter-pattering along the floor as your child comes greet you with a warm smile and a hug. But as every parent knows, kids grow up too quickly. That’s where WP Creations comes in. The brand creates 2D and 3D prints of your baby’s hands and feet (or even your dog’s paws), so that physical memories of your precious little ones can stay with you forever. The system was founded by Debbie Cornelius, a mother who was having a difficulty finding safe materials for creating hand and footprints of her two little girls. Once she figured out how to make them, she devised a work-at-home franchise model to market her business. Today, the franchise has 38 locations in Canada, and licenses in Quebec, the U.S., and the U.K. Cornelius stepped down from her position in 2016, and president and CEO Jamie Berube took over as head of the brand. She says that operating during the pandemic has been an interesting challenge. “Our goal is helping families remember the look and feel of their baby’s hand and footprints, so we updated our mission statement to include how to safely capture precious hands and feet.” In devising a safe way to keep the business going, the brand had to come up with an additional way to operate.

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“We packaged up our materials, put them in a box, met parents curbside to pick up the materials, and helped them to virtually create the moment safely from their home,” explains Berube. “They then dropped the moulds back off, so the franchise’s artist could continue to work on them.” Berube says that going forward, the franchise will offer both in-person and remote services to customers. For franchisees, they offer ongoing virtual training and calls with their business coaches sometimes even on a weekly basis. Franchisees with WP Creations can work at home and make their own business hours. As for advice for success, Berube says, “You have to be a go-getter and be self-motivated to follow the systems and participate in the company. You have to like people and want to be a part of our family.”

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

CELEBRATING FRANCHISING EXCELLENCE

The UPS Store was the winner of the CFA's 2021 Hall of Fame Recognition Award for outstanding performance. See page 31.

Here to Help

How The UPS Store found franchise success through a commitment to service and relationships BY JESSICA BURGESS

David Druker, president of The UPS Store in Canada

he UPS Store brand is instantly recognizable, with franchise locations in communities throughout the country and beyond. Back in the 1980s when the company was originally established, it was called Mail Boxes Etc., a nod to the founding concept of providing folks with a convenient alternative to the traditional post office. “Both the U.S. and Canadian networks were rebranded to become The UPS Store in the early 2000s,” explains David Druker, president of The UPS Store in Canada, adding that there are currently more than 350 franchise locations across the country. “Part of what sets us apart from our competitors is that The UPS Store offers full-service solutions in a selfserve world,” says Druker, noting that the company’s business solutions evolve with customers’ needs. “Most people, especially those involved in small businesses, are looking for a spare set of hands, a way to increase their team or access to resources in a way that’s costeffective and efficient,” Druker notes. This is perhaps more important today than ever, in the constantly changing landscape of the COVID-19 pandemic. “At no other time,” adds Druker, “has it been so clear how wellpositioned The UPS Store is to be that office-away-fromthe-office for our customers.”

Signed, sealed, and delivered “The UPS Store entered into my life much like it does for other people with small businesses; I had an urgent need, and The UPS Store was there to help,” Druker shares. “I was in Florida in 2004 and needed a legal document printed and sent back to Montreal as soon as possible. I used a store in Hallandale, Florida, and was immediately impressed by the engagement and service level.” He adds, “Now, I’ve been involved in franchising since 1993, and I know from experience that often the difference between one business and another is relationships, not price.” Indeed, Druker was so impressed that he decided he wanted to get involved with the company. He acquired the rights for a store in Quebec, moving quickly to gain the rights to the Quebec region. He then acquired the Master Licence for the brand in Canada. From his beginning with The UPS Store as a customer to his place now as president, Druker has continued to believe in the same core business ideal: “Our people and the relationships they build with their customers are the ‘secret sauce’ for The UPS Store in Canada. There’s nothing that we do that people can’t source elsewhere, albeit with less convenience. But it’s the relationships our franchisees have with their customers that keeps them coming back.”

Franchise Canada November | December 2021 47

HERE TO HELP

Adam Rabinowitz from The UPS Store 63 in Toronto, with his son, Ethan.

Community connections One such franchisee is Adam Rabinowitz, who operates a location in downtown Toronto. Rabinowitz began his relationship with The UPS Store by helping a family friend with their business in the fall of 1998. He’s worked with the company ever since, with his first experience in franchising leading him to his current position as a franchise owner. “After many years of working behind the counter, I grew to love the customer interactions and the relationships we built over many years,” shares Rabinowitz. “In 2011, I had the opportunity to take the leap from employee to owner and have never looked back.” He credits the franchising system for providing him with the framework for success while also allowing him to find his own identity as a business owner. While each and every location will offer the same core services and products, “stores will find their niche in the marketplace to build upon the success of the core offerings.” Across the country, that personalized service is something that the brand is proud of, and during the pandemic, the company has been able to adapt to customers’ and franchisees’ personal needs in unprecedented ways. “Rather than any one individual small business owner having to interpret and adapt to protocols, our franchise business consultants were able to provide early and specific direction, so our retail owners knew how to provide their essential services in a manner that was safe for staff and clients,” explains Druker. “The COVID-19 pandemic has only strengthened our position as industry leaders, as our network was deemed an essential service and we were able to stay open for business during lockdowns,” adds Rabinowitz. These safe customer connections have been vital during such uncertain, and often stressful, times.

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48 Canadian Franchise Association

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Strong support systems Just as franchisees support their clients, the franchise’s corporate offices in Canada support its franchisees. “In our industry, our customers have lots of choice, especially in the larger city markets,” shares Rabinowitz. “But at the end of the day, when you see a repeat customer—learning their name, learning about their business and family, and

HERE TO HELP

creating a personal relationship with them—you can provide them with a service they need or a solution to a problem they have, which is very rewarding.” Well-supported franchisees are able to support their customers, and so it’s not surprising when Rabinowitz speaks about his experiences of camaraderie with other franchisees and with head office. “Whether it’s approving or helping with creative material for in-store marketing, or answering operations-related questions, head office is always an email away and are quick to respond. This is a fantastic asset to have when operating the business.” “We like to say that when it comes to The UPS Store, customers come for the recognizable brand but return for the people,” Druker adds, noting how important it is to head office that franchisees feel supported so that they can best serve their clients. This kind of personal, reliable support has never been more important. “To our network of locations, the designation of being an essential business ensured that our retail owners and their families were still able to open and operate their businesses. For our customers, though, whose workforces were now working remotely, our services ensured that their businesses were able to adapt and continue operating,” explains Druker. Looking forward The UPS Store is the largest retail copy, print, and shipping outlet in Canada, Rabinowitz says, and because it follows the franchise model and is owned and operated by private individuals who have vested interest in the business, there is “a strong network of stores, which has only strengthened our reputation as leaders in the industry.” For those interested in becoming a part of this network, Druker advises that, “An ideal candidate is someone who loves working with people and who’s willing to be active in their local community, someone who can follow a system but has an entrepreneurial spirit.” “There’s enough structure to provide you the right framework for success,” says Rabinowitz, who notes that such guidance has provided stability when it matters most. “My experience as a franchisee has been nothing short of great,” he adds.

Druker’s description of an ideal franchisee speaks to the company’s core mission, and the reason he became a part of The UPS Store himself: “Someone who wants to work within the business model that we’ve developed over the years, and someone who knows what it feels like to be in need of support and is willing to deliver on that need.”

Learn more at LookforaFranchise.ca

LOVE YOUR JOB AGAIN. • Be your own boss • Work outdoors • Enjoy great job satisfaction • Be supported by Canada’s largest deck franchise

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Franchise Canada November | December 2021 49

WHAT YOU NEED TO KNOW ABOUT FRANCHISING YOUR BUSINESS Explore Franchise Canada’s ongoing video series featuring clips from legal, finance, marketing, and franchise experts

f you have a business that you’d like to turn into a franchise system, you should know that there are many moving parts to consider beforehand. As part of this process, you should educate yourself on the items that you’re required to cover—financial, legal, marketing, and more—in order to turn a business into a franchise. Look no further than Franchise Canada for tips and advice from experts in the industry about how to franchise your business! Join us as we share easy-to-follow video clips from legal, finance, marketing, and franchise experts who answer burning questions about how to grow from one unit to beyond in your new franchise system. To keep up with expert advice on franchising your business, tune in to FranchiseCanada.Online every Thursday for new videos.

Why Is It Important to Create a Detailed Business Plan and What Should My Plan Include? John Leavitt, Partner, BDO Canada LLP Doing a good job with financial modeling helps you to assess if any financing is required by both the franchisor or the franchisees and for how much.”

50 Canadian Franchise Association

What Were Some of The Challenges You Faced When Franchising Your Business? Robert Bruski, CFO, Ctrl V

What Are the Steps in Franchising My Business? Marietta Snetsinger, Founder, Ascend Franchise Solutions

Franchising is 100 per cent a people game. And if you want to take your company from one million to 100 million, it has to be about the people—having the right people in the right seats.”

Being able to accurately identify who is a good franchisee for you, [can be done by] having a step-bystep qualification process so that you can easily identify who is going to be a good fit, and marketing to find those.”

www.cfa.ca | www.FranchiseCanada.Online

NEW MEMBERS ACROSS CANADA

Meet franchise brands that have recently joined the Canadian Franchise Association (CFA) Investing in a business is a big step for any aspiring entrepreneur, and franchising can offer established support and guidance throughout the daunting process. With hundreds of successful and well-known franchises to choose from in Canada, it can be tricky for prospective franchisees to know where to start. That's why it's important to look out for CFA member brands. As members of the CFA, franchises voluntarily pledge to uphold the CFA's core values of excellence in franchising through the CFA Code of Ethics. This ensures that members are dedicated to helping everyday Canadians realize the dream of building their own business. Here, you'll find some new CFA member franchises that are building these dreams across a variety of industry categories including food service, early childhood education, health and beauty, home improvement, and more!

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NEW MEMBERS ACROSS CANADA

911 Restoration 911 Restoration doesn’t just see itself as a water damage restoration franchise, but as a group of compassionate, hard workers who strive to make a difference in people’s lives. The restoration industry is recession-proof and valued at $210 billion. There will always be a demand for the services that 911 Restoration provides, which include water and fire damage restoration, mold remediation, disinfection, and more. Franchisees who join 911 Restoration not only become part of a top-ranked restoration company, but also become part of the brand’s Fresh Start Family. This partnership model, centered around the success of franchisees, provides a low initial investment, fast ROI, exceptionally high profit margins, and a fulfilling career assisting homeowners through one of life’s most devastating occurrences.

Learn more at LookforaFranchise.ca

Based in Vaughan, Ontario, Aquastream Swim School is a devoted swimming school that offers year-round swimming lessons for kids and adults. With a professional team of instructors who are accredited by the Canadian Red Cross, it offers programs designed for children aged six months to 18 years old, as well as adults. Aquastream Swim Schools are newly constructed facilities that come equipped with the latest technologies to provide the highest quality swimming lessons and an exceptional customer experience for caregivers. As a new franchise system, the required investment is low, and franchisees have the potential to make a difference in the lives of customers through a love for swimming.

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Founded in 1996 and franchising since 2007, Always Best Care Senior Services offers a combination of non-medical in-home care services and assisted living placement services. As members of the baby boomer generation are more inclined to remain independent and age in their own homes, the need for senior care services will experience unprecedented growth. Franchisees with Always Best Care are provided three revenue streams to serve patients, allowing them to maximize revenuemaking opportunities. They also benefit from low startup costs and protected referral sources so each franchise owner can serve customers both inside and outside their defined territories. The brand’s recent expansion into Canada means prime territories are available for franchise investors.

Learn more at LookforaFranchise.ca

Aquastream Swim School

Learn more at LookforaFranchise.ca

Always Best Care Senior Services

Azkadenya Azkadenya is a fast casual restaurant brand that serves up authentic Mediterranean cuisine. The name translates to “delicious world.” Menu items include shareable Mezza, signature plates, wraps, salads, and desserts, delivered in a neo-retro setting that’s inspired by Mediterranean style and advertisements from the 1950s. The franchise concept currently has 11 locations across the Middle East and is now opening throughout Canada with the launch of its franchise program. Azkadenya is actively looking for high caliber, like-minded franchisees who share the brand’s values, including a passion for a “delicious world” and good food.

Learn more at LookforaFranchise.ca

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NEW MEMBERS ACROSS CANADA

Bluekey Education Bluekey Education specializes in helping post-secondary students of all ages to excel academically using the OnlineMerge-Offline (OMO) learning approach, a hybrid infrastructure desirable for both teachers and students in the post-COVID-19 era. As a higher education tutoring franchise company, it offers a wide range of university course tutoring (including one-onone), test preparation, career pathway services, and more to students across Canada. Franchise owners with Bluekey are expected to have three ideal qualities: a commitment to building community and upholding Bluekey values, business acumen and/or experience, and the financial strength to open a franchise. Benefits of franchising include being part of a high-demand industry that’s continuously growing, joining a proven and experienced leader in educational innovation, and seeing first-hand the positive impact that the brand makes on students’ lives.

Learn more at LookforaFranchise.ca

Boardwalk Fries Burgers - Shakes Inspired by the legendary fries on the world-famous Ocean City Boardwalk, Boardwalk Fries - Burgers - Shakes started operating in Canada in 2014. The brand brings the sights, sounds, and tastes of the boardwalk experience to communities across the country. Franchising with Boardwalk Burgers provides benefits including extensive initial and ongoing training, financing programs through major lenders, diverse menu offerings, low start-up costs, hands-on real estate and construction support, and more. Franchisees are expected to have a strong business acumen and desire to run their own business, as well as excellent leadership and customer service skills, an entrepreneurial spirit and passion, previous restaurant or retail experience, and a strong desire to succeed in the fast casual restaurant industry.

Learn more at LookforaFranchise.ca

British Swim School

Butterchick

As Canada’s premier “learn-to-swim” program, British Swim School offers water survival and stroke development instruction to infants, adults, and of course, all ages in between. For 40 years, the brand’s highly trained instructors have used their gentle and effective aquatics program to educate tens of thousands of students in water safety and survival.

Butterchick is a quick service restaurant that serves up fast casual Indian food inspired by authentic street food from India. The brand operates with a “no-chef” model, eliminating the need for highly skilled kitchen labour while still serving highquality Indian dishes to guests.

Benefits of franchising with British Swim School include a low initial investment, access to a reputable aquatics program, operating a business with a purpose, full training and support from head office, and an easily scalable business model. There are six steps to ownership with the brand: get in touch, conduct an overview call, explore the business model, review the Franchise Disclosure Document, meet the team, and get awarded a franchise!

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The training team at Butterchick ensures that new franchisees are equipped with the knowledge and tools needed to operate their business. Training is provided in areas including operations, real estate, construction, marketing, supply chain, and financing. Additionally, franchise owners will learn about every aspect of the brand’s operation including food preparation, basic management, recruiting and retaining staff, and delivering exceptional customer service.

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Carbone Restaurant Group Founded in 2010, Carbone Restaurant Group capitalizes on the rapidly growing pizza industry. The Carbone group developed FAST FIRED by Carbone, a fast-casual pizza brand that focuses on quality, customization, and convenience for customers. The brand is poised for growth and is in the process of opening 100 FAST FIRED locations across Canada, the U.S., and Australia over the next five years. The FAST FIRED brand guides franchisees through every step of the way to owning their own fully operational franchise location, with the option of investing in a turn-key restaurant location that’s operated on behalf of the franchise partner. Initial support includes location selection, training for franchisees and their staff, and ongoing resources as needed.

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Crayola® Imagine Arts Academy™ encourages children to embrace their creative spirits through art projects after school, at camp, or at a birthday party. With more than 20 franchise units across North America, the brand is rapidly expanding with the mission to educate children through art, teaching real-life skills like creativity and critical thinking. Benefits of franchising include joining a proven franchise model with an adaptable business structure. Franchisees are provided comprehensive training, business growth and development, and ongoing support throughout their business journey. Crayola® Imagine Arts Academy™ is under the 2inspire umbrella along with Mad Science, which focuses on Science, Technology, Engineering, and Math (STEM) subjects for kids.

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Back in 1927, Chaiiwala was created by its founder, who sold his first cup of chai on the streets of Delhi. Decades later in 2015, Chaiiwala of London was born as the next generation of the Chaiiwala family took their great grandfather’s recipe to the first store located in the United Kingdom. Today, the brand serves South Asian food and drinks to guests at their many franchise locations. Chaiiwala is looking for franchisees who share its vision, passion, and ambition for striving to meet business goals and objectives. Franchise owners are provided a tailor-made program that meets their every need through the business startup process, including store location scouting, design and fitting, staff training, and sales plans.

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Crayola® Imagine Arts Academy™

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Chaiiwala of London

Crest Kitchens Crest Kitchens is a takeout-only concept that’s perfect for both younger demographics of franchise owners and busy families looking for a business opportunity. The brand offers variety, convenience, and value with four menu options under one roof: The Fish & Chip Shoppe, Perogies and Poutine, Sandwich Chef, and Wing Shack. The benefits of franchising with Crest Kitchens include but are not limited to: an ability to adapt to changes in consumer trends, a varied menu that caters to a wide range of customers, a turnkey business opportunity, hands on training and support, purchasing power for competitive pricing, an in-house construction team, and opportunities for growth and multi-unit ownership.

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Deka Lash As an international retail beauty company that specializes in eyelash extension services and products, Deka Lash operates with the goal of making guests look and feel their best. Eyelash extensions are one of the easiest ways that customers can improve their overall confidence and beauty, and are becoming an increasingly popular trend in the beauty community. Investing in the Deka Lash brand means joining a $62 billion eyelash extension industry, as of 2016. The health, beauty, and cosmetic industry has proven to be recession-proof and attracts members of all generations! Deka Lash offers support in marketing, training, operations, site selection, construction, and more, and is committed to excellence by hiring experts with prior franchising experience.

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Doughbox Wood Fired Pizza & Pasta Doughbox Wood Fired Pizza & Pasta has mastered its signature pizza dough, sauces, and dressings, offering extraordinary flavours. The brand has revolutionized the pizza game by utilizing the speed and flavour profile from a wood fired oven, while also encouraging its guests to create their customized "masterpiece-a." With an "Unlimited Pizza" menu option and more than 50 toppings to choose from, the flavour combinations are endless. Plus, with its authentic pastas and fresh salads, Doughbox has something to impress everyone. Franchising with Doughbox offers a variety of benefits including delivering a gourmet product, effective and coordinated advertising, negotiated supply agreements, a comprehensive training program, site selection and lease negotiation, and the opportunity to be part of a fast-growing and innovative brand in the incredibly popular QSR pizza industry.

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East Side Mario's

Egg Club

Canadian-owned and -operated East Side Mario’s is a casual full-service restaurant specializing in authentic and accessible Italian food. The menu aims to capture the heart, energy, and spirit of Italy, all while delivering great value for customers. The brand is known for its fun atmosphere, generous portion sizes, and All-You-Can-Eat Soup, Salad, and Garlic Homeloaf. Opened in 1987, today it has more than 60 locations across Canada.

Egg Club offers fast food egg sandwiches that can be enjoyed for breakfast, brunch, or lunch. Sandwiches are served up on a fluffy Japanese milk bread called Shokupan, elevating the everyday egg sandwich. The menu includes eight varieties of the signature sandwich with fillings like creamy corn salsa, bacon and cheese, BLT, and guacamole, as well as side dishes and beverages.

Franchisees are offered eight weeks of initial training, and as part of the Recipe Unlimited family of brands, benefit from a competitive advantage in purchasing, real estate, construction, marketing, information technology, and more.

With affordable prices, customers can enjoy Egg Club every day. The brand provides a welcoming space for franchisees to serve their guests in. It operates with the mission to serve customers the best quality products while making a positive impact, and each individual franchise location sponsors a child in need.

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Fionn MacCool's

FirstLight Home Care

Inspired by a trip to Ireland, Fionn MacCool’s first opened its doors back in 1996 in Hamilton, Ontario, and has since expanded across Canada. Drawing on the Irish tradition of “craic”—a culture of hospitality found in local Pubs—Fionn MacCool’s has carved out a niche as a neighbourhood pub known for its warm atmosphere, live music, perfectly poured pints, and great food.

As a top-rated home care provider, FirstLight Home Care offers affordable and high-quality services for companion care, personal care, Dementia care, and respite care. It also provides care for seniors who choose to age in place at home, as well as adults aged 18 or older in need of support for their daily lifestyle. With more than 350 locations across Canada and the U.S., the brand has achieved steady growth since opening its first location in 2010.

Build time for new restaurants is five months. Restaurant conversion and hotel conversion opportunities are also available. As part of the Recipe Unlimited family of brands, Fionn MacCool’s franchisees benefit from more than 50 years of franchising experience and $3.5 billion in system sales.

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FirstLight Canada is now on a mission to open 150 more franchise locations across Canada, offering franchisees and their employees the benefit of comprehensive training, flexible schedules, a safe environment, and the opportunity to make a difference in the lives of clients.

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FRESH Healthy Café

Fur Bar

The FRESH Healthy Café quick service concept offers healthy, fast-casual food with dining room seating, carryout, delivery, online and app ordering, and catering options. FRESH specializes in serving customers clean smoothies, fresh squeezed juices, and nutritious meals such as protein bowls, wraps, salads, paninis, and soups. It also offers gluten free, vegan, plant-based protein, and dairy-free options.

Fur Bar provides pet grooming salon services and a day spa that pampers pets from top to tail. Services offered include a full groom, cat grooming, puppy or kitten package, de-shed package, de-skunk package, de-greaser, and more for our furry best friends who deserve the utmost care and attention.

Ideal franchisees with Fresh Healthy Café are collaborative and energetic entrepreneurs who are hungry to make a difference. As a leader in the healthy, fast-casual food industry, it operates under a scalable system that ensures a successful launch with years of rapid growth. Opportunities are available for unit and multi-unit franchises, master franchises, and co-branding franchises.

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Founders Noah Aychental and Rachel Dombrowsky have more than 30 years of Canadian franchising experience, and can offer the tools franchisees need to succeed in the pet care industry. Franchisees are provided a turn-key professional advantage as well as ongoing support from head office in marketing, merchandising, product selection, procurement, store build out, and much more along the way.

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Fuwa Fuwa Japanese Pancakes Tasting like a delicate balance between a soufflé and a traditional pancake, soufflé pancakes are soft, bouncy, and light. Originating from Japan, handcrafted soufflé pancakes are traditionally served at weddings and other celebrations, but have now evolved to become a treat for every occasion—from breakfast to dinner, and everything in between. The franchise concept at Fuwa Fuwa is a proven transferable operating system that’s designed to ensure quick service while offering high quality products efficiently to customers. Franchisees may be young entrepreneurs with the mission of providing happiness through unique products. They join a group a young professionals who are passionate and experienced in business operations, with full support from the head office team.

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Guac Mexi Grill Guac Mexi Grill is committed to delivering delicious Mexican food that’s natural, unique, and made without preservatives, served up in a friendly and cozy atmosphere to communities across Canada. Menu items and ingredients are made from scratch in-store every day, including the salsas, sauces, and guacamole served alongside burritos, tacos, quesadillas, nachos, and more. Not only is the food at Guac Mexi Grill unique; the brand’s franchise opportunity is too. Franchisees join a positive, joyful environment that carries all the way, from the food to the atmosphere that it’s served in. The brand’s approach to franchising offers lower investment costs than most restaurants, as well as hands-on training and support every step of the way.

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The HandyForce

Handyman Connection

The HandyForce is a home repair and renovation company that operates with the mission to provide unparalleled customer service through dedication and a commitment to quality and honesty. As a brick-and-mortar business, customers can always expect service from friendly, outgoing professionals who have an eye for detail and a passion for craftsmanship, treating property with utmost respect.

Handyman Connection specializes in small- to medium-sized home improvements, repairs, and remodeling projects. The brand provides services including carpentry, flooring, electrical, remodeling, plumbing, painting, maintenance, and more.

Franchisees with The HandyForce benefit from low startup costs and a business that requires little to no industry experience, allowing for a great work-life balance. Ideal franchise owners are those who are business-minded and looking to purchase a business in the Greater Toronto Area. Benefits include a ground level opportunity with potential for more lucrative territories.

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As a home improvement franchise concept for more than 25 years, the brand prioritizes equipping its franchisees with the skills, knowledge, and tools to grow their business. Franchise owners are provided the highest brand standards including as much information and education as possible to help them grow and evolve within an ever-changing business industry. Franchisees join a brand that’s known and trusted throughout North America and has a proven business model that increases their chances of success.

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Il Fornello Restaurants Since 1986, Il Fornello Restaurants have served wood-oven baked pizza to Torontonians, garnering an overwhelmingly positive response. The brand has always prioritized providing guests with the highest quality food and service possible, while also anticipating and adapting to evolving food preferences and sensitivities. As the first Italian restaurant to offer gluten-free pizza and pasta, Il Fornello has an extensive vegan menu to satisfy guests of all appetites. With successful corporate and franchise locations in Toronto, Ajax, Richmond Hill, and Oakville in Ontario, Il Fornello is poised for more growth across the GTA. Franchisees receive complete training and ongoing support from the franchise team who have more than 100 years of combined hospitality experience.

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Celebrating the diversity and rich heritage of Indian cuisine has been key to Khau Gully’s success since 2018. The words “Khau Gully” translate to “eating street,” which is an integral part of the culinary scene in India. Its menu is full of Indian food that's authentic to the core and prepared with fresh, local vegetables, ethically sourced proteins, and exotic seasonings. Franchise partners with Khau Gully are expected to collaborate with the brand’s innovative and unique approach that makes the restaurant such a special experience for guests.

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The first KELSEYS opened in 1978 and was founded by three Canadian brothers who were inspired by their frequent road trips south of the border. The brand specializes in traditional roadhouse fare elevated with a modern touch, including “twohanded sammies” packed with fillings, extravagant burgers, and chicken wings, among more specialties. KELSEYS is part of the Recipe Unlimited family of brands, which includes 11 food service brands and boasts more than 50 years of franchising experience. Franchisees benefit from a competitive advantage in purchasing, real estate, construction, marketing, information technology, and more.

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Khau Gully

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KELSEYS Original Roadhouse

Little Kids Daycare Center Since opening its first location in 2002, Little Kids Daycare Center has grown into an award-winning childcare centre with multiple locations. Founder Debbie has a background in working with children and families, allowing her to implement an enriching curriculum into a nurturing and educational environment. Franchisees receive support from Debbie and the Little Kids Daycare Center team in training, licensing, build-out, location scouting, and operations. The brand provides decades of experience and a turnkey business opportunity. The Ontariobased brand provides franchise owners with updates on relevant changes within the industry, while striving for guidance, support, and encouragement within the franchise.

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Lucullus Bakery

Mad Radish

As a Hong Kong-style bakery that specializes in Asian breads, desserts, and beverages, Lucullus Bakery originated in 1991 and today has three locations in Markham and Richmond Hill, Ontario. Franchise opportunities are currently available across the GTA as the brand expands its strategic locations.

Mad Radish Gourmet Fast Foods is a family of brands on a mission to elevate fast food and transform the way people think about healthy eating. Its namesake restaurant, Mad Radish, offers internationally inspired bowls, salads, sandwiches, smoothies and craveable desserts. At Luisa’s Burritos & Bowls, you’ll find hand-crafted burritos made with fresh, South American inspired ingredients. Every amazing meal starts with great ingredients, and it takes sourcing very seriously. The flexitarian menu has something for everyone and is customizable for every diet.

Franchisees with Lucullus Bakery are responsible for ordering raw ingredients from the head office commissary in order to bake products fresh inside the store. The franchisor provides direction with menu items, methods, and new products, as well as with processes that are standardized with equipment and proper training for franchise owners.

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Mad Science For the past 35 years, Mad Science Group has encouraged children to spark imaginative learning through its enriching concept that spans more than 160 locations worldwide. It offers after-school programs, summer camps, workshops, birthday parties, and special events that focus on STEM subjects for curious children. Benefits of franchising with Mad Science include joining a proven franchise model in the fastest growing segment of STEM programs, and the freedom to be your own boss while making a difference in children’s lives. Mad Science is part of the 2inspire umbrella that also includes Crayola® Imagine Arts Academy™, which focuses on encouraging children to embrace their creative spirits.

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The Mad Radish culture is people-centric and values performance and passion in all its team members. Prospective franchisees who operate with high standards and always strive to achieve the greatest results, will join a world class leadership team and thrive in this innovative and growth-focused company.

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Mattress by Appointment Canada As a unique franchise opportunity with no franchise fees or royalty fees, Mattress by Appointment Canada allows owner-operators to set their own schedules weekly through appointments made with clients online and over the phone. The brand offers mattresses from a variety of well-known brands and with different mattress types, including a mattress in a box. Franchising with Mattress by Appointment Canada is the ideal opportunity for business owners looking to balance their work and family life, earn an above average income, and obtain job security. A Mattress by Appointment franchise is also perfect for those in need of a new career opportunity. The franchise team is committed to ensuring that every new dealer is set up for success, by sharing best practices every day through focused and dedicated communication efforts.

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Maverick’s Donuts Maverick’s Donut opened its first small location in the heart of central Ottawa in 2016, then spent four years refining its recipes and building a name for itself as the “Maverick” of the donut world. During the COVID-19 pandemic in 2020, the brand refined its concept and opened its first suburban locations in the west end of Ottawa. The Maverick’s Donuts team prioritizes franchise owners and understands that feeling secure in owning a business comes from being prepared. Franchisees are provided the information, tools, and resources needed to succeed, and receive a dedicated support officer to guide them through the opening of their franchise, as well as a franchise business coach along the way.

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Mike Holmes Inspections Professional contractor and TV Host Mike Holmes started Mike Holmes Inspections 12 years ago with the goal of helping homeowners see the real value of home inspections that are completed to the highest standards. Mike Holmes Inspections is looking for franchisees across Canada who know the value of third-party inspections and are passionate about protecting homeowners. Franchisees receive ongoing support in areas including operations, booking and scheduling, finance and accounting, marketing and communications, hiring and employee development, and more. Ideal characteristics include being a business-minded entrepreneur, a current home inspector, and/or a skilled tradesperson in the industry.

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Mint Maids

Montana's BBQ & Bar

As a new and fresh home cleaning business, Mint Maids is disrupting the home cleaning industry with a cool spin on getting clean. The brand has leveraged technology to create a system that meets the needs of operators and their clients.

Montana’s BBQ & Bar is the home of Canadian barbeque, with more than 100 locations across the country. As a casual restaurant perfect for all ages and all occasions, Montana’s has a relaxed atmosphere and friendly environment that makes it a great place to connect with friends and family. The brand is known for its famous fall-off-the-bone ribs, which are smoked in-house, and also serves a variety of 100% Canadian Beef steaks, burgers, and comfort food favourites.

Franchisees with Mint Maid benefit from the freedom of running their business from the comfort of their home office, while letting technology handle tedious daily operation tasks. As an added benefit, franchise partners don’t need to work evenings or weekends since cleaning is done during business hours. Ideal characteristics of a Mint Maid franchisee include an entrepreneurial spirit, drive to succeed, positive leadership energy, and emphasis on good customer service that encourages recurring revenue from clients.

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As part of the Recipe Unlimited family of brands, franchisees have a competitive advantage and access to more than 50 years of franchising experience. New restaurant build time is five months, and restaurant conversion opportunities are available.

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National Mattress Outlet Plus+ National Mattress Outlet Plus+ does things differently than the average mattress retail store. The brand offers affordable and honest prices, with salespeople who are trained to educate customers on the kind of mattress they need that fits within their budget. Each National Mattress Outlet Plus+ franchise is designed to elicit a response from customers along the lines of, “Wow, I didn’t expect THIS!” With little overhead and minimalist-look outlet stores, franchisees benefit from a cost-effective and efficient business structure. Franchise owners aren’t limited to owning just one location and are offered the support to develop a network of locations within neighbouring territories to expand customer outreach.

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Original Joe's Restaurant & Bar With its slogan, “Down to earth and down the street,” Original Joe’s is Western Canada’s choice for a comfortable and friendly neighbourhood restaurant experience. The menu features fresh-made comfort food classics like burgers, sandwiches, and poutine, as well as entrees and appetizers incorporating global flavours. The bar offers a selection of craft beers, an approachable wine list, and classic cocktails. Franchise owners receive abundant training and support from head office, and join the Recipe Unlimited family of brands, which has achieved $3.5 billion in system sales across 12 franchise brands.

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NHance Quebec NHance was created as a franchise system that specializes in the finishing and renewal of hardwood floors, and today has grown to include the finishing of cabinetry, furniture, and woodwork in homes. The services offered by NHance Quebec range from cabinet renewal to commercial floor renovation, with specific attention to detail using fast and convenient techniques. Franchisees with NHance Quebec are provided intensive training at head office, followed by a one yar “N-Gage” personal business coach who’s assigned to each franchisee. After that, franchise owners can expect ongoing training and support from the corporate team to uphold the growth and high standards of the brand.

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Philthy Philly’s Cheesesteak & Poutinerie Born in Newmarket, Ontario back in 2014, Philthy Philly’s Cheesesteak & Poutinerie brings the flavour of the Philly Cheesesteak to Canada. Menu items include Philly Cheesesteaks, Philthy Poutine, chicken sandwiches, burgers, pulled pork sandwiches, and more. Today, there are 17 Philthy Philly’s locations in and around the GTA including in London, Whitby, Barrie, and Hamiltion, and is striving for growth across the country.

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Les Rôtisseries Piri Piri

Rabba Fine Foods

Les Rôtisseries Piri Piri is a revolution in the quick service restaurant industry, offering good, fresh food that’s prepared quickly in front of customers. The brand delivers real, home style food made with authentic flavours and has become a hit for customers in Montreal. With 10 years in business, five rotisseries in operation, three locations under development, and three franchises in the pipeline, Piri Piri is expanding in its immediate region and is ready for expansion across Canada.

Rabba Fine Foods is a small, specialty grocery store that operates under the Rabba banner. Stores are open 24 hours a day and function as the neighbourhood marketplace, stocked and ready to serve customers. The brand was founded in 1967 and today has more than 30 stores throughout the Greater Toronto Area, with more locations coming soon.

Ideal franchisees with Piri Piri will appreciate its authentic food and believe in the concept of fast food as a real business opportunity. Franchise owners should be ready to operate a restaurant that hosts a unique franchise concept and makes a difference for every customer that walks in the door.

Every Rabba store is designed to offer a wide selection of products comparable to large supermarkets, but with the attention and detail of a small grocery store. Franchises offer product selections including produce, deli items, meat and poultry, bakery sweets, flowers, freshly prepared foods, and more, making for a unique and rewarding opportunities for franchisees.

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RAPiZZA

Revive Fitness

The name RAPiZZA is a fusion of the words “Rapid” and “Pizza,” representing quick pizza service that’s delivered with a fusion of flavours for guests. Flavours come from countries including India, Korea, Japan, Mexico, and the Middle East, served up with the art of Italian pizza baking. The brand was launched in November 2020 and has since grown to seven stores throughout Ontario, even throughout the COVID-19 pandemic.

Revive Fitness is a group fitness facility model built on a commitment to health and overall well-being. Members are lead through 30-minute high-intensity training classes, to the beat of up-tempo music, all with the encouragement and assistance of a trainer. Unlike many fitness clubs and big box gyms, Revive has no mirrors and provides a night club-like atmosphere. Addressing all aspects of members’ health, it incorporates plans that address nutrition and sleep as well as physical exercise.

RAPiZZA is a 100 per cent turnkey franchise model that’s focused on increasing profit margins and ease of operation for franchisees. Benefits include an in-house dedicated marketing team and guidance and expertise from the founding members. Head office provides complete assistance with site selection, lease negotiations, contractor selections, permits, and more.

Fitness members also receive a free online membership and can stream workouts from anywhere. Revive’s locations also use industry first ultraviolet-C (UVC) light to sanitize in between classes, which destroys 99.9 per cent of airborne and surface bacteria.

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Score Pizza

SnapHouss

Score Pizza prides itself on delivering a craveable experience to guests, serving up customized stone fired pizzas made to order. Customers can build their own pizza, choosing unlimited toppings from an array of sauces, cheeses, meats, veggies, and finishes, all for the same price. The menu also includes sandwiches cooked in the stone fired oven, fresh salads, beer, and wine. Gluten-free and vegan options are also available.

Behind the fast-growing success of Snaphouss is a family of leaders changing the real estate industry one click at a time. With the ever-growing real estate market, Snaphouss aims to serve every digital content marketing solution required to sell homes faster and over asking price with unlimited photos, cinematic videos, 3D virtual tours, floorplans, aerial/drone photos and videos, and virtual staging.

The brand looks for community-focused franchise partners with an entrepreneurial mindset. Franchisees benefit from the founders’ extensive experience in restaurant franchising, and have access to social media advertising and marketing support, a comprehensive six-week training program, in-house site selection and lease negotiation support, a grand opening package and launch campaign support, and more.

As a Snaphouss franchise partner, you don’t have to lay a finger on processing of any of the content. Other key benefits of franchising with Snaphouss include fees as low as $9,900 per territory, hands-free online marketing, low overhead costs, a home-based operational model, freedom to set your own work schedule, and more. No photography experience is needed, and all training is provided through an intuitive virtual training portal.

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Stallion Movers Helping to ease the stress of moving, Stallion Movers specializes in seniors’ moving. The team of professional, highly trained, and compassionate technicians are equipped to handle even the most complicated moves. Stallion Movers seeks to change the moving industry by focusing on a positive customer experience. That change begins with hiring a team of relocation specialists and technicians who have a customer-oriented approach, and are paid above industry standard wages with benefits. Franchisees benefit from a network of partnerships within seniors’ homes and retirement communities, a strong brand reputation, proven template, and training. In addition to seniors moves, other income stream opportunities include home and office moving, deliveries, warehousing, pod rentals, and more.

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State & Main Kitchen + Bar Since opening in 2012, State & Main Kitchen + Bar has been serving cocktails, craft beer, and re-imagined twists on classic cuisine. The menu features scratch-made burgers, sandwiches, bowls, and premium grade steaks. The atmosphere is inviting and easygoing acting as a perfect setting for good times with old friends and new acquaintances. State & Main is part of the Recipe Unlimited family of brands, which includes 11 food service brands and boasts $3.5 billion in system sales. Franchisees receive access to a large support system of other franchise partners and corporate operations experts, as well as higher sales and profitability potential alongside decreased expenses due to Recipe's purchasing power, and much more.

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Steamoji Education

St-Hubert

Steamoji is a maker academy for children that helps prep youngsters for the future by focusing on STEAM (science, technology, engineering, arts, and math) subjects. The 400-hour Build to Solve curriculum focuses on five subject pathways—fabrication, physical computing, engineering, digital arts, and applied design—to train future builders, makers, inventors, and entrepreneurs.

Founded in Montreal in 1951, St-Hubert has been a landmark in Quebec for more than 65 years, known for its juicy, slowroasted chicken and barbeque sauce. The brand now has 128 locations throughout Quebec, Ontario, and New Brunswick. Two types of restaurant opportunities are available under the StHubert brand: traditional rotisseries which offer a dining room, resto-bar, and children’s corner; and Express rotisseries which provide quick service at the counter with a sitting area. Both have take-out, drive-thru, and delivery services and terraces.

Franchising with Steamoji means becoming a part of an emerging category in childhood education with high potential. Seventy per cent of top jobs require STEM education, and many parents feel these subjects are not adequately addressed in schools. Steamoji offers a way to fill this gap with the help of a proven, optimized franchise system.

Franchisees with St-Hubert complete a comprehensive 15-step training program as part of the Recipe Unlimited family of brands. They also receive access to resources that help with purchasing, real estate, construction, marketing, information technology, and more.

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Summit Property Group

Swiss Chalet

Offering property management services for municipal, government, commercial, and public sector facilities, Summit Property Group is leading the industry in building maintenance and integrated facility solutions. The brand offers full-service property management, using a “one-stop shop” approach to deliver a wide range of services to clients: landscape and snow management, junk removal, parking lot maintenance, building repairs, janitorial services, security, and more.

Swiss Chalet has been serving its famous rotisserie chicken to Canadians since 1954. Known for its Quarter Chicken dinner, dry-rubbed pork ribs, and iconic Chalet sauce, the brand is well-loved and has more than 200 locations across Canada.

Summit offers a crisis-proof, sustainable model for franchisees, and is ideal for either newcomers to the industry wanting to start their own business or owner-operators of similar concepts who are ready to diversify their product offerings. Franchisees receive training, field and operational support, marketing guidance, and an exclusive territory.

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Restaurant conversions with the brand are available, as well as Harvey’s and Swiss Chalet combo options. Franchisees benefit from a competitive advantage in purchasing, real estate, construction, marketing, information technology, and more, as part of the Recipe Unlimited family of brands.

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NEW MEMBERS ACROSS CANADA

TO's Kathi Roll Eatery Holy Shakes T.O.'s Kathi Roll Eatery - Holy Shakes offers a franchise opportunity with two unique brands in the same location. T.O.’s Kathi Roll Eatery is well known for its modern Indian fusion food including burritos, Punjabi style tacos, platters, butter chicken mac 'n cheese, mash-up poutines, and much more. The trendy food targets millennials and Gen X, Y, and Z customers. Holy Shakes features a fun and creative milkshake and dessert bar, with more than 100 different milkshake flavours, including fruity and freaky shakes prepared with cake and cheesecake slices. Dessert items include cake slices, decorated waffles, ice cream, and more. These two unique brands, where savoury meets sweet, are presently expanding in the Ontario, Alberta, and British Columbia markets.

Learn more at LookforaFranchise.ca

Valenta Franchise Canada Valenta Franchise Canada is a business consulting franchise that provides specialist services in process optimization, digital transformation, and virtual staffing. Valenta delivers the operations while franchise partners focus on business acquisition, creating a unique business model where you can work on your business, not in your business. Franchise partners benefit from low set-up costs, the flexibility of small business ownership, and the recognition and international network of a global brand. Valenta Franchise Canada offers world-class training and support, and franchise owners are able to develop their franchise part time until it becomes highly profitable.

Learn more at LookforaFranchise.ca

uBreakiFix uBreakiFix is a leading tech repair provider offering professional repair services for almost anything with a power button—from smartphones and computers to game consoles and drones—at more than 710 locations across Canada and the U.S. uBreakiFix even serves as an authorized repair provider for select devices, including Samsung Galaxy and Google Pixel smartphones. uBreakiFix franchisees benefit from partnerships with renowned tech companies, lower costs from an in-house distribution centre, and an extensive training program. Franchisees also enjoy access to a custom-built portal that streamlines operations by providing resources for onboarding, distribution, reporting, marketing, and more, all in one place. With all the tools to run the business right at their fingertips, franchisees can focus more on growing their business.

Learn more at LookforaFranchise.ca

Wild Birds Unlimited With more than 30 years of experience in Canada and more than 350 locations across North America, Wild Birds Unlimited is a leading outdoor retail franchise, dedicated to serving the growing wildlife hobbyist market. Stores are strategically located within their communities and provide expert knowledge about bird feeding, making them a true neighbourhood resource. Franchisees receive comprehensive training as well as operational and marketing resources. Benefits include a proven business model, trusted brand reputation, pre-opening support (including business planning, site selection, lease negotiation tactics, and store design), and strong customer loyalty generated by the brand’s commitment to selling the highest quality bird food and bird feeding products. Territories are available across Western Canada and Ontario.

Learn more at LookforaFranchise.ca

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NEW MEMBERS ACROSS CANADA

LOOKING FOR A FRANCHISE OPPORTUNITY? GO WITH A CFA MEMBER! Here are four reasons why prospective franchisees should look for the CFA Member logo when considering franchise opportunities: •C FA members strive for excellence – through attending educational sessions and events to empower and grow their network •C FA members are fighting for franchising, on your behalf – and understand that as a franchisee, your focus is on expanding and developing your business •C FA members have the tools to help grow your business – including a wide range of tools that are designed to help your franchise grow and thrive •C FA members are Growing Together™– by promoting franchise excellence within the greater Canadian franchising community. Learn more about why you should choose a CFA Member brand: https://cfa.ca/franchisecanada/why-choose-a-cfa-member/ Above all, it’s vital that you do your proper due diligence as part of your franchise investment journey. Due diligence involves receiving and reviewing a brand’s Franchise Disclosure Documents, as well as completing the proper investigation and evaluation of a franchise opportunity. This evaluation should include inspecting all of the total costs involved and examining how a franchise brand fits with your lifestyle, business goals, and values. Explore a franchise due diligence checklist: https://cfa.ca/franchisecanada/franchise-due-diligence-checklist/

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Cashier-less Markets

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Modest time commitment

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Reliable technology

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Exclusive locations

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Essential Business

Aisle 24 Market Franchise Opportunities Available! 1 (866) 464.5929

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info@aisle24.ca

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www.aisle24.ca

Are you franchising in Canada? Join Canada’s largest franchise community and we’ll grow your business together!

Credibility

Lead Generation

Education

Networking

Advocacy

Discover all the benefits of CFA membership! Contact Lou Gervasi at 800-665-4232 ext. 243 or lgervasi@cfa.ca Learn more at cfa.ca/join

Resources

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

The Canadian franchise industry continues to show innovation and leadership, and the range of systems profiled here are further proof that despite recent obstacles, franchising remains as strong and vital as ever. BY DAVID CHILTON SAGGERS

LaserQuit Therapies Corp

Breaking a tobacco habit for most people is a huge challenge. But thanks to laser therapy, Meridee Hlokoff was able to kick that habit. Hlokoff received laser therapy in Surrey, B.C., and as she says, “I forgot to smoke for five years.” Unfortunately, the owner of the laser therapy firm then became ill and couldn’t continue operating it. So, she offered Hlokoff the chance to buy her out. Hlokoff did that in 2011 and hasn’t looked back. Today, LaserQuit has a 95 per cent success rate, says the entrepreneur. LaserQuit uses cold laser therapy, and the application of the cold laser is based on the points that acupuncturists use when they provide a treatment. “We tell the body what to do and the body does it,” says Hlokoff, who explains that LaserQuit also works for other addictions too. The system began with a single location in Kamloops, B.C., about three hours northwest of Surrey, and has since added corporate stores in Fort St. John and Quesnel, both in B.C. She sold her first franchise in Nanaimo on Vancouver Island. Immediate expansion is planned for other cities in the province such as Kelowna and Abbotsford, and in Alberta by January 2022. “My expansion goal in the next five years is to spread across Canada,” says Hlokoff. As for the qualities that she looks for in a potential investor, Hlokoff wants a “certain level of spirituality,” empathy, and strong interpersonal skills. A background in health and wellness would be ideal, and a franchisee should be located in a spa or a spa-type setting. Training takes three to five days. The target customer is anyone wanting help to overcome an addiction. The cost of a franchise is about $50,000—though Hlokoff adds that she believes so strongly in the concept, she’s willing to finance a portion of the purchase herself.

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The COVID-19 pandemic meant that Hlokoff had to close down her system at first, but within two months, LaserQuit was declared an essential service and there have been no further closures. Hlokoff says her own skills and experience are three of the benefits of investing with her: she’s a personal coach, a business coach, and a bookkeeper. There’s also the advantage of getting in on the ground floor of a new system. Hlokoff concludes, “LaserQuit is the next big thing.”

Learn more at LookforaFranchise.ca

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Maverick’s Donuts

One meaning of “maverick” is someone who does things their own way. Maverick’s Donuts fits that definition to a T. Jon Martin, vice-president of franchise development for the Ottawa-based system, says that Maverick’s distinguishes itself with features that make its stores stand out. For example, it offers custom donuts with impressive decorations for holidays such as Thanksgiving, Christmas, and Valentines, and has even created a specially themed 6-pack in conjunction with Warner Brothers to help promote the movie Wonder Woman 1984. Martin adds that Maverick can provide specialty products for birthdays, weddings, and other events. All Maverick’s donuts are baked fresh on-site every day for hungry guests. Maverick’s story began in 2016 with one store in Ottawa, Ontario owned by husband-and-wife duo, Geoff and Gen Vivian. They began franchising in 2021 and have expanded to three more stores in the capital with two more planned in Ottawa. Future expansion is focused in Ontario, with single- and multi-unit franchise opportunities available. “We have plans for 12 locations in 2022,” says Martin. His preferred markets are in the suburbs located in that stretch of Ontario between Ottawa and Toronto. The qualities Maverick’s looks for in a franchisee are a willingness to work hard, a hands-on approach, and a positive personality. Baking or kitchen experience is

welcome but it’s not essential. Training takes one week in Ottawa and there’s further instruction on-site that lasts an additional week. Maverick’s franchisees’ backgrounds are a “mixed bag,” Martin explains, mentioning an Ottawa police detective and her husband who’s in the insurance business. The cost of a franchise runs from $100,000 to $250,000. Maverick’s “sweet spot” for a store is 1,200 to 1,500 square feet and the company does both retrofits and new builds at street level retail. Maverick’s has fared much better than many businesses during the pandemic. “Systemwide sales actually excelled,” says Martin, noting that since their model has no indoor seating, there are fewer COVID-19 protocols to adhere to. Maverick’s also moved to curbside pickup with full online ordering and is designing a proprietary app for its customers. As for the benefits of investing with Maverick’s, Martin says there are many. Donuts and coffee sales have high margins, and the system offers open territories to accompany its high-quality products and strong franchisee support.

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 69

Spiritleaf

As the retail arm of Sundial Growers Inc., Spiritleaf has more than 100 locations across the country—a sure sign that the legal sale and consumption of recreational cannabis is now an accepted part of Canadian business life and a prime investment opportunity. Zach George, CEO of the Calgary-based firm, says Spiritleaf began in 2017 and franchising was a part of its business model from the start. The franchise partners— just a few are corporate—stretch from coast to coast, says George, except for Quebec where the governmentowned SQDC is the sole retailer of recreational cannabis. As for further expansion, George says he thinks his market segment is “very close to peak retail,” so a lot of the best real estate has already been snapped up. Consequently, he expects the system to grow by acquisition store by store. And it’s the store and customer experience that’ll be a central focus for Spiritleaf. The system’s franchise partners range from those in their late twenties to those who are more mature, and some have backgrounds as lawyers, engineers, and more. There are also husband and wife investors, with the gender split among all franchisees about 50-50. Among the qualities he looks for in prospective franchise partners are strong financial acumen, an entrepreneurial outlook, and significant business experience. The cost of a

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franchise is between $300,000 and $400,000. Training is provided to franchisees on-site and online. All Spiritleaf stores have “the same branding aesthetics,” says George, and customers can expect a consistent in-store experience in a location that’s ideally between 1,200 and 2,500 square feet. Locations are chosen for being in an area that’s highly visible, highly trafficked, and ideally adjacent to a liquor store or a supermarket. Young consumers, in the 25 to 34 year old age bracket, are “the foundation of the industry,” says George, but older customers are also a significant part of the mix. “The pandemic has been disruptive in some sense,” he adds. However, Spiritleaf hasn’t suffered as much as other retailers, and was deemed an essential service from the start. As for the benefits of investing in the system, George says Spiritleaf has “tremendous resources,” a strong balance sheet, the ability to invest in and support a thriving network, and the skills to negotiate a volatile environment.

Learn more at LookforaFranchise.ca

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CELEBRATING FRANCHISING EXCELLENCE

Peter H. Thomas, who brought the Dogtopia franchise to Canada, received the CFA’s 2021 Recognition Award for Lifetime Achievement. See more on page 31.

NEXT GENERATION IN FRANCHISING

Franchising Unleashed Dogtopia franchisee Jen McCain puts her best paw forward as a millennial multi-unit franchise owner BY STEFANIE UCCI

Dogtopia is the place where dogs come to play, be trained, have a spa day, or spend the night while their pet parents are away. It’s the ultimate playground for dogs, built and maintained by humans with a love for furry friends. The dog daycare was established in 2002 and today has more than 160 locations across Canada and the U.S., making it the largest provider of dog daycare services in North America. Since Dogtopia’s main clientele is canine friends, it’s sure to attract franchise owners within younger demographics who are looking for a unique business opportunity with a touch of fun. Jen McCain is a 31-year-old multi-unit franchisee with Dogtopia, operating three locations in Toronto and Newmarket, Ontario as well as Halifax, Nova Scotia. Her locations were opened throughout 2017 to 2019, and as a New Brunswick native living in Ontario, she says she’d always aimed to return to Eastern Canada in some capacity. “Part of the fun in owning a franchise is bringing the concept to new markets—and [the Halifax location] effectively unlocked Dogtopia as a coast to coast operator—which is a great story to be part of,” she notes.

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NEXT GENERATION IN FRANCHISING

Em-bark-ing on a new journey McCain joined the Dogtopia team with a business management degree and an MBA, as well as experience in the field of business. But she says, “I never thought I’d be a ‘franchisee,’ per se, but I was pulled towards the franchise model, because Dogtopia was—and I believe still is—the best business model in the dog space.” Dogtopia offers services for dogs including daycare, boarding, grooming, training, and a spa. McCain adds, “It’s a suite of services for pet parents who will do anything for their dog. We’re not the lowest cost player in the market, and there’s a reason for that. Dogtopia dogs live differently. That’s what makes Dogtopia unique.” McCain says she went into franchising with the intention of becoming a multi-unit operator and designed the operational structure of her businesses with that end in mind. “I have three big principles called the ABC’s: Accountability, Balance, and Communication,” she explains. “In short, accountability speaks to the team running the business like they own it. Balance is the delicate equilibrium of breaking down ownership and management roles, as well as prioritizing activities. Communication is the cornerstone of operating a business.” Leading the pack With the pet care industry adapting and changing frequently, it’s important that Dogtopia keeps its franchise owners trained and educated in the business. McCain explains that the franchise provides excellent support and resources including frequent town halls, a valuable online database, proprietary systems, and best in class technology. She adds, “My team does an excellent job at keeping me informed and highlighting where we need to brush up on our skills or invest in further learning and development.”

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Noting that “Dogtopia’s brand equity is one of its greatest assets,” McCain points to the franchise support and network as key to her business success. “The best part about the franchise network is knowing there are others in a similar position to you, working towards a similar goal. Not just another small business, like yours, but another franchisee with very similar variables. While circumstances vary from location to location, we all want the brand to grow and be recognized as the leader in our industry.” She adds that the benefits of franchising with Dogtopia include system support in processes, operational best practices, playbooks, tools, resources, subject matter expertise, talent, and especially the scale and reach of the brand. Nearly anything a franchise owner encounters will likely have occurred previously at another location within the brand. “The collective network is greater than the sum of the stores.” Don’t stop retrievin’ As for the challenges of being a franchisee, McCain says that “Being an entrepreneur can be isolating. When you run a business, you’re often in your own company, a lot. A franchise network allows you to be both entrepreneurial and intrapreneurial. A franchise is like a puzzle—you put it all together and it fits just right.” Fortunately for McCain, her three franchises were up and running well before COVID-19 arrived in 2020, though she notes that the pandemic has still “been the single greatest test for many business professionals’ careers to date.” Dogtopia responded to the pandemic by putting the health and safety of its clients—both humans and dogs—first. “We pivoted to curbside services and leveraged technology to reduce face-to-face interaction,”

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NEXT GENERATION IN FRANCHISING

“A franchise is like a puzzle—you put it all together and it fits just right.” - Jen McCain

explains McCain. “We created video and multimedia collateral to replicate in person tours. Dogtopia by design has very high sanitation and cleaning protocols, and low human-to-human interaction, so we doubled downed on our existing processes. We really leveraged technology for our customers, and within our teams.” She adds that opening a new business is a challenge in itself with start-up pains and a steep learning curve, but layering in pandemic restrictions and pressure to maintain revenue was quite difficult. “There were days when I’d want to call it all off. But providing a space of meaningful employment and a safe community where dogs can be their best selves kept me going.” Anything is paw-sible As a young business owner, McCain says that she tries to remind herself that age is just a number. She recognizes that some stakeholders do take her age into consideration, however, she was born into a business family and has never known anything but the corporate lifestyle, so she’s built up plentiful business experience, which is more important than how many years she’s spent orbiting the sun. “I’ve been praised for accomplishing what I have at my age, but also pushed around,” says McCain. “The first time someone makes that mistake is generally the last time.” On top of being a millennial, McCain is also a female business owner within the predominately male-oriented franchising industry. But she says that she tries not to

think about gender in business, while still recognizing that there are moments when being a woman factors into how she’s perceived or treated. Fortunately, the word “franchisee” is gender neutral, so she says she only registers gender when wearing the label as a “female business owner” works to the advantage of inclusion and diversity within the franchising community. With her success as a millennial multi-unit franchisee, McCain offers her own advice to other young entrepreneurs looking to dip their paws into franchising. “Do your research and be prepared to be a collaborator. A franchise is a long-term relationship—at least it’s intended to be. Being, or becoming, a franchisee is a journey and there are very predictable milestones along the way. Franchisees will go through different states of mind. Try and anticipate those.” She adds that it’s important to recognize that there are things you can and can’t do as a franchisee since you’re effectively a brand ambassador with parameters to adhere to from the franchisor. “Develop your own team—you’re only as good as your team is.” And if you’re considering joining the Dogtopia franchise, a love for pups sure will help.

Learn more at LookforaFranchise.ca

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LEADERSHIP PROFILE

CELEBRATING FRANCHISING EXCELLENCE

Driverseat was the recipient of the CFA’s 2021 Recognition Award for Diversity and Inclusion. See more on page 31.

DRIVEN TO SUCCESS

Driverseat franchise founders go above and beyond with care

BY SUZANNE BOWNESS

sk brothers Brian and Luke Bazely, co-founders of Driverseat Inc, what they did during the COVID-19 pandemic, and you certainly won’t hear, “sat on the couch.” Their actions during a time of uncertainty not only reveal their willingness to pivot, but a deeper determination to always be thinking about new ways to grow their operation. A few examples illustrate this outlook. First, there’s their initial leadership when pandemic restrictions caused demand for shuttle and chauffeur services to slow in March 2020. They rallied their franchisees to make the most of their time, with a renewed focus on

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marketing and content creation. The brothers also took care of their own by providing tips and support on staying physically and mentally well during a growing crisis. Then, they turned to investigate how their transportation business could help in their communities. When airports shut down, Driverseat took people to locations across the province and the country. They expanded their commuter transportation business so essential workers could ride in more spacious vehicles to jobs at food production plants. They launched a “shop and drop” service aimed at keeping customers out of stores by picking up their groceries.

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LEADERSHIP PROFILE Brian and Luke Bazely (back row centre) with the Driverseat team.

Later in the pandemic as vaccines were rolling out, Driverseat set up a driving program to help personal support workers provide in-home vaccinations, modifying its vans to accommodate refrigerators. As international students were allowed back into Canada, franchisees not only resumed airport shuttle service, but chauffeurs went the extra distance to get the newcomers much-needed supplies like groceries and mobile chargers. Today, the Bazelys say they’re looking into how to provide mobile health clinics, with chauffeurs included. Not only did these efforts help keep the business afloat during a challenging time, they added up to the business’s best fiscal year yet, by far. Both founders attribute this success to the fact that while others were hunkering down, they continued to be active. “We kept our doors open in a big way, our online presence, our branding—we made people aware of the fact that we were wide open for business,” says Luke. “Governments started calling and saying ‘we’re seeing you guys everywhere right now. And it looks like you’re willing and able to do some additional services.’ So we did some unique stuff.” In the case of the shop and drop, the brothers actually started it as a volunteer service, until clients informed them of their willingness to pay for the privilege of staying at home. Some even offered to pay it forward for those who couldn’t afford the service. Business with heart So where did this initiative come from? Luke and Brian say it’s baked into their brand philosophy. From the start, the pair was intent on creating a purpose-driven

business, and they consider their “Care plus” model a major differentiator. “Honestly, it’s not super complicated for someone to put a van on the road and go around picking up people. But the fact that we do it with more care helps build a solid base,” says Brian. In fact, the brothers settled on the idea of going into business together with a franchise way before they decided on a sector. Luke came with experience as an engineer taking on complex projects, and Brian’s background is in the corporate world and as a franchisee and franchise developer for Anytime Fitness. With 20 to 30 criteria in mind, they made a giant list of possible businesses that would fit their basic goals: something that worked as a franchise, would be purpose-driven, and wouldn’t cost too much for franchisees to buy in. By 2011, they settled on their sector; by September 2012 they had their first location; and by January 2013 they had sold their first franchise. After launch, Driverseat grew quickly, up to 60 locations in Ontario, Alberta, and the U.S. by 2020. The pandemic saw some franchisees exit the business, and the brand went down to 40 units. But with their pandemic hustle paying off, the franchise is now back in position to launch 60 new locations in 2021. Besides its pandemic pivot, the franchise has also changed with the market, again a testament to the founders’ flexibility. Driverseat started as a chauffeur brand, with the Bazelys projecting that their major clientele would come from the chauffeuring service they offered to clients with unique transportation needs—

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LEADERSHIP PROFILE

“IF YOU’RE CUSTOMER-FOCUSED AND A GOOD COMMUNICATOR, THE REST BECOMES SECONDARY.” - Brian Bazely

from students with special needs to adults with dementia. Instead, today the majority of business comes from shuttle services for weddings, wine tours, commuting, and airport runs. Yet what hasn’t changed is the peoplefirst philosophy, says Luke. “We’ve pivoted our business model probably five times in the nine years, and the reason is because we’ve learned and realized there are bigger and better opportunities. We’ve listened to our franchise partners in terms of what they want to do with the company.” Partnered for success Finding the right people is another big preoccupation for both founders, who say that the top qualities they look for in the ideal franchisee are a love of business development, customers, and people generally. “They’re really there to engage with customers all day long, to continue posting information about drivers, getting their communities to share information about the services they’re offering,” says Brian, noting that this isn’t the sort of franchise for someone who wants to be driving the car, but rather for someone who wants to manage a fleet of drivers. “If you’re customer-focused and a good communicator, the rest becomes secondary.” Sold based on territory by population, today the brand is not only adding new franchisees but also growing as existing franchisees become multi-unit owners. The brothers say that building trust and demanding it from franchisees is a top requirement for any franchisor, as is being fixated on top line growth. They run Driverseat as an open book, and turn away franchisees they don’t think they can trust.

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Growth and strategy is Brian’s area of expertise as the partner in charge of franchise development, while Luke handles operations. But they both have each other’s backs for every task in the business. “We’ve become very, very good at dividing and conquering. But we’re also very good at collaborating and making decisions quickly,” says Luke. Of course, they also have a healthy leadership and support team—they’re eager to point out that three out of five members of their leadership team are female, and equally proud to be recognized with the Canadian Franchise Association’s 2021 Recognition Award for Diversity and Inclusion. Poised for further growth, the Bazely brothers emphasize that it’s never going to be at the expense of community. “Our excitement isn’t based on the difference between a 3.7 litre versus 2.2 litre engine or whatever—our passion is people,” says Brian. Other excitement surely comes from the freedom of owning one’s own business, something Luke encourages other potential franchisors to embrace. “Be brave and audacious and make sure that you adapt. Address the changes in the environment and the economy—always with a vision of making sure that your franchisees are going to be successful and profitable.”

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

CELEBRATING FRANCHISING EXCELLENCE

MaidPro received the Gold award in the 2021 CFA Awards of Excellence in Franchising competition, in the category of traditional franchises (6-15 franchisees). See more on page 30.

A DAY IN THE LIFE

Sweeping Success MaidPro franchisee David Buckler shares how his daily routine has changed with two successful franchises in Alberta

BY JORDAN WHITEHOUSE

hen David Buckler opened his first MaidPro location in Airdrie, Alberta back in 2009, as he puts it, he “was the business.” His days would typically start at 7 a.m. and end at 7 p.m., and he was the main person in the office. Throughout the day, he’d usually be the one dealing with every employee and customer, aiming to attract new cleaners so that he could gain more clients. Back at home, he tried to live like a college student, keeping expenses down until the business could start paying for itself. Those early days were tough, Buckler remembers, but also rewarding. MaidPro was founded by Boston natives Mark Kushinsky and Richard Sparacio, and Buckler’s location was the first in Canada at the time. He says the relationship with the U.S.-based corporate team was—and continues to be—“very good.” From day one, it was marked by collaboration, empathy, and a lot of two-way communication. “That kept me in the business,” says Buckler. “If they were just telling me what to do, I don’t know if I would have made it this far. But [instead] it’s been a really cooperative brand building.”

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A DAY IN THE LIFE

“I look at my days now as just feeding fuel. I’ve already built the machine.” - David Buckler

Besides, those early tough days didn’t last long. Within six months, Buckler’s business broke even operationally, and then he reinvested and opened another location in Calgary. Today, he has a full team of staff to handle everything from sales to hiring for both locations. He isn’t “the business” anymore, but because this is a people business, he says it’s important for him to be present every day. “I look at my days now as just feeding fuel. I’ve already built the machine, I’ve got some wonderful people operating it, so I have to supply the fuel, which is both employees and clients. My biggest concern, especially right now, is: how do I get more cleaners? Once we’ve got enough cleaners, how do we get more business?” A typical day Now, Buckler’s day typically starts at around 9 a.m. and ends at 3 p.m. His first task is usually combing through emails, and then zeroing in on any client feedback he’s received. Sometimes he’ll deal with that feedback himself or send it to the proper person in the office to handle. Next, the focus turns to recruitment. As with many service businesses in Canada struggling to find employees post-pandemic, Buckler’s needs cleaners. He’ll review any applications from the day before, call applicants personally to tell them more about the job, and then invite them in for a face-to-face interview with the manager of either the Airdrie or Calgary branch. “Because MaidPro has really good training collateral, we find it easy to train good cleaners,” says Buckler. “So, really, we’re looking at personality and making sure it’s a good fit, because at the end of the day, it’s a customer service business. You can have a fantastic cleaner, but if they’re horrible with people, they’re not a fit for us.” Before noon, Buckler turns to fueling his second major concern: new clients. Although he does have a salesperson, Buckler says it’s important for him to stay on top of that side of the business. He’ll get in touch with any new potential customers, introduce himself, and give them

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an opportunity to know exactly who they’re dealing with and what the business is all about. In the afternoon, Buckler’s attention turns to more macro or long-term aspects of the business. That could mean examining employee recruitment advertisements to see how they’re performing and deciding if he needs to change them. It could also mean reaching out to some of the other 10 MaidPro Canada locations or 200-plus U.S. locations to figure out if there are any issues they need to take to corporate. The pandemic in the room That daily routine hasn’t changed all that much for Buckler during the pandemic, but he says that because there’s such a need for cleaners right now, he does focus on the recruitment side of the business more than he has in the past. Business is also booming, so client relations also take up more of his time. During the first month of the pandemic, business was down 70 per cent, but it rebounded by the end of 2020 to 80 per cent of 2019’s numbers. By June 1, 2021, when many pandemic-related regulations were dropped in Alberta, business “went crazy,” he says. Both locations are now doing better than they were in 2019. In fact, the pandemic may have actually helped business, because some of the independent cleaners in the region left the industry. Buckler estimates that those independents made up about 90 per cent of the home cleaning market, and so when they weren’t available, clients migrated to professional services like MaidPro. “There’s definitely a budget difference, but those clients are also realizing it’s worth paying more for a professional who knows how to keep you safe, is using hospitalgrade cleaning products, knows the rules, and will keep somebody home who has a cough.” As for the skills that have helped Buckler deal with the up and down days of the pandemic, they’re the same that have helped him since day one with MaidPro: his

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A DAY IN THE LIFE

people skills. He has a knack for empathy in particular, he says, and he uses it with clients, employees, and even other franchisees. “One of the things that I did a lot during the pandemic was just calling other offices and owners saying, ‘Hey, how’s it going?’ I know what it’s like to struggle, and there were a lot of people who just didn’t know if they were going to make it through. So that empathy can really help people during times like these.” A sprinkle of daily advice It may not be surprising, then, that Buckler says new MaidPro franchisees should be people oriented to be successful in this business. MaidPro franchisees come from a wide variety of backgrounds, including engineering, administration, and more blue-collar sectors. But it’s the ones who can understand and empathize with customers that particularly thrive, he notes. You also need a strong work ethic. “The offices that I’ve seen fail tend to be the ones with an absentee owner,” he adds. “I have phenomenal staff and I trust them to run my business, day in and day out, with me here or not. But it’s human nature to get comfortable, and so the owner has to be the one to keep their foot on the pedal.”

Thus, one of Buckler’s big pieces of advice for new franchisees is to be actively engaged in your business. That includes doing things like getting on coaching calls, attending workshops, talking to other franchisees, and participating in conventions. “For years, we’ve noticed that the ones that struggle are the ones that don’t reach out, don’t engage with the community, and don’t ask for help.” Buckler’s other big piece of advice is to follow the franchise system, especially for the first couple of years. “One thing that I really love about MaidPro is that they’ve got about three rules and 300 suggestions. But they also know how to build that first business. So don’t deviate, call your coach for everything—that’s why you’re paying them. Then, once you have a good grip on the business, you can adapt it to your management style, to your clients, and to your staff.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 79

ICONIC BRAND

CELEBRATING FRANCHISING EXCELLENCE

White Spot/Triple O’s received the CFA Awards of Excellence in Franchising Gold award in the category of traditional franchises (30-99 franchisees). See more on page 30.

TRIPLE THE FUN

White Spot has been flipping burger patties on the West Coast since 1928, and sister brand Triple O’s is making its way across Canada

BY KYM WOLFE

hite Spot began in 1928 as the first drivein restaurant in Canada, where car hops with order pads would circle the items a customer requested. The popular order of a burger with extra relish and extra mayo—three circled items—became known as the Triple O, explains company president Warren Erhart. To this day, the Triple O’s special sauce is loaded with red relish and mayonnaise. Today, White Spot has 56 full service restaurants (seven of which offer car hop service), and you can still find the iconic items that have been menu mainstays for more than 90 years—burgers, fries, and milkshakes—

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along with salad, craft beer, and other items that have been added to reflect changing consumer trends. White Spot Restaurants was fully family-owned until 1992 when the first franchise opened. The rising cost of real estate, coupled with the desire to offer customers a high quality alternative to fast food burgers, led to the 1997 launch of Triple O’s, a quick serve restaurant (QSR) that offers a premium menu. With a mix of franchise and corporate locations, the brand has expanded across B.C., into Alberta—and now in Ontario. Triple O’s serves the same high quality food as White Spot, including 100 per cent fresh Canadian beef, fresh cut Kennebec fries, and hand-scooped milkshakes, but

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ICONIC BRAND

in a smaller footprint. Where a White Spot restaurant would require 5,500 to 6,500 square feet, a Triple O’s is typically 1,500 to 2,000 square feet, says Erhart. Some are stand-alone store fronts, others are situated within sports arenas, hospitals, universities, and college campuses. Some operate inside Chevron service stations— which is where franchisee Teresa Troock first started working with Triple O’s. Meat your franchise match Troock’s first QSR job was with a different franchise, starting part-time as a high school student. “I worked with them for 25 years, 15 of those years as a restaurant manager,” she explains. “I left when I was contracted to operate a Chevron station and convenience store, with a Triple O’s restaurant inside. I did that for 10 years and developed an excellent relationship with White Spot corporate home office, so when an opportunity became available, I approached them with the idea of becoming a franchisee.” That was five years ago, and Troock says she quickly found that being an owner/operator was very different than managing a Triple O’s for someone else. “I had

already been through an in-depth training process to learn the basic day-to-day operations and managerial responsibilities, but now I was now fully accountable for everything, from the financials and staffing to maintaining the physical space. It was challenging—I was running shifts and at the same time training and developing newly hired staff. But White Spot really wants you to be successful, and they’re there to provide ongoing training and support based on whatever you require or need.” Troock was able to build a strong team and a loyal client base before COVID-19, and she was fortunate that her Triple O’s—a stand-alone store located in a strip mall—was designed with a drive-thru window. She was able to continue serving food through pick up, drivethru, and delivery. “I think that our loyal guests had confidence that we would follow strict safety protocols, and they trusted it would be safe to order from us. Our sales didn’t drop—while many employers were laying off, I was searching to find new employees,” says Troock. “COVID-19 protocols take time to complete each day, and we set the expectations and standards with our team right from the start. All staff were willing to do whatever was asked.” Troock’s Triple O’s has low staff turnover, and some employees have been with her since she opened. “I’m constantly changing my management style to reflect the needs of my employees. My staff is multicultural, with both millenials and older generation workers. No one leadership style works for all employees … I love watching them grow in their positions, and supporting them to be successful.” Franchisees just wanna have bun Both Erhart and Troock say that previous restaurant and/ or business management experience would be helpful for any new franchisee, but the most important factor is that they believe in the company’s values and philosophy, and really love the White Spot/Triple O’s brand. “There are

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ICONIC BRAND

plenty of people who may have the means to invest financially, but we want them to have the heart as well,” says Erhart. “This is going to be a long-term relationship.” The company offers extensive training to new franchise owners and has district managers that provide ongoing coaching and support. There’s a virtual learning management system that every White Spot and Triple O’s employee can access regularly to stay informed about new features and promotions. “The business model is easy to implement and operate, and corporate home office provides an excellent support system, from reviewing business results, to financial advice, to tweaking your operations for better sales building,” says Troock. “Pre-COVID-19, annual conferences were held, which allowed us to network within the system.” There were challenges to deal with throughout COVID-19 lockdowns: procuring supplies, complying with provincial health orders and training staff on safety protocols, adapting technology with a mobile app and arranging for third-party delivery. While the franchise focused on supporting existing franchisees, it also opened eight new locations during the pandemic, including the first two in Ontario. Both are in the GTA, which is part of White Spot’s strategy for entering new markets. “We don’t want any orphan locations,” says Erhart. The

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company tries to cluster three or more locations in a short period of time in order to build brand recognition. White Spot would like to open 30 new locations in Ontario over the next five years. “We’re Canada’s oldest restaurant chain, but we continue to evolve and to be relevant, and to grow in new markets,” says Erhart. This past May, White Spot Hospitality was named one of Canada’s best managed companies, a designation that it’s achieved annually for the past 11 years. Then in June, White Spot/Triple O’s was awarded a gold medal for Excellence in Franchising from the Canadian Franchise Association, an achievement that Erhart is proud of because it’s based on an anonymous survey of franchise owners. “We’ve received gold, silver, and bronze awards over the years, which confirms for me that there is a strong alignment between our strategy and its execution at the front lines. We pride ourselves on constant communication, listening to our staff and our guests, and being responsive to what they are telling us.”

Learn more at LookforaFranchise.ca

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SHOW ME THE MONEY

4 FRANCHISES FOR $250K-$500K Franchising is about diversity, and 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, including figuring out a budget that fits with your financial situation and goals. Here, Franchise Canada showcases franchise systems in which you can invest for $250K-$500K. Coffee Culture

LivingLIGHTING

Inside each Coffee Culture location, you’ll find a distinctly European ambiance. Soft lighting, comfortable seating, a fireplace, TVs, and light jazz music work together to create a relaxed atmosphere for guests. The brand serves freshly brewed coffee, rich specialty coffee drinks, fresh salads, gourmet sandwiches and wraps, and delicious desserts, all made to order. Coffee Culture looks for franchisees with entrepreneurial skills, a track record of successfully managing a team, strong customer service skills, and an energetic and motivational attitude. The brand provides training and ongoing support, and is currently franchising throughout North America while exploring international markets.

As Canada’s largest franchised lighting chain, LivingLIGHTING is a retail concept that specializes in stylish, high-quality lighting products and home décor. Its locations provide lighting advice to suit the customer’s home décor needs and knowledgeable service alongside the array of unique and well-designed lighting solutions. Store locations are generally between 3,000 to 4,500 square feet in size and are strategically located in open air retail and power centres. LivingLIGHTING franchisees receive support in the form of innovative marketing programs, purchasing power and competitive pricing, store design, as well as operational and merchandising support.

Learn more at LookforaFranchise.ca

Global Pet Foods Operating since 1976, Canadian-owned Global Pet Foods is the country’s third-largest pet specialty retailer, with locations right across the country. The brand is part of the rapidly growing pet care industry. Stores offer high quality, natural pet foods including the exclusive private brand Nature’s Harvest, and full lines of pet accessories and toys. Thanks to careful attention in site selection and merchandise management, the brand has experienced steady growth. Franchisees with Global Pet Foods benefit from a turn-key operation combined with ongoing support from the brand.

Learn more at LookforaFranchise.ca

Play it Again Sports Play It Again Sports buys and sells quality used sports and fitness gear, supporting local communities and sustainable resale practices. The unique business model pays customers cash on the spot for their used gear and allows customers to create their own discount by trading in products they no longer use; it also fills a critical marketplace gap and allows the brand to provide high-quality sports and fitness equipment to customers at an affordable price. Play It Again Sports is the largest used and new sporting goods retailer in North America, with almost 300 locations. Franchisees benefit from an extensive training program, partnerships with third-party vendors, proprietary point-of-sale software, decades of franchise experience, a robust franchisee support infrastructure, and more.

Learn more at LookforaFranchise.ca Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 83

FRANCHISE FUN

A LOVE FOR LEARNING Oxford Learning Centres president Lenka Whitehead hones in on her passion for improving the lives of students and franchisees

xford Learning Centres are where children go to develop their pedagogical skills and grow into intelligent and resourceful adults. Lenka Whitehead, president, describes the brand as a “a comprehensive system for successfully developing not only critical academic skills in children but also a meaningful, community-based business for franchisees. Our franchise concept is built around improving the lives of our franchisees and our students.” Throughout the pandemic, Oxford Learning accelerated the launch of its online learning platform, Virtual Table®, successfully transitioning the entire curriculum into a digital format that mirrors the in-centre experience. Whitehead says the brand is “excited to announce that we will be releasing version 2.0 very shortly as a completely proprietary program that’s fully integrated with our proven, in-centre learning model.” 84 Canadian Franchise Association

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CELEBRATING FRANCHISING EXCELLENCE

Oxford Learning was awarded Gold in the CFA Awards of Excellence in Franchising, traditional franchises category (100+ franchisees). See more on page 30.

FRANCHISE FUN

Here, the self-described decisive, high-spirited, and straightforward Whitehead shares what she believes makes for a good franchisee and franchisor, her love for “active” pursuits, and the precious person who’s had the most positive influence on her as a businesswoman. The most interesting thing I’ve done recently is… Hired a new director for franchising to help us expand into even more communities to help children who are struggling due to the pandemic. In its best form, work is… Not work. It’s a mission, a passion, and a journey. A good franchisee… Is more than just a business owner. Franchisees are passionate and innovative partners who share the mission and vision of the franchisor. A good franchisor… Doesn’t sell franchises, but rather provides a framework for entrepreneurial individuals to become the masters of their own destinies. Through franchising, they receive the opportunity to live their passion and make a difference in their communities. My top advice for prospective franchisees is… To self-reflect on what gives you purpose and meaning in life and select a business that aligns with what drives you, motivates you, and fills you up. Do thorough research into any area to which you want to commit for many years. It makes for a long day if you don’t choose the right thing. Find a franchisor who fits with your vision of your future.

My top advice for new franchisors is… To ensure that you focus on creating and continually developing a quality franchise system backed by comprehensive support and training. Remember that your goal is to establish a tried-and-true system, complete with manuals that are easy to follow. Also, start expanding close to home so you can be hands-on and adjust as you learn what you need to do to strengthen your system. The most important thing in life is… Good health, everyday joy, and being grateful. One of the most enjoyable things to do is… Watch my children and grandchildren reach milestones in their own lives. The hardest thing for me to do is… Relax. I can’t sit still. That’s why even my pastimes (i.e., SeaDoo) are “active” pursuits! My favourite drink is… A very nice class of buttery chardonnay. If I could change one thing… It would be that every person held themselves accountable for their own actions. If I could meet anyone, it would be… Ayn Rand. If you know me, you get it. The person who has had the most positive influence on me as a businessperson is… My husband, Oxford Learning founder Nick Whitehead.

My franchise system began because… We wanted to help kids learn in different ways so they could understand and succeed. The most positive influence on my life as a person is… My spirituality. That helps me get past anything that comes my way. I wake up every day grateful. The key to success is… Determination, perseverance, and hard work. And joy in what you do. I’d like my friends to describe me as… Funny and kind…which I am, by the way! The accomplishment I look forward to the most is… To live a long life of making a real difference. My personal motto is… “Challenge yourself, have imagination, and believe in yourself!” One necessary item on my life’s “to do” list is… To help empower First Nations children to break out of the cycle of negativity that they find themselves in. This is both a personal and professional goal for me. We want all children to feel confident and valued, and we want to help develop them into strong leaders in their local communities and in the world.

Canadian franchising is… Essential for the success of the economy and individual small businesses. Learn more at LookforaFranchise.ca

Franchise Canada November | December 2021 85

Q A

ASK A LEGAL EXPERT What do I need to know about holding an online giveaway to promote my business? AS A NEW FRANCHISEE, you’ll have to put a lot of effort into promoting the opening of your business. In a post-COVID-19, remote-working world, where people still spend a lot of time at home and are less likely to stumble upon your location as they go about their day, you may well find yourself turning to digital marketing and one of its most popular tools: an online giveaway. This is a type of promotional contest where participants can win by simply “tossing their name into a hat.” Online giveaways are an excellent way to increase the visibility of your business and connect with people who are interested in trying what your business has to offer. Knowing your obligations under the law is key to ensuring that your marketing effort doesn’t spell trouble with the franchisor or the government. 1. The giveaway must be legal Usually, the giveaway host asks participants to fill out a basic form to enter a draw. On social media, users are instead commonly asked to like and/or leave a comment under the giveaway post. The winner is usually drawn randomly. When planning the giveaway, it’s important to make sure that it doesn’t fall within the definition of a lottery prohibited by the Criminal Code. It’s illegal to hold games of chance and games of mixed chance and skill for “goods, wares, or merchandise” if the participant “pays money or other valuable consideration.” In light of this definition, note the following tips: • Include a no-purchase-necessary option and make it clear to participants that no purchase is required. • “Valuable consideration” doesn’t necessarily mean money. It can be anything of value to the giveaway organizer. To stay in the clear, don’t make participation conditional on the performance by the participant of anything beyond what’s strictly necessary to account for them in the circumstances. Among other things, requiring that the participant share the giveaway post on their social media page or tell a number of friends about it may be considered “valuable consideration.” • Include a skill test requirement that the winner should pass in order to qualify for the prize. Often, it’s a simple mathematical question.

goods and services, it’s normally the approximate regular market value. If the value is difficult to quantify due to external factors, it’s acceptable to indicate a value range or a few representative examples. • The area or areas in which you’re holding the giveaway. For example, your giveaway may be limited to residents of the town or city where your business is located, or it may be province-wide, Canada-wide, or even international. • If you’re giving away more than one prize, whether there is allocation to different areas and if so, what it is. • The rules of the giveaway, which should clearly describe the way the giveaway works and anything that materially affects the chances of winning. Among other things, known chances of winning, “early bird” prizes, and the giveaway process for series of prizes are all interpreted as such material facts. The public must be able to easily access the rules. The access cannot be conditional on a purchase, nor can it require a trip to your location. 3. Pay attention to local laws and websites’ policies If your business is located in Quebec, the giveaway is not open to international residents, and the prize is worth more than $100, you must register the contest with the Régie des alcools des courses et des jeux (RAJC) and pay the associated fees. When the giveaway is over, you’ll also need to submit the winner’s information to the RAJC. Depending on the value of the prize, other requirements may apply. If the giveaway is open to international residents, this requirement no longer applies. As you’ll be collecting personal information from participants, ensure that you do so in compliance with the Personal Information Protection and Electronic Documents Act (PIPEDA) or the applicable provincial privacy laws. You must also obtain consent of the participants to communicate with them about the giveaway or your business. If you host a giveaway on social media or other thirdparty websites, pay attention to their policies, as they may contain additional requirements or mandatory disclosures for giveaways.

2. State the terms clearly More requirements for giveaways are found in the Competition Act. When hosting a giveaway, you must provide “fair and adequate” disclosure of its terms. At a minimum, such disclosure should indicate: • The number and approximate value of the prizes. For

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Yulia Vasilyeva IP, Franchise, Business and Entertainment Lawyer, Jones & Co julia.vasilyeva@jonesco-law.ca

Q A

ASK A MARKETING EXPERT

What do I need to consider when choosing a franchise? IF YOU’RE THINKING OF BUYING A FRANCHISE, there’s no shortage of options in Canada. In fact, there are so many opportunities that it can be difficult to choose. The best way to compare and rate the various franchises that might appeal to you is to use a check list in order to create a level playing field. In business marketing, there are three terms we use frequently. They’re called the three P’s: price, product, and placement. These can also be used to help in choosing a franchise. Let’s go over how you can use the three P’s in your franchise search: 1. Price: This can be broken into two sections. First the “price” or cost to purchase the franchise. Every franchise system has a franchise fee—an initial investment that a new franchisee must pay to obtain the franchise. Over and above the initial fee are royalties that are paid monthly to the franchisor based on your sales. You must also budget for construction, equipment, inventory, staff, marketing, etc. Depending on the type and size of franchise you buy, these costs will vary, but you’ll need to budget for them ahead of time. 2. Product: The other “price” you should consider is the cost of the product or service you’ll be selling to the public. This leads us to your product. How many people will it appeal to? Will you have repeat customers or are you selling a one-off product or service? Will it appeal to the masses or only a select few? Is this product or service new, innovative, or trendy, or is it something that’s been around for a long time and has a history in the marketplace? 3. Placement: In franchising, the marketplace is also the territory you’ll be given as a franchisee. It could be as small as a few city blocks or as large as a whole city or even a province. Each franchise system will have or should have a plan to ensure that each franchisee has enough of a “territory” to generate the required number of customers to sustain a viable business. Typically, you’ll have competition from other franchises or businesses that sell the same or similar products and services, but you shouldn’t have to compete with another franchisee from your own system for the same piece of the pie. Make sure you know how the territories are decided and divided.

1. Personality: Just like people, every brand has a personality. Think of some well-known brands and what personality traits come to mind. Take Disney for instance: you probably associate them with fun, family, and entertainment. Another might be State Farm Insurance: reliable, trustworthy, and steadfast. If you’re a quiet, reserved person who enjoys spreadsheets over dancing, then you might not want to be part of a franchise system that requires you to wear a clown suit and greet each customer at the door with a balloon and song. 2. People: They are a tremendously important part of any franchise system. As a franchisee, you’ll be working closely with many people at the franchise head office. You’ll probably be working with people in operations, marketing, and possibly real estate and sales. In the process of choosing your franchise, try to get a feel for how things are run at head office and the people who work there. Are they helpful, knowledgeable, and accessible? Will you get the support you need, or will you be “on your own” once you get going? Being part of a franchise system should mean you’re in business for yourself, but not by yourself. (continued on page 99) Patti Hone President As You Like It Marketing phone@asyoulikeitmarketing.com

Price, product, and place are the three P’s of marketing that also apply to buying a franchise. However, there are three more I also recommend looking at:

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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’s 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.

88 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.

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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 fees 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’ll 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 their area. (continued on page 91)

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FRANCHISE TUTORIAL (continued from page 89) 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?

Watch the Franchise Tutorials video on Royalties

• 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.

Watch the Franchise Tutorials video on Advertising Fees

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 2021 91

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

MARKETPLACE

Conveniently Smart, Conveniently Simple.

Allegra Marketing Print Mail

Automation and self-service are reshaping the grocery shopping experience. Aisle 24 franchises offer you the opportunity to harness these powerful trends to deliver an innovative twist on the corner store. Aisle 24 stores – cashier-less, small footprint grocery markets catering to last-minute shopping – serve the booming Canadian residential property market. We provide condos, apartments, townhouse complexes, campus residences, and other shared living communities with a high-value amenity for tenants.

Enjoy professional independence and personal balance in this unique marketing services and graphic communications franchise opportunity. Through our MatchMaker program, entrepreneurs purchase an existing independent marketing and print business and convert it to an Allegra centre. Program offers a stable B to B model, significant single-unit potential, over 275 locations throughout US and Canada, more than 40 support programs, Profit Mastery, supplier discounts, royalty and ad fund caps.

Franchise units in Canada: 25 Corporate units in Canada: 5 In business since: 2016 Franchising since: 2019 Franchise fee: $25K-$30K Start-up capital required: $60K-$80K Investment required: $120-$260K Training: Yes Available territories: BC, AB, SK, MB, ON, NB, PE, NS, NL, QC CFA member since: 2019

Franchise Fee: $45K USD In Business Since: 1976 Available Territories: Calgary, AB; Edmonton, AB; Kelowna, BC; Toronto, ON; Winnipeg, MB; Regina, SK; Saskatoon, SK www.allegrafranchise.com

Phone: (647) 932-1037 Web: www.aisle24.ca Email: franchising@aisle24.ca Contact: John Douang, Co-Founder & CEO

Helping you do more business is our business. When you accept American Express® Cards, you gain access to higher spending customers and a greater number of business clients. We also help franchisees grow through business solutions that include cash flow management, providing working capital opportunities and lucrative rewards. Contact us to find out more about how we can help your Franchise grow. CFA Member Since: 2017 Web: www.amex.ca/canadianfranchiseassociation Email: franchisesolutions@aexp.com

Boardwalk Fries – Burgers - Shakes Inspired by the legendary fries on the world-famous Ocean City Boardwalk, Boardwalk Fries - Burgers - Shakes started operating in Canada 2014. The brand brings the boardwalk experience to communities across Canada—including the sights, sounds, and tastes. Franchising with Boardwalk Burgers provides benefits including extensive initial and ongoing training, financing programs through major lenders, diverse menu offerings, low start-up costs, handson real estate and construction support, and more. Franchisees are expected to have a strong business acumen and desire to run their own business, as well as excellent leadership and customer service skills, an entrepreneurial spirit and passion, previous restaurant or retail experience, and a strong desire to succeed in the fast casual restaurant industry. Total investment range: $350,000 to $450,000 Capital requirement: $150,000 unencumbered cash Franchise fee: $30,000 Ongoing royalty: 6% of gross sales Advertising and marketing: 3% Renewal agreement: 10 years Visit boardwalkburgers.ca/franchising for more information.

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MARKETPLACE

British Swim School is Canada’s premier “learn-to-swim” program, offering water survival and stroke development instruction to infants as young as three months up to adults well into their sixties, and all ages in between. For 40 years, our highly trained instructors have used our gentle, fund, and effective aquatics program to safely teach tens of thousands of students. Franchise Fee: $39,500 Investment Required: $93,700 - $125,850 In Business Since: 1981 Available Territories: relatively open throughout Canada www.britishswimschool.com

FRANCHISE WITH AN ESSENTIAL BUSINESS • A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency • No initial franchising fee for new bakeries • Flexible financing options Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner

CENTURY 21 Canada is the master franchisor in Canada for the CENTURY 21 real estate brand. The CENTURY 21 System is your edge. You will be a part of a vibrant and growing global real estate network that is in 86 countries and territories with approximately 12,500 offices and over 147,000 agents. Franchise Fee: $10.5K-$21K Investment Required: $50-150K In Business Since: 1976 www.century21franchise.ca

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

2011–2021 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

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MARKETPLACE

Diversified Royalty Corp. (“DIV”) is a multi-royalty corporation, engaged in the business of acquiring top-line royalties from well-managed multi-location businesses and franchisors in North America. In business since: 2014 CFA member since: 2017 Phone: (604) 235-3146 Web: diversifiedroyaltycorp.com Email: greg@diversifiedroyaltycorp.com Contact: Greg Gutmanis, CFO & VP Acquisitions

Shuttle Services Driverseat is an award-winning system, that specializes in transportation solutions. Our franchise partners provide shuttle services through their team of Chau eurs, while they work on business development in their community. Driverseat franchise locations o er transportation to airports, for winery/brewery tours, non-emergent medical transport and weddings in mid-sized commercial shuttle vehicles. • Total capital required - $42K to $68K • $20K – $30K franchise fee (include in the total capital required) • $6 billion industry • Home based • No need for inventory • No capital real estate leases • Comprehensive training program • Award winning support • Innovative technology platform • Canadian owned and operated

Contact

• 1-855-DRIVE-90 • franchise@driverseatinc.com • www.driverseatinc.com

“When you care enough to send the very best.” Hallmark is one of the world’s most recognized brand names and is known as an industry leader in its product development and merchandising innovation. Hallmark Canada’s Gold Crown network of stores represents its premiere retail destination of choice for greeting cards, personal expression products and gifts. Hallmark offers first-class marketing support, exclusive training, customer-awareness benefits and merchandising services to help build a business that our franchisees take pride in. Franchise units in Canada: 70 In business since: 1916 Franchising since: 2001 Franchise fee: None Start-up capital required: Varies Investment required: Varies Training: Yes Available territories: All of Canada CFA member since: 2008 Phone: (800) 268-3230 Email: franchisecanada@hallmark.com

With people spending more time at home, they are investing more in their outdoor living spaces. PROFIT FROM A PROVEN SYSTEM. Are you looking for • An opportunity to be your own boss? • The ability to work from home and create your own schedule? • A healthy and creative work environment? A Hickory Dickory Decks franchise offers: • Entry into a multi-billion dollar home renovation and improvement industry • A strong reputation and buying power • A proven training and support system • Industry leading technology and marketing Now expanding across Canada! Prime territories still available. Contact Hickory Dickory Decks today. www.decks.ca/franchise 1-800-263-4774

Web: www.hallmark.ca

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MARKETPLACE

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

All-in-one Payroll and HR Management Solutions for SMEs

MAKE A LIVING THAT MAKES A DIFFERENCE

The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Still family-owned, we have helped hundreds of families open and operate our 145+ locations across Ontario and specialize in hand-tossed, Artisan-style pizzas that are complemented by an extensive menu of proven favourites. Our 58+ years of success continues as a direct result of our uncompromising commitment to providing quality ingredients and product innovation. 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. In 2021, we introduced the first pea protein-based pepperoni as a plant-based alternative to our diverse menu, as well as plant-based chick’n bites, thus further expanding our reach to include vegans, vegetarians and flexitarians alike. 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. For more information on Franchise Opportunities please contact Meraj Jamal, Franchise Development Manager Phone: 416-439-0051 ext. 1016 Email: meraj@pizzanova.com

What is your passion? Do you want a career that will make a difference in the lives of others? At Oxford Learning®, we are passionate about our mission to help children achieve their highest potential. Founded in 1984 we are an award-winning franchise system with 125 locations across Canada. Oxford Learning® celebrates multiple CFA awards, including: · Award of Excellence Gold (2021) · Franchisees’ Choice (2018 - 2021) · Top Franchisee (2020, 2021) · Lifetime Achievement (2020) for Oxford Learning’s founder We provide all the education & business training you will need to run & grow your business. Your drive to succeed is the only requirement! Contact us to learn more about how you can become an Oxford Learning® Franchisee and begin making a positive impact in the lives of children in your community! 1-888-559-2212 franchise@oxfordlearning.com

Are you a small franchise business owner? Nethris offers all-in-one management solutions to make your work easier. We automate payroll preparation and processing and simplify HR, time and benefits management. Already over 18,000 Canadian SME owners use our affordable, easy to use and secure cloud solutions to free themselves from administrative tasks that prevent them from growing their business. Contact Nethris to receive a free demonstration and learn how you can better manage your employees. In business since: 1976 CFA member since: 2010 Phone: (888) 650-6291 Web: nethris.com/cfa Email: payroll@nethris.com

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MARKETPLACE

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

Score Pizza provides a high quality, customized, fast casual dining experience that is craveable. Our menu includes made to order stone fired pizzas, fresh salads, fired sandwiches, along with a selection of beer, wine and other craft beverages. Our restaurants are designed to deliver a Canadian heritage décor which provides a warm, comfortable, place to hang out with friends and family, watch the game and enjoy an affordable meal. We also can deliver your custom pizzas, have extensive vegan and gluten free options, along with locally sourced fresh ingredients.

As Canada’s leading franchising, licensing and distribution law firm, with over 20 legal professionals dedicated to the industry, we provide a comprehensive range of franchise law, corporate, private equity financing, commercial, litigation, intellectual property, employment and real estate services to franchisors. For over 40 years, we have been working with regional, national and international franchisors in every sector of the franchise industry from launch to exit including with their international expansion.

Join The UPS Store franchise network and count on the support from our experienced Home Office and in-field teams to get you to your grand opening and beyond. Many offer printing or shipping services, but our dedication to innovation and convenience are what keep The UPS Store at the top of our industry. With over 350 franchise locations across Canada (and continuing to grow), we have a proven track record of success! As a franchisee you will enjoy an established system to get your business started off on the right track; in-depth training programs and ongoing support to make sure you continue to succeed; and an internationally recognized and award-winning brand to help you build instant credibility in your community. The UPS Store is there at every stage of your franchising journey. Proud to have been designated as an Essential Business at a time Canadians needed us most.

sotosllp.com | info@sotos.ca | 1-888-977-9806

Franchise Fee: $45,000 In Business Since: 2016 Available Territories: All of Canada CFA Member Since: 2021 Please visit ScorePizza.ca for more information.

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 1‐888-875-0007 or visit www.theupsstore.ca.

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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: FranchiseCanada.Online

Franchising 101: Easy-to-read resource articles and tutorials can help kick-start your franchise success! LookforaFranchise.ca: Explore the wide range of available franchise opportunities in our online directory Ask the Expert: Hear firsthand from franchise professionals as they answer common questions from prospective franchisees

Franchise Canada Chats: Listen to inspiring franchisees and franchisors who are building their businesses and connecting with their communities Franchise Canada TV: Find interviews, tutorials and guides, information about key franchising topics, and more! Franchise Canada E-News: Get the latest Canadian franchise opportunities and updates delivered to your inbox through our FREE e-newsletter

Ready to Learn More? Subscribe to Franchise Canada E-News for FREE today to receive a FREE digital edition of Franchise Canada magazine! FRANCHISECANADA.ONLINE

WHAT’S NEXT

DON’T MISS OUR JANUARY/FEBRUARY 2022 ISSUE! The 2022 Franchising Trends Issue The future is bright with franchising, and as we look forward towards 2022, we anticipate next year will be an exciting time for the franchise industry. In our annual Trends issue, we’ll take a look at what Canadian entrepreneurs can expect as business moves forward into the post-COVID-19 future. The January/February issue will look to provide insight into what Canadian franchising can expect in the upcoming year when it comes to consumer habits, the economy, and franchising overall. The issue highlights franchisee success stories, businesses who give back, expert advice from franchise professionals, and much more! Plus, the issue includes a special franchise focus on one of the industry’s most prolific categories: Quick-Service Restaurants. Prospective franchisees can look forward to a fresh start and some insights on the future for 2022 with the upcoming issue of Franchise Canada!

WATCH OUT FOR THESE EXCITING FEATURES IN OUR JANUARY/FEBRUARY 2022 ISSUE:* 2022 FRANCHISING TRENDS: Experts in the franchise industry give the inside scoop on what’s next in franchising, including the industry categories that are poised for growth. We also turn to experts for an economic forecast and insight into consumer trends and behaviours for the next year, to help you make an informed, strategic choice in pursuing your business dreams. TRENDS IN FOOD SERVICE FRANCHISING: Find out what the future holds for food franchises that have continued to adapt in response to the COVID-19 pandemic and beyond. We highlight food brands from across the country and dig into their advice for future food franchisees.

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INNOVATIONS IN FRANCHISING: Living in unprecedented times through the COVID-19 pandemic has caused most Canadians to adapt elements of their lifestyle in major ways. This has been true for small businesses as well, and for some franchise systems, adapting creatively to change has led to successful innovations within their franchise brand. We spotlight franchises that have made innovations in response to feedback from customers and franchise partners, or circumstantial changes. HOME IMPROVEMENT SERVICES ACROSS CANADA: As most Canadians spent a lot of time at home throughout 2020 and 2021, home improvement services are in as high demand as ever, and the industry has been a strong and popular category in franchising. We take you through CFA member franchise brands from coast to coast who are working in the home improvement space.

www.cfa.ca | www.FranchiseCanada.Online

PLUS, A SPECIAL FRANCHISE FOCUS ON QUICK SERVICE RESTAURANTS! 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

ADVERTISERS’ INDEX Aisle24........................................................................... 66 www.aisle24.ca

Dairy Queen Canada.. .................................. 38 www.dq.ca

Nethris.......................................................................... 20 www.nethris.com/cfa

Allegra.......................................................................... 45 www.allegrafranchise.com

Diversified Royalty Corp. ......................... 15 www.diversifiedroyaltycorp.com

Oxford Learning................................................ 39 franchise.oxfordlearning.com

American Express.. .................................................. .................................................. Inside Front Cover www.americanexpress.ca/ canadianfranchiseassociation

Driverseat................................................................. 34 www.driverseatinc.com/franchise

Pizza Nova................................................................ 44 www.pizzanova.com

Hallmark. . .................................................................... 14 www.hallmark.ca

Pizza Pizza................................................................. 16 www.pizzapizza.ca/franchising

Hickory Dickory Decks................................ 49 www.decks.ca/franchise

Score Pizza. . ............................................................... 13 www.ScorePizza.ca

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

Sotos LLP....................................................................... 7 www.sotosllp.com

Boardwalk Fries Burgers Shakes.. ........... ....................................................................................... 18-19 www.boardwalkburgers.ca British Swim School . . ....................................... 11 www.britishswimschool.com CENTURY 21.................................................................9 www.Century21franchise.ca COBS Bread............................................................ 48 COBSBread.com/franchise

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

The UPS Store.......................................................... 17 www.theupsstore.ca

ASK A FRANCHISE EXPERT (continued from page 87) . Passion: Lastly, probably one of the most important 3 P’s in choosing a franchise is passion. Is this a business that you can see yourself working at day in and day out for years, or even decades to come? Is it a business that excites you, that you’ll look forward to growing and developing? Is it a business that you’ll gladly invest in financially, physically, and emotionally? I recommend looking at all six of the P’s when buying a franchise, whether it’s your first or your fifth. Buying a franchise is a big commitment, but one that will pay dividends if you make the right decision for you. Not every franchise system is suited for every person, so make sure that the system is the right fit for you, your lifestyle, and your goals. Don’t be afraid to take a long, hard look at everything each system has to offer. Price, product, place, personality, people, and passion—all these traits are important aspects of any franchise system and any decision you make. With the right fit and the right franchise for you, the opportunities and rewards are far more easily attained. So do your homework and choose wisely. The right franchise is waiting for you.

Franchise Tutorials Gain knowledge on the basics of franchising from A to Z! With the Franchise Tutorials series, you can follow 24 tutorials that cover important franchising topics including deposits, advertising fees, inventory, recruitment, insurance, audits, and more. You can explore an informative and easy-todigest article on each topic, followed by a quick video clip summarizing what you learned. PLUS, test your knowledge on each topic with the NEW Franchise Tutorials quizzes! The Certificate Quiz provides you with a certificate of completion upon passing. The knowledge gained in these tutorials and quizzes can help you start making your dreams of business ownership come true! Click here to explore Franchise Tutorials!

Franchise Canada November | December 2021 99

GIVING BACK

CELEBRATING FRANCHISING EXCELLENCE

Mr. Lube was awarded the CFA’s 2021 Recognition Award for Outstanding Corporate Citizen for its charitable support through the Mr. Lube Foundation. See more on page 31.

Championing Cars & Communities

The Mr. Lube Foundation has supported communities for nearly two decades, raising more than $5 million for charities across Canada BY STEFANIE UCCI SINCE 1976, Mr. Lube has been a Canadian leader in the automotive maintenance services industry, offering vehicle maintenance, oil changes, and more. As a respected brand name with 175 franchise units across the country, Mr. Lube has served more than 40 million customers and is trusted for top-to-bottom automotive care. Beyond supporting customers and their vehicles daily, the Canadian brand has been dedicated to supporting communities through the Mr. Lube Foundation that was established in 2002. Since then, the foundation has raised more than $5 million for charities across Canada, with each franchise partner participating and inspiring their staff and communities to give back to local charity partners. “We’ve been involved with charities for a very long time, and it’s been very important since the inception of the company,” says Stuart Suls, president and CEO. “It’s really a frontline [effort] where we have the employees of franchisees who are so engaged with the charities, and we work with them to set the direction of our Mr. Lube Foundation.” Charities that Mr. Lube supports include BGC Canada (formerly known as Boys & Girls Clubs of Canada), Multiple Sclerosis (MS) Society of Canada, Covenant House, Centre for Addiction and Mental Health, and Canadian Red Cross. Suls explains that team members have had a lot of personal involvement with these causes, and the brand has been on the forefront with charities that support children’s welfare and multiple sclerosis. Each year, the second weekend in May is known as MS

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Weekend, during which $2 from each oil change at Mr. Lube franchises is donated to the MS Society of Canada. So far, more than $350,000 has been raised and donated to regional and national MS programs. The brand also works with Canadian veterans’ charities, including the Royal Canadian Legion. In addition to raising funds, many locations provide free oil changes to all veterans on Remembrance Day to honour them for serving our country. “We firmly believe that the more people we get involved—with thousands of employees—if we can get the engagement at the store level then that’s really where the bigger impact is. So, the franchisees are completely in lockstep with our charitable efforts,” says Suls. He adds that head office also gives franchise partners the option of choosing their own local charities to donate to so that they can see first-hand the impact they’re making in their community. This is done by delivering 50 per cent of donations to the brand’s national partner, which right now is the BGC Canada. Then, franchisees are allowed to choose where the other 50 per cent of proceeds will go, selecting charitable organizations that are important to them. “So, there are probably hundreds of other local charities that we’re supporting [beyond our main charity partners],” notes Suls. While raising funds is the financial side of the Mr. Lube Foundation, Suls says that the other side is the engagement between the franchise system and its local charities. “We support Camp Quality in Toronto and Zajak Ranch for Children in Vancouver. These are camps for children who are

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medically disadvantaged and can’t go to a normal camp for medical reasons. So, when we’re doing the work with these camps, we show up in person. There’s the actual engagement and hands-on aspect, where we’re not raising money, but we’re still involved.” Looking towards the future, Suls says that the Mr. Lube Foundation is “absolutely going to continue down the path” of their chartable efforts, looking at new causes to support in addition to children’s welfare, MS, and Canadian veterans. “We don’t have any plans to change the groups we’re working with, but we’re absolutely going to continue and will always look at the groups to make sure they’re still meeting the values and goals that we believe in.” For all its charitable efforts, Mr. Lube won the Canadian Franchise Association’s Outstanding Corporate Citizen Award as part of the 2021 Recognition Awards. “We’re very proud of this award, it means a lot,” says Suls. “That’s something we’re taking a lot of pride in, and are sharing with our suppliers and franchisees and their staff.” “We’re part of the community as a business and we derive our revenue from the community,” adds Suls. “We see it as lockstep: we work for the community, and they work for us. Giving to the community is how we exist, so like any other company we feel it’s our responsibility to give back and partner up with communities.”

Learn more at LookforaFranchise.ca