Franchise Canada November/December 2023 by Franchise Canada

KIDS AND FAMILY FRANCHISES

NEW CFA MEMBERS ACROSS CANADA

SPOTLIGHT ON 2023 CFA AWARD WINNERS NOVEMBER | DECEMBER 2023

A Canadian Franchise Association Publication / FranchiseCanada.Online

Annalisa Cilla, Scholars Education

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Brad Wheeler, TWO MEN AND A TRUCK Canada

The 2023 Franchisee of the Year award winners share their challenges, rewards, and insights

Smile more when you are the boss! Low initial investment

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Seeking motivated entrepreneurially minded partners that see the unlimited potential of the transportation industry Low initial investment and faster proﬁtability Answer your community’s call for better and safer pre-booked transportation solutions (7-24 people) Lead your team to consistently outshine the competition and wow your customers every time Smile more at work as your own Boss. It’s easy when you love what you do! www.driverseatfranchise.com

franchise@driverseatinc.com

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CONTENTS FRANCHISE

CANADA

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NOVEMBER/DECEMBER 2023

15 COVER STORY

Franchise Champions The winners of the 2023 Franchisee of the Year award share their challenges, rewards, and insights after a year filled with growth and success

FEATURES

Doubling Down on Success Shining the spotlight on a pair of consecutive Grand Prize winners focused on prioritizing franchisees and providing excellent service

Celebrating Franchising Excellence The 2023 winners of the CFA Awards of Excellence, Recognition Awards, and Franchisees' Choice Designation

LookforaFranchise.ca

The Fast and the Franchiseable You don’t need to be handy with a jack to be an automotive franchisee, you just need a drive to learn, a positive client-first attitude, and the support of a strong franchise network

Family First Franchises that provide engagement, activity, and essential skills for kids

New in Town Own your own business from one of the CFA’s newest member brands

The Rewards of Resales Franchise owner Bradley Jenkins shares the keys to his success after 13 years with Express Employment Professionals, including a thriving resale franchise

The Basics of Creating a Business Plan Follow these steps to create a detailed plan and set your new business up for success

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

DEPARTMENTS

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

NEXT GENERATION IN FRANCHISING From Side Hustle to Primary Business How a pair of landlords turned a side business into a successful property management franchise

LEADERSHIP PROFILE A People-Powered Pizza Company Senior director of people Amy Silverstein supports Pizza Pizza’s cultural transformation shift through the introduction of DEI and engagement-led programs

A DAY IN THE LIFE A ‘Wild’ Franchise Adventure Wild Birds Unlimited franchisee Sarah Smith shares her journey from a part-time position to a full-time business venture with a brand that feels like family

THE FIRST YEAR A Natural Approach A Lice Squad.com franchisee learns that the lice treatment business is anything but lousy

EMERGING BRAND A Swimming Success The British Swim School system makes a splash in Canada

GIVING BACK All That and a Box of Chicken Mary Brown’s’ myriad social purpose initiatives fuel partnerships and keep people fed in times of need

CATCH UP ON SEASON 7 NOW!

SHOW ME THE MONEY 4 Franchises for $500K+

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

COLUMNS

9 CFA CODE OF ETHICS 12 INDUSTRY NEWS 92 ASK THE EXPERTS 98 MARKETPLACE 99 ADVERTISERS’ INDEX 100 FRANCHISE ROUNDUP

LISTEN & LEARN

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

FranchiseCanadaChats.ca

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

Franchise Canada

November | December 2023

PUBLISHER’S MESSAGE

THE BEST IN THE BUSINESS

very year, the Canadian Franchise Association (CFA) shines a spotlight on franchise excellence with its prestigious awards program, celebrating the industry’s shining stars. In this special Excellence in Franchising issue, we celebrate the best and the brightest of 2023’s franchise landscape. Join us as we honour those who have demonstrated unwavering commitment to the franchisor-franchisee relationship, the very heart and soul of the franchise business model. Exceptional, hardworking franchisees are the driving force behind every successful franchise. In the cover story on page 15, we showcase the 2023 Franchisee of the Year award winners, including Gold winners Annalisa Cilla of Scholars Education (Traditional Franchises category), and Brad Wheeler of TWO MEN AND A TRUCK Canada (NonTraditional Franchises category), along with the silver and bronze winners. Read all about these award-winning franchisees’ personal journeys and get their guidance on achieving success in the franchise world. For an in-depth conversation with the Gold winners, be sure to listen to the exclusive bonus episode on the Franchise Canada Chats podcast. Next, we take a look at brands that won the Awards of Excellence Grand Prize: Inspiration Learning Center (Traditional Franchises) and EverLine Coatings and Services (Non-Traditional Franchises). On page 23, the people behind these brands reflect on their success, highlighting what it takes to maintain strong franchisor-franchisee relationships year after year. Check out our full roundup of Award of Excellence and Recognition Award winners on page 28, plus recipients of the Franchisees’ Choice Designation and brands that have achieved accolades and reached CFA membership milestones. The award-winning franchises just keep coming! On page 76, get introduced to senior director of people Amy Silverstein, whose support was key to the introduction of DEI and engagement-led programs at Pizza Pizza, this year’s Diversity & Inclusion Champion Award winner. And learn all about how the Outstanding Corporate Citizen Award-winning system Mary Brown’s supports BGC Canada and provides disaster relief (page 88). Our focus on excellence in franchising continues throughout the issue, including a spotlight on the successful first year of multi-unit LiceSquad.com franchisee Malika Rezgani (page 82). If you’re into nature, you’ll want to fol-

low Wild Birds Unlimited franchisee Sarah Smith through a typical day, starting on page 79. Then, get inspired by a young couple’s experience owning a Real Property Management franchise in our next generation in franchising article (page 73). Plus, get your feet wet in franchising with an emerging system as you learn about British Swim School’s presence in Canada on page 85. We also take a closer look at family-friendly service franchises that offer activities and instruction on page 43 and give you the opportunity to spend some time learning about car repair and upkeep in our automotive franchises feature on page 39. Turn to page 92 for legal and marketing advice from the experts and learn the basics of building a business plan on page 68. And finally, if you’re curious about franchise resales, you’ve come to the right place. Check out our franchise resales case study on an Express Employment Professionals franchisee on page 66. On page 48, we proudly present the freshest faces in the CFA’s roster—the newest member brands to join our ranks in the past year. Their decision to join the CFA signifies their dedication to achieving franchise excellence. Maybe we’ll see some of their names among the award winners in the years ahead! For more examples of franchise excellence, continue your franchise journey at FranchiseCanada.Online. Here you’ll find resources that can help guide you on your own path to franchise success, including expert advice, videos, podcast episodes, and more. You can also visit LookforaFranchise.ca, the CFA’s online member directory, to search and connect directly with CFA member brands. And don’t forget to follow the CFA on Instagram, Facebook, Twitter, LinkedIn, and TikTok. While this issue highlights the latest superstars of the franchise industry, remember that the people in these success stories started out just like you: eager to go into business for themselves, but not by themselves. We hope these stories inspire you to take the next steps toward making your own business ownership dreams come true!

Sherry McNeil President & CEO, Canadian Franchise Association

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Connect with the Leader in Home Services Franchising. Begin your journey toward successful business ownership and a more ﬂexible lifestyle today.

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

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

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

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

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LAW FIRMS:

SHOWCASED FRANCHISES

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

CODE OF ETHICS

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

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

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

Franchise Canada November | December 2023

ADVERTORIAL

A SLICE OF SUCCESS:

THE SCORE PIZZA ADVANTAGE

Score Pizza isn’t just a franchise; it’s a journey towards financial independence and personal fulfillment. Founded on the principles of quality, innovation, and customer satisfaction, Score Pizza has carved a niche for itself in the competitive pizza market.

Unparalleled Concept What sets Score Pizza apart is its unique concept that puts customers in charge of creating their own pizzas. This innovative approach empowers individuals to customize their pies, choosing from a wide array of fresh ingredients and delectable sauces. From traditional favourites to daring combinations, customers can craft their perfect pizza with a personalized touch, ensuring each visit is a delightful experience. Quality Ingredients At Score Pizza, we understand that the heart of any great pizza lies in its ingredients. We source only the finest and freshest produce to guarantee a superior dining experience for our customers. From farm-fresh vegetables to premium meats and handcrafted sauces,

every ingredient reflects our commitment to excellence. Streamlined Operations Embarking on your franchise journey with Score Pizza means embracing an organized and streamlined operational model. We provide comprehensive training and support to ensure you’re well-equipped to manage all aspects of your business, from preparing delicious pizzas to delivering top-notch customer service. Our proven strategies are designed to help you navigate the day-to-day operations effortlessly. Modern Technology In today’s digital age, technology plays a pivotal role in business success. Score Pizza leverages cutting-edge technology to enhance

customer interactions, streamline orders, and manage inventory effectively. Our user-friendly online ordering system and utilization of thirdparty partners provides convenience and accessibility to customers and creates a seamless experience that keeps them coming back for more. Supportive Community When you join the Score Pizza family, you’re not just buying into a brand – you’re becoming a part of a supportive and thriving community. Our franchise network is built on collaboration, knowledge sharing, and collective growth. Benefit from the experiences of fellow franchisees, access ongoing support from our dedicated team, and tap into a network of resources designed to help you succeed.

ADVERTORIAL

FRANCHISE OPPORTUNITIES: YOUR PATH TO PROSPERITY Proven Business Model Score Pizza’s success story is built upon a robust and proven business model that minimizes risk and maximizes profitability. With a strong foundation in place, you can confidently embark on your franchise journey, knowing that you’re backed by a brand that’s well-versed in delivering results. Comprehensive Training No prior experience in the food industry? No problem. Score Pizza provides comprehensive training that covers all facets of running your franchise. From food preparation techniques to customer service skills, you’ll gain the knowledge you need to hit the ground running and make your franchise a resounding success. Prime Locations Choosing the right location is crucial for any business’s success.

Score Pizza helps in finding prime locations that align with the brand’s target demographic, ensuring maximum visibility and foot traffic. Our team of experts will guide you through the process, helping you secure a location that sets you up for success as well as ensuring build-out is performed efficiently. Marketing Power A strong marketing strategy is essential for attracting customers and driving sales. Score Pizza provides you with marketing materials, digital campaigns, and promotional support to help you create buzz in your local market. Benefit from the brand’s established presence and capitalize on its reputation for delectable pizzas and exceptional service. Growth Opportunities Your journey as a Score Pizza franchisee doesn’t end at the grand opening. As the brand continues to expand, you’ll have the chance to explore multi-unit ownership

FOR MORE INFORMATION, VISIT HTTPS://SCOREPIZZA.CA/FRANCHISING/

and other growth opportunities. Whether you’re looking to scale your success within your current market or explore new territories, Score Pizza supports your aspirations for growth. Your Recipe for Success Starts Here In the world of franchising, Score Pizza stands out as an opportunity that blends innovation, quality, and community. By investing in a Score Pizza franchise, you’re not just joining a brand; you’re embracing a lifestyle that celebrates entrepreneurship, creativity, and the love for great food. Are you ready to take the leap into the thriving food industry? Unlock your potential with Score Pizza and embark on a journey that promises not just a slice of success, but a whole pie of prosperity. Join the Score Pizza family today and discover the fulfilling path to becoming a successful entrepreneur in the world of pizza.

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising DermaEnvy Skincare Opens Clinic Franchise in New Minas, N.S. DermaEnvy Skincare announced the grand opening of its eleventh clinic location in New Minas, Nova Scotia. Now with four locations in Nova Scotia, DermaEnvy Skincare has become a household name in the region’s skincare industry. The company’s steady growth has now seen it open a total of 10 clinic locations across Atlantic Canada, and one location in Waterloo, Ontario, with plans to expand in Ontario in 2024. “We are excited to be welcoming our eleventh clinic to the brand and making our treatments more accessible to those in the Annapolis Valley,” says Cohen MacInnis, president of Wellness Brands Canada Inc., franchisor of the DermaEnvy Skincare brand. “Our goal is to provide exceptional client experiences for laser, skincare, and medical aesthetic treatments accessible to all Canadians at a mid-market price point, with a brand they can trust.” Experienced multi-brand franchisees Kelly and Jeff Doucet are behind the latest location in New Minas, N.S. after their success with the brand following the January 2020 purchase of a Dartmouth, N.S. clinic. “We have seen continued growth both in the laser, skincare, and medical aesthetics industries and in the DermaEnvy brand so we decided to expand our footprint,” says Kelly Doucet. The New Minas, N.S. clinic will offer a range of laser, skincare, and medical aesthetics treatments including laser hair removal, skin rejuvenation, body contouring, clinical facials, peels, and more. The clinic will be staffed with trained medical aestheticians and equipped with the latest treatment technology with a focus on providing

exceptional service and personalized skincare solutions. DermaEnvy Skincare has become a trusted name in the industry in Atlantic Canada and plans to target growth in the province of Ontario in 2024. “Our brand’s franchise model offers an opportunity for Ontario entrepreneurs to join a growing, trusted industry-leading brand while benefiting from our established business model, investments in technology, systems, structure, and support” says MacInnis. “Our objective is to connect and partner with passionate, driven Ontario entrepreneurs and individuals interested in joining Team DermaEnvy in 2024.” BeaverTails® Names Michelle Aboud Vice President of Marketing BeaverTails Canada announced that Michelle Aboud has joined as vice president of marketing. As a key member of the leadership team, Aboud will oversee BeaverTails’ marketing and branding efforts and shape communications strategies that will amplify the brand’s presence in Canada. She will also support expansion efforts into new markets. “I’m delighted to welcome Michelle to our senior leadership team. Her experience working with global brands as well as her entrepreneurial spirit was a huge draw for us,” says Pino Di Ioia, CEO, BeaverTails. “She is a business-savvy marketer with a deep appreciation for creativity, which makes her uniquely placed to lead our marketing efforts at a very exciting time for our business.” “I’m excited to be joining the ranks of this iconic Canadian brand. BeaverTails has taken a uniquely Canadian product and built a brand that is both fun and nostalgic over

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

the last 45 years. It is well positioned for innovation and growth in the coming years,” says Aboud. “Marketing will now, more than ever, be an important growth driver and I’m thrilled to be leading those efforts.” Prior to BeaverTails, Aboud held numerous executive positions including senior vice president and managing director of McCann Montreal where she oversaw general operations and contributed to accounts such as the Royal Canadian Mint, L’Oréal Canada, Nespresso, and Export Development Canada. Prior to that, she worked as a consultant on business brand strategy for SMEs and global brands across various industries. Aboud was also partner and vice-president, account services at Bleublancrouge, where she played a senior role with major accounts such as Sephora, Cadillac Fairview, Desjardins, and Cineplex. Kumon Celebrates 40th Anniversary Kumon North America, which opened its first U.S. centre in Inglewood, California in 1983, has been the top education franchise for 22 years running, according to Entrepreneur Magazine’s franchise rankings. Through July, the company had already enrolled more than 105,000 new students, and more are expected. And with more students is the need for more centres. While the company has signed franchise agreements for 78 centres in 2023, more are needed to keep up with the demand. “What was supposed to be a down year in franchising is turning out to be one of our best years,” said John Collins, Kumon North America’s vice president of center development. “It’s encouraging to see parents investing in their children’s ongoing education.

INDUSTRY NEWS As competition for higher education increases, the lingering impacts of the pandemic become more evident as the education gap widens.” The release of math and reading scores in the last year from “The Nation’s Report Card” showed significant declines, revealing growing gaps in student learning. “I think a lot of what is driving this growth is a combination of increased student competition and the continued fallout from the pandemic,” Collins added. “As these test scores are released, parents are realizing the fallout from the pandemic is far from over. There are persistent education gaps that can’t be overcome by the public school system alone. That’s where Kumon can help.” Kumon’s impact is significant in the private education sector globally. Kumon franchise owners operate more than 26,000 centres in more than 60 countries around the world, including over 1,600 in the U.S. and over 400 in Canada. The quality is also unmatched. Kumon has topped Entrepreneur Magazine’s tutoring category for 22

consecutive years and ranked 6th overall on the prestigious Franchise 500 ranking for the last three years. Last year it was also named into the magazine’s Hall of Fame listing. Kumon, which began in 1954 in the home of its founder, Toru Kumon, remains one of the oldest operating franchises in the U.S. Kumon, who was a high school math teacher at the time, developed a worksheet education program for his secondgrade son, Takeshi. Smoke’s Poutinerie Founder Ryan Smolkin Dies at 50 The entrepreneur with the goal of bringing poutine to the world died on Sunday, October 29 at 7:00 p.m., the company announced. Smolkin formerly owned one of Canada’s top branding and design companies with a roster of industry leading clients including Nike, Maple Leaf Sports & Entertainment, Sims Snowboards, Molson Breweries, Corus Entertainment, and YTV. Smolkin then founded the multiaward-winning brand Smoke’s Poutinerie in 2009 and became

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known as the Chief Entertainment Officer (CEO). From day one, Ryan’s business goal was simple: “GLOBAL DOMINATION!” His message was strong, candid, and always delivered with an unmatched, unique style and unbridled energy. As directed by Smolkin prior to passing, the brand’s president and COO, Mark Cunningham will take the lead seat on the Gravy Train. Cunningham is a franchise industry veteran of 25+ years and the longtime chief operating and business development officer of Smoke’s Poutinerie. Cunningham and the whole team will ensure that it’s business as usual with the same goals, vision, and direction that Smolkin built the brand on. Smolkin was passionate about many things, one being his relationship with We Care and their goal to enable kids with disabilities to realize their full potential. As the Charity of Choice of the Foodservice Industry, they partner with companies to raise money and send kids with disabilities to fully accessible Easter Seals summer camps across Canada. In 2016, Smolkin created the CEO Challenge in support of We Care, where leaders of the Food Industry sign up to raise money and compete in a friendly Poutine Eating Challenge. The event is held annually during Smoke’s Poutinerie’s World Poutine Eating Championship (WPEC) and has raised hundreds of thousands of dollars for We Care. In his memory, this event will now be known as “The Ryan Smolkin CEO Challenge in Support of We Care.” Smolkin became a director of the We Care Board in 2018 and never stopped thinking about the kids. In lieu of flowers, Smolkin has requested that a donation be made in his memory through We Care, to help send a deserving kid to camp.

COVER STORY

Annalisa Cilla, Scholars Education

Brad Wheeler, TWO MEN AND A TRUCK Canada

The 2023 Franchisee of the Year award winners share their challenges, rewards, and insights BY DANIEL MCINTOSH

The Canadian Franchise Association (CFA) Franchisee of the Year award celebrates the accomplishments of CFA member franchisees, recognizing their business performance, community service, and overall involvement in their franchise brand. These franchisees joined the franchise industry for various reasons, such as seeking leadership opportunities, career flexibility, and a desire to be a part of the inner workings of their favourite brands. They found opportunities that aligned with their personal values and found success going into business for themselves, but not by themselves. Let’s meet the Gold, Silver, and Bronze winners of the 2023 Franchisee of the Year Award!

Franchise Canada November | December 2023

COVER STORY

TRADITIONAL

Annalisa Cilla

Scholars Education Toronto, Ontario

“I make sure that my students and parents are happy, because they become your best marketing advocates for what you do.”

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COVER STORY

There are no easy career switches, and Annalisa Cilla describes her transition into franchising as a whirlwind. As a former teacher, the classroom experience left her with a few non-negotiables for her future jobs in the teaching field. She wanted to see her students grow academically and personally, to interact with parents, and mentor teachers who were coming in after her. Her desire to work with a forward-thinking methodology and curriculum further directed her goals. “I wanted to partner with someone who could share that same passion for teaching as I had,” says Cilla. She met her match through Scholars Education, a supplementary education franchise that provides tutoring for students ages five to 18. “When I connected with Scholars, I was happy to see that they too were aligned with the methodologies and shared the passion that we had to meet with students, collaborate with parents, and build that strong relationship within our communities,” she says. In addition, it’s great to have fellow educators she can call on for help with professional development, assessment, and giving feedback. Cilla notes that franchisees need to stay competitive when owning a business, namely the need to always be innovating and keeping your finger on the pulse of changing curriculum standards. The opening of her first Scholars Education location in Toronto in March 2020 was quickly eclipsed by the COVID-19 pandemic. “The world changed overnight, and so did our business model,” she recalls. In-person lessons quickly shifted to online tutoring. The support from around her network made all the difference, and Scholars provided the online classroom for lessons.

“Whatever we needed, they were listening to the field,” explains Cilla. “Everything changed and having that network of support is ultimately what let us come out on the other end.” Cilla says winning the Franchisee of the Year award has given her location increased visibility and enhanced its reputation. “I think, above all, it’s motivation and pride. It’s validated our hard work, dedication, and commitment with my team as we sit here within the centre and from head office.” In a way, her commitment to staying the course through a challenging time has been validated through this award. “Doing this takes a lot of time, effort, and ingenuity, and you have to be prepared to work hard and be patient. I think if you stay committed, you’re more likely to stay on track toward what you envisioned with your business.” Cilla says incoming franchisees should make sure they’re actively present in their communities, because although the franchise will work to make its franchisees successful, “you know what your community needs.” Prioritizing quality is also a large part of the puzzle. “I make sure that my students are happy, my parents are happy, because they become your best marketing advocates for what you do.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

COVER STORY

NON-TRADITIONAL

Brad Wheeler

TWO MEN AND A TRUCK Canada Toronto, Ontario

“I knew I could build a core team, as well as a group of people who could live out and believe in our values.”

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

COVER STORY “I always worked for other people,” says Brad Wheeler of the start of his franchise journey. “And I knew that, working for myself, I’d have a place that I could call home.” With a background in marketing, customer service, and restoration, Wheeler wanted a workplace that fit his core values and aligned with his personal integrity. He found a fit in TWO MEN AND A TRUCK Canada. “I knew it was the franchise for me, from the mission statement and core values,” says Wheeler. “I knew I could build a core team, as well as a group of people who could live out and believe in our values.” Wheeler looked at several companies, initially not feeling any particular attraction to the idea of owning a moving franchise. “I looked at restoration, I looked at the box stores, I looked at restaurants,” Wheeler reminisces. “But after meeting John [Prittie, president], I knew what they stood for, and I knew there was start-up success there.” All the brand’s core values aligned with Wheeler’s, so he knew it was a good fit. The recruitment process stood out to Wheeler, as members of the head office team regularly made in-person appearances through the discovery phase, rather than relying on calls or emailing back and forth. “That handson approach for myself was huge, and it was important to have those people that can relate to you,” says Wheeler. Where the other franchises he met with were strictly about the numbers, TWO MEN AND A TRUCK showcased many different aspects of the franchise experience—the rewarding and the challenging. One of the challenges was overcoming labour struggles and creating an ownership mindset in incoming staff and franchisees. “As much as you manage employees, you have to manage tendencies, you have to manage attitudes and your full environment inside the business,” Wheeler says. Real estate was also a significant challenge when he started seven years ago and continues to be a hurdle now. “We need to park 26-foot moving trucks, plus parking for 20 to 30 employees,” says Wheeler. “We needed a niche location.” Luckily, TWO MEN AND A TRUCK Canada’s onboarding team came in to brief Wheeler on details that he wasn’t even aware he needed to think about. “For them to have a checklist of exactly what we needed to do to fulfill our needs was huge,” he says. As Wheeler’s Toronto outlet grew in popularity, it needed to expand to accommodate more trucks, and then he even expanded the businesses service into storage and junk removal. For someone who always envisioned having his own company, Wheeler says his work with TWO MEN AND A TRUCK is gratifying. In his community, people stop him when they see the logo on uniforms or on the side of a moving truck, thanking him for moving a cousin, brother, or aunt. Although he didn’t directly do the heavy lifting,

he says, “It’s so rewarding to know that I was the reason that those things happened.” The success of TWO MEN AND A TRUCK has allowed Wheeler to give back to his community in other ways as well. “Now I can work with youth shelters and women’s shelters. It’s so rewarding, being able to help those people and know I can do it.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

COVER STORY

Daksh Patel

Quesada Burritos & Tacos Surrey, British Columbia Before buying a franchise, it’s important for prospective business owners to take stock of what they want out of franchising. For Daksh Patel, his desire for entrepreneurial fulfillment and personal satisfaction encouraged him to follow his dreams as a Quesada Burritos & Tacos franchisee. “The idea of being my own boss and having control over my work-life balance attracted me towards the franchise business,” says Patel. The brand’s fusion of innovation and convenience was another draw, streamlining bold, complex flavour blends into a quick, satisfying dining experience. Quesada piqued his interest because of its unique customizable Mexican menu sourced from high-quality ingredients, “ensuring each bite tells a flavourful story,” he describes. The product is both authentic and adaptable, which, for Patel, is a non-negotiable. “The concept’s commitment to quality and efficiency aligns perfectly with my vision of providing customers with a dynamic and flavourful way to enjoy Mexican cuisine on the go.” Patel says the brand puts all the necessary pieces in place for franchisees to find success. “The ongoing training, marketing support, and community of fellow franchisees provide a robust backbone, making the journey of owning a Quesada franchise not just a business endeavour, but a flavourful odyssey of success,” he says. As for advice for prospective franchisees, Patel says to conduct thorough research about your franchise options and reach out to other franchisees to get their perspectives. “Be ready to put in your hard work and dedication required to be a successful franchise business.”

Learn more at LookforaFranchise.ca

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

TRADITIONAL

COVER STORY

Kevin Simpson ActionCOACH Calgary, Alberta

While many prospective franchisees attend tradeshows and do research before beginning their franchise journeys, others stumble upon the desire to own a business by chance. That’s how Kevin Simpson came across ActionCOACH, a business coaching and consulting services franchise. Having previously owned nonfranchise businesses—a high-end bicycle store and a restaurant—he already understood the value of joining an established brand. As an experienced business owner, he shared his expertise with other businesses as a coach, providing independent consultations before he formally joined ActionCOACH. When an ActionCOACH franchisee requested his services, he got a firsthand look at the brand—and he liked what he saw. “I got to test-drive the system and see what it’s like to be a part of the community,” says Simpson. “And, they do a really good job of building a community, no matter how big the community is or how many countries they’re in.” Simpson attended ActionCOACH’s North American conference in his first year in 2015 and was impressed by the community. The social atmosphere, and how the franchisees were in community, not competition with each other was a big draw for Simpson and played a major role in his success. “I was like ‘this is the real deal.’ Not only do I get to be part of the franchise, but I get access to these people that are years ahead of me,” says Simpson. “They’re my friends now—I think that was a huge part of it for me.”

NON-TRADITIONAL

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

COVER STORY

Benoit Chevrier Batteries Expert Gatineau, Quebec

For some franchisees, like Batteries Expert’s Benoit Chevrier, business and family go hand in hand. Chevrier and his wife were looking to start a family. But as a nurse, her chaotic schedule wasn’t suitable for family life. “The franchise was an attractive option,” says Chevrier. “After analyzing and meeting with Batteries Expert owners and employees at the head office, we were convinced that this was a perfect business model for us.” Batteries Expert sells and services portable and alternative energy solutions, from small watch batteries to large solar panel installations. When he saw that the brand had a territory available in his area, Chevrier began investigating. As an electrician by trade, with a passion for renewable and alternative energy, the batteries industry was a natural fit for Chevrier. “With the support and training from our franchisor, my wife is now a battery specialist as well!” Apart from training, Chevrier says being a Batteries Expert franchisee has major benefits including reasonable fees and brand recognition around Ontario and Quebec, where the brand has more than 60 locations. He adds that “the batteries world is very varied and technical, so having the experience and the support of our franchisor was and still is helpful,” and notes that “honesty, respect, and innovation are values that we could relate to!”

TRADITIONAL Benoit Chevrier (middle), his wife Diane (left) and Elise Rozon, CEO (right)

Learn more at LookforaFranchise.ca

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

DOUBLING DOWN ON SUCCESS

Shining the spotlight on a pair of consecutive Grand Prize winners focused on prioritizing franchisees and providing excellent service

BY JORDAN WHITEHOUSE

ust like last year, EverLine Coatings and Services and Inspiration Learning Center took home the two Grand Prizes at the Canadian Franchise Association’s 2023 Awards of Excellence. Determined by franchisee surveys, the awards are handed out every April to franchise systems in recognition of elite operations and dedication to leadership, business planning, and franchisee relationships. There are seven award categories based on franchise size and type. The Grand Prizes are given to a Gold winner in the Traditional grouping (those with brick-and-mortar locations) and a Gold winner in the Non-Traditional grouping (those that are mobile or home-based).

“Winning this again is more wind beneath our wings and just a really nice recognition from our franchisees,” says John Evans, the founder and CEO of EverLine Coatings and Services, which won for Non-Traditional franchises. Angel Kuang agrees. The founder and CEO of Inspiration Learning Center says that she and her team love seeing the Traditional awards hanging in their offices. “And so do our clients,” she adds. “They trust you more when they see those up there.” So how do EverLine and Inspiration keep stacking up all these recognitions? And what’s new with both franchises? Franchise Canada recently sat down with Evans and Kuang to find out.

Franchise Canada November | December 2023

DOUBLING DOWN ON SUCCESS EverLine Coatings and Services When we caught up with John Evans last year, he talked about how his company was seeing “supersonic velocity.” At the beginning of 2022, there were 17 EverLine locations across Canada. By the end of the year, there were 71 across North America. “It’s really the same story again this year,” says Evans. “But we’re seeing even greater growth—and especially in the U.S., where we’re opening about three or four locations a month right now.” Another part of the EverLine story is that as the company has scaled, so has its capacity to take on more work, says Evans. But that work isn’t just parking lot line painting, which is what EverLine primarily focused on when Evans launched the company in Calgary, Alberta about a decade ago. Now, franchisees can offer clients a one-stop shop for parking lot and interior floor maintenance. That includes everything from asphalt repair and sealcoating to epoxy flooring solutions to speed bump and post installs. The company is even testing out small asphalt paving jobs. Evans admits that it has been a lot of growth and change in a relatively short period of time. But he says that a key to sustaining it all is maintaining strong relationships with franchisees. “When we started going through all this growth, I said, ‘Over my dead body are we going to lose those relationships and that homey feel that made this special in the first place.’ And so we’ve really focused on making sure that magic is still there.” Ottawa franchisee Stephane Beaudoin is one of those people still feeling the magic. He joined the company in 2020 after 26 years working as a financial advisor and hasn’t looked back. On top of being the franchisee and

president of the Ottawa outpost, he recently opened a location in Montreal West and also bought the rights for the 19 franchise locations in Quebec. Looking back over the past four years, he says he almost can’t believe the growth he’s experienced. “I got in right at the beginning of COVID, and the next year we doubled our numbers. The year after that, the same thing. We’ve just been increasing like crazy.” He says there are several reasons why business has been so good. One is that he has put a lot of hard work into everything. Clients also need this type of work year after year. But the biggest reason could be that the support from the franchisor has been, as he says, “incredible.” “We’re not making the types of mistakes that have already been made. We have all this marketing help, all this knowledge, all these tools if literally anything comes up that we’re having trouble with.” As for the near future of EverLine, Evans says it’s full steam ahead. Most of the territory expansion will happen in the U.S., but there is still some room for growth in Canada in the Toronto and Vancouver areas, as well as Vancouver Island. The company is also exploring other types of specialty services that could further boost franchisees’ bottom lines. “We just continue to have our heads down,” says Evans. “The story has always been growth here. That’s what EverLine does.”

Learn more at LookforaFranchise.ca

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

DOUBLING DOWN ON SUCCESS

“WE JUST CONTINUE TO HAVE OUR HEADS DOWN. THE STORY HAS ALWAYS BEEN GROWTH HERE. THAT'S WHAT EVERLINE DOES.”

Franchise Canada November | December 2023

DOUBLING DOWN ON SUCCESS Inspiration Learning Center Inspiration Learning Center founder and CEO Angel Kuang says her focus remains squarely on her franchisees—as it always has been. When Kuang arrived in Canada from China as a young educator in the early 2000s, she had almost no money to start a business. But she was passionate about education and wanted to launch a tutoring centre. So, she found a way and opened her own Inspiration Learning Center in Scarborough, Ontario in 2003. Twenty years later, as Inspiration has grown to 13 locations in Ontario and B.C. and expanded its tutoring services to almost every grade and subject, Kuang remembers those tough early years as a business owner. “I started from scratch, and so I remember what it’s like for a small business owner, how they feel. So, I try to focus more on them and how they grow.” One example is that Kuang spends more of her own money on marketing and advertising rather than sharing those costs evenly with franchisees. Another is that she will implement a grand opening marketing incentive rebate of $20,000. Toronto area franchisee and educator Cleo Zhu certainly feels the impact of these types of supports. A few years ago, as Zhu’s own kids and her friends’ kids were progressing through school, she was looking for highquality learning materials for them. “People always asked me, ‘Why don’t you open your own school?’ So finally, I said, ‘Why not?’” But instead of going out on her own, Zhu soon met Kuang. From Kuang, she learned how valuable the backing from Inspiration was to franchisees. Take the franchisee training program, says Zhu. It begins with two weeks of in-class training on everything from the education industry to Inspiration’s teaching methodology to tutor recruitment and marketing. The

new franchisee then visits existing locations to observe the daily routines. Once the franchisee is ready to open, Kuang sends a team to help with everything, including the setup, hiring, and even initial customer inquiries. This kind of meaningful support also extends to students, says Zhu. “When I first met with Angel and learned about Inspiration’s East-meets-West methodology, I got really interested, and that was another big reason for my decision to join.” That methodology combines the traditional Western educational approaches to developing critical thinking skills with the Eastern approaches for cognitive application. “This empowers students to excel in a variety of areas,” says Kuang. Zhu has seen the impact of this unique approach time and again—and it’s what she loves most about being an Inspiration franchisee. “At the end, when students see their big progress, they come to us and say, ‘Oh, thank you so much. Because of you, I got an A or an A+.’ We really feel so happy for them.” Kuang says she has no plans to stop innovating with her company. This year, for instance, instead of hiring an outside consultant to help her further develop the Inspiration brand and market it to new franchisees, she’s hiring an internal team to do that work instead. “I just thought, my team has been in the system for years and they know how it works. They are the perfect ones to promote our franchise. So why not? Let’s try.”

Learn more at LookforaFranchise.ca

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

DOUBLING DOWN ON SUCCESS

Inspiration Learning Center team members Diogo Figueira (right), Hanna Li (middle), and Angel Kuang (left).

“I STARTED FROM SCRATCH, AND SO I REMEMBER WHAT IT’S LIKE FOR A SMALL BUSINESS OWNER, HOW THEY FEEL. SO, I TRY TO FOCUS MORE ON THEM AND HOW THEY GROW.” Franchise Canada November | December 2023

Celebrating Franchising Excellence Celebrating the relationship between franchisors and franchisees is paramount to the Canadian Franchise Association’s (CFA) mission. First presented in 1992, the Awards of Excellence celebrate the mutual partnerships that embody our collective value of Growing Together®. The winners of the 2023 CFA Awards of Excellence in Franchising, Franchisee of the Year, Franchisees’ Choice Designation, CFA Recognition Awards, and Membership Milestones awards represent franchise systems in a range of industries, emerging and iconic, and all earning accolades and admiration from the wider franchise community. They excel in turning curious, entrepreneurial people into successful franchisees, and providing outstanding service to customers across their systems. Celebrate the extraordinary winners of the 2023 CFA Awards in this special franchise focus. These winning franchises, as voted by their peers, have championed excellent service and provided immense support to their franchisees, in addition to going above and beyond in their own unique ways. Read on to learn more about these award-winning brands and how they achieved the highest honour in Canadian franchising. 28 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

CELEBRATING FRANCHISE EXCELLENCE

2023 Franchisees’ Choice Designation The Canadian Franchise Association Announces the 2023 Franchisees’ Choice Designees

hat do the franchise systems featured on the following pages have in common? While they are all unique concepts and operate in a variety of business sectors and industries, these franchises have the distinction of being named as Franchisees’ Choice designees, receiving high rankings from their franchisees. The Franchisees’ Choice designees are Canadian Franchise Association (CFA) member franchise systems who voluntarily took part in an independently-administered survey. Their franchisees were asked to rate the franchisor in key areas of the franchise business model, including leadership, business planning and marketing, training and support, ongoing operations, and the relationship between the franchisor and franchisee. “The true strength of a franchise system lies in the mutually-rewarding relationship between a franchisor and its franchisees,” says Sherry McNeil, president and CEO of the CFA. “Being a Franchisees’ Choice designee is a high honour because the high rankings in franchisee satisfaction come directly from the franchisees themselves.” In the due diligence process of investigating a franchise opportunity, speaking with existing franchisees about the opportunity being explored is essential. For prospective franchisees, the Franchisees’ Choice designation identifies that a franchise brand has received solid endorsement and ratings from its franchisees in areas such as: • Franchisee selection process • Franchise information package • Leadership • Training and support • Operations and improvements • Franchisor-franchisee relations

THE FRANCHISEES’ CHOICE LOGO Franchisees’ Choice winners receive a special logo to identify them as having achieved high rankings in franchisee satisfaction. As you explore franchise opportunities as part of your due diligence process, be on the lookout for this logo to discover the franchise systems that have been recognized for placing an emphasis on building first-class relationships with their franchisees.

Regardless of any awards or recognitions a franchise system may receive, CFA and Franchise Canada strongly recommend that prospective franchisees conduct thorough due diligence to help ensure that a franchise is the right fit for them. Find out more about the Franchisees’ Choice designation and this year’s recipients at https://cfa.ca/blog/2023-franchise-choice-designation/.

Franchise Canada November | December 2023

CELEBRATING FRANCHISE EXCELLENCE

The 2023 Franchisees’ Choice Designees Are: (in alphabetical order)

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

CELEBRATING FRANCHISE EXCELLENCE

Celebrating an Ongoing Commitment to Franchise Excellence A number of franchises have earned the Franchisees’ Choice Designation multiple years in a row, demonstrating an ongoing commitment to franchise excellence and strong franchisor-franchisee relations. In recognition of their achievement, the CFA has created special logos that these franchise systems can use to display their consistently high scores from their franchisees. The 2023 Franchisees’ Choice 13-Year Designees Are:

The 2023 Franchisees’ Choice 12-Year Designees Are:

The 2023 Franchisees’ Choice 11-Year Designees Are:

The 2023 Franchisees’ Choice 10-Year Designees Are:

The 2023 Franchisees’ Choice 9-Year Designees Are:

The 2023 Franchisees’ Choice 8-Year Designees Are:

The 2023 Franchisees’ Choice 7-Year Designees Are:

The 2023 Franchisees’ Choice 6-Year Designees Are:

The 2023 Franchisees’ Choice 5-Year Designees Are:

Franchise Canada November | December 2023

CELEBRATING FRANCHISE EXCELLENCE

Awards of Excellence The highest standard of franchising excellence in Canada, the CFA Awards of Excellence recognize franchise brands that have demonstrated superior franchise relations, leadership, business planning, marketing, training and support, ongoing operations, and communications in the Traditional Franchise and Non-Traditional Franchise categories.

GRAND PRIZE WINNER TRADITIONAL FRANCHISE Inspiration Learning Center – Tutoring And Private School

GRAND PRIZE WINNER NON-TRADITIONAL FRANCHISE EverLine Coatings and Services

Left to Right: Brian Bazely, Lisa Bazely, Leanne Shanks, and Luke Bazely of Driverseat Inc.

John Evans, President of EverLine Coatings and Services

Jamie Berube, President & CEO of WP Creations

NON-TRADITIONAL FRANCHISES 6-15 FRANCHISEES

NON-TRADITIONAL FRANCHISES 16-29 FRANCHISEES

NON-TRADITIONAL FRANCHISES 30+ FRANCHISEES

GOLD Driverseat

GOLD EverLine Coatings and

GOLD WP Creations LifeCasting &

SILVER TWO MEN AND A TRUCK

SILVER Paul Davis Restoration

BRONZE CertaPro Painters

BRONZE Right at Home Canada

SILVER Prep’n Sell BRONZE Fire-Alert Franchising Ltd.

Services Canada

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

Jewelry Studios Canada

CELEBRATING FRANCHISE EXCELLENCE

Angel Kuang (third from left), founder of Inspiration Learning Center, with her team

Ashley Caldwell of McKenzie Lake Lawyers accepting the Gold Award on behalf of WillowBrae Academy

TRADITIONAL FRANCHISES 6-15 FRANCHISEES

TRADITIONAL FRANCHISES 16-29 FRANCHISEES

GOLD Inspiration Learning Center –

GOLD Willowbrae Academy

Tutoring And Private School SILVER UROSPOT BRONZE Score Pizza

SILVER MaxWell Realty Inc. BRONZE Symposium Cafe

Restaurant & Lounge

BRONZE White Spot Restaurants

Paul Volk, Director of Operations at Triple O’s Restaurants

TRADITIONAL FRANCHISES 30-99 FRANCHISEES GOLD Triple O’s SILVER FASTSIGNS International BRONZE Print Three Franchising

Corporation

BRONZE Edo Japan

Meet the CFA’s 2023 Franchisees’ Choice Designees! Are you looking to partner with a top franchise that’s committed to your success? If so, you’re in the right place! Find the full list of winners at cfa.ca/ lookforafranchise/ top-franchises/

Kerry Boarder, National Franchise Director at McDonald’s Restaurants of Canada and Jeff Horst, CEO of RocketBarn

TRADITIONAL FRANCHISES 100+ FRANCHISEES GOLD McDonald’s Restaurants of

Canada Ltd.

SILVER Pizza Nova BRONZE Quesada Burritos & Tacos

Franchise Canada November | December 2023

CELEBRATING FRANCHISE EXCELLENCE

Franchisee of the Year The CFA Franchisee of the Year Award is presented to franchisees who have demonstrated an overall star quality within their franchise. Awards are presented to Gold, Silver, and Bronze franchisees in the Traditional category (brick-andmortar locations) and in the Non-Traditional category (mobile or home-based franchises), all of whom have been franchising with their brand for at least two years.

TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES

GOLD

SILVER

Annalisa Cilla, Scholars Education

Brad Wheeler, TWO MEN AND A TRUCK Canada

Daksh Patel, Quesada Burritos & Tacos

Kevin Simpson, ActionCOACH

BRONZE

Benoit Chevrier, Batteries Expert Annalisa Cilla, Scholars Education

Brad Wheeler, TWO MEN AND A TRUCK Canada

Recognition Awards The CFA’s Recognition Awards celebrate individuals and franchise systems for their outstanding achievements, contributions, and philanthropic endeavours in the franchise community. DISTINGUISHED FRANCHISE SUPPORT SERVICES/ SUPPLIER AWARD Recognizes a person or company for their efforts and contributions in supporting the franchise industry and the Canadian Franchise Association at large. DIVERSITY AND INCLUSION CHAMPION AWARD Recognizes a company or individual for extraordinary leadership and contribution towards improving and promoting diversity and inclusion within their workplace and the franchise community in Canada. HALL OF FAME AWARD Presented to a franchise company in recognition of outstanding performance over a significant period of time, high brand recognition, and solid business performance.

LIFETIME ACHIEVEMENT AWARD This award recognizes a franchisor, franchisee, or a support services provider who demonstrates exceptional achievement and contribution to Canadian franchising and the community at large throughout one’s lifetime and career in franchising. OUTSTANDING CORPORATE CITIZEN AWARD Given to a franchise system that has demonstrated genuine and ongoing concern and support for a community or social service group(s), based on their philanthropic innovation, support, and impact to the community whether on a local, regional, national, or global scale. VOLUNTEER LEADERSHIP EXCELLENCE AWARD In the spirit of passion for franchising and the Association, this award is given to an individual who, through their volunteer activities and work as an ambassador for franchising, helps the CFA grow, evolve, and deliver on its Purpose and Mission.

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

CELEBRATING FRANCHISE EXCELLENCE

Distinguished Franchise Support Services/Supplier Award: Cassels Brock & Blackwell LLP

In recognition of Cassels Brock & Blackwell’s exceptional efforts and contributions in supporting the Canadian franchise community through extraordinary involvement in CFA advocacy and education programs. Since joining the CFA in 1997, Cassels Brock & Blackwell has been an active participant in various CFA committees, including the CFA Board of Directors, CFA Franchise Law Day Committee, Legal and Legislative Affairs Committee, National Convention Committee, Nominating Committee, BC Labour Relations Board Committee, the Changing Workplaces Review Task Force, Education Advisory Committees, and has spearheaded innumerable subcommittee and task forces supporting CFA’s advocacy and government relations on behalf of the Canadian franchise community. Their involvement in these committees has demonstrated their commitment to advancing the Canadian franchise industry and the CFA at large.

Cassels Brock & Blackwell has also contributed significantly to the CFA’s educational programming, regularly speaking at events and contributing articles. The company has also assisted a large number of CFA members in navigating through the franchising process, providing expertise in disclosure documents, franchise agreements, trademarks, and more. Their support of the CFA’s Franchise Your Business seminar series has been invaluable, providing aspiring franchisors with the necessary tools and knowledge to become successful. The company’s involvement in CFA advocacy has been instrumental in advancing legislation that supports the franchise industry, such as the Temporary Emergency Wage Subsidy, Canada Emergency Wage Subsidy, Canada Emergency Business Account and Top Up Funding, Canada Emergency Commercial Rent Assistance, Canada Emergency Rent Subsidy, and the Common Employer Doctrine. Cassels Brock & Blackwell also supports the CFA’s programming year-round as a CFA National Sponsor.

Diversity & Inclusion Champion Award: Pizza Pizza Limited

In recognition of Pizza Pizza Limited’s exceptional leadership and contribution towards promoting diversity, equity, and inclusion in the franchising community in Canada. Pizza Pizza is committed to fostering a culture of inclusion and belonging, and has made significant strides towards ensuring meaningful representation and dismantling barriers to economic opportunity for all, including Black, Asian, and other racialized communities, Indigenous peoples, members of the LGBTQ+ community, persons with disabilities, and women. Pizza Pizza’s workforce currently consists of 60 per cent racialized persons and 37 per cent gender-diverse individuals, which is a testament to their commitment to diversity and inclusion in their workplace. In 2021, Pizza Pizza signed the BlackNorth Initiative pledge to address the concerns and needs of their diverse employees and increase equity for all. This pledge is a demonstration of Pizza Pizza’s commitment

to creating a more inclusive and equitable society. Through this pledge, Pizza Pizza is committed to addressing, honestly and head-on, the concerns and needs of their diverse employees and increasing equity for all, including, but not limited to, Black, Asian, and other racialized communities in Canada, Indigenous peoples, members of the LGBTQ+ community, persons with disabilities, and women. That same year, Pizza Pizza established a partnership with the BlackNorth Initiative to continue their work towards diversity and inclusion. They have also created their first Diversity and Inclusion Council, which leads the charge in fostering organizational change through establishing, leading, and monitoring D&I activities internally and externally. The Council holds the company accountable to its goals and ensures that diversity and inclusion remain at the forefront of the company’s priorities.

Franchise Canada November | December 2023

CELEBRATING FRANCHISE EXCELLENCE

Hall of Fame Award: Yum! Brands

In recognition of Yum! Brands’ outstanding performance over many decades in the Canadian franchise community; demonstrating exceptional business performance, leadership, and growth. Yum! Brands has been serving customers in Canada through their iconic banners of KFC, Pizza Hut, and Taco Bell for over 65 years through more than 630 restaurants. As a global leader in the quick service restaurant category, operating in 290 countries with over 55,000 locations and over a million franchise system employees, Yum! Brands has truly made its mark on franchising in Canada and around the world. In 2022, Yum! Brands experienced eight per cent system sales growth, four per cent same-store sales growth, six per cent unit growth, and over $5.9 billion in total system sales.

Yum! Brands has consistently shown a commitment to excellence and innovation, as evidenced by their recognition as one of the Aon Hewitt Top Companies for Leaders in North America and their inclusion in the inaugural Bloomberg Gender-Equality Index. The company’s restaurant brands—KFC, Pizza Hut, and Taco Bell—are leaders in their respective categories, and their dedication to sustainability and corporate citizenship has earned them a spot on the Dow Jones Sustainability North America Index, 3BL Media’s 100 Best Corporate Citizens of 2022, Newsweek’s Most Responsible Companies, and the 2022 CFA Outstanding Corporate Citizen Award.

Lifetime Achievement Award: Peter H. Thomas

In recognition of his exceptional and significant contribution and commitment to franchising in Canada and abroad; demonstrating vision, leadership, and excellence throughout his career. Peter H. Thomas is a true visionary and leader who has demonstrated exceptional achievement and contribution to the Canadian franchising industry throughout his career. He is a former Chairman of Century 21 Real Estate Canada Ltd., which became the largest real estate network in the country under his guidance. He sold the company in 1987. In 2011, Thomas founded Thomas Franchise Solutions, a private equity firm with franchising as its

core expansion strategy in developing businesses. His leadership and vision have helped brands like Dogtopia expand to over 185 locations across Canada and the U.S. with $65 million in revenue. Throughout his career, Thomas has been recognized for his excellence and influence with several distinguished awards. Through his mentorship and service as a role model, he has made significant contributions to the Canadian franchise community, demonstrating exceptional achievement and commitment.

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

CELEBRATING FRANCHISE EXCELLENCE

Outstanding Corporate Citizen Award: Mary Brown’s Chicken

In recognition of Mary Brown’s Chicken’s demonstrated commitment to community, hospitality, youth, and generosity. Mary Brown’s Chicken has shown a strong commitment to supporting social service groups and philanthropic efforts in its communities. Mary Brown’s proudly stands behind its mandate to provide safe, supportive places where children and youth can experience new opportunities, overcome barriers, and develop the skills they need to succeed. As the official national corporate sponsor of BCG Canada (formerly Boys and Girls Club), Mary Brown’s Chicken has donated $150,000, hosted BCG’s second annual Fundraising Day, and launched programs celebrating youth leadership and achievement at Clubs across Canada. The company also launched an initiative in 2022 to bring Ukrainian refugees to Canada and raised

funds to support Hurricane Fiona flood victims in Newfoundland & Labrador. The brand also provided hundreds of food drops across Canada during the pandemic to support front-line workers. Mary Brown’s Chicken encourages franchisees to get involved in their local communities and make a difference. This integration into the corporate culture and profile given to the support recipient organizations make Mary Brown’s Chicken an ideal recipient for this award. Through these initiatives, the brand has made a significant impact on the lives of those in need, both locally and nationally. The integration into the corporate culture further demonstrates Mary Brown’s Chicken’s commitment to philanthropy, sustainability, and social responsibility.

Volunteer Leadership Excellence Award: Kirk Allen, Reshift Media

In recognition of his dedication and contributions in volunteer leadership, as a CFA ambassador, and service to the CFA member community. Over the past decade, Kirk has actively contributed to the CFA in many ways. Since becoming a CFA member in 2013, he has served as a National Sponsor, member of the Board of Directors, Chair of the FSS Committee, member of the Executive Committee, and member of the Renewal Committee. In recognition of his efforts, Kirk was awarded the 2019 Distinguished Franchise Support Service/Supplier Award. Kirk advocates strongly for community-building and has created several programs and learning events to connect members and facilitate future business

opportunities. He is an ambassador for the CFA’s onboarding program and often provides his invaluable expertise to new members. Kirk regularly contributes articles and speaks at numerous CFA events each year. His contributions have been significant, and he has assisted in the CFA’s lobbying efforts on legislation which impacts the greater community. Reshift Media, Kirk’s company, has built all of the CFA’s website properties, demonstrating his commitment to the franchise industry in Canada. For his tireless work, commitment to the industry, and dedication to volunteer leadership, Kirk Allen is a deserving recipient of the Volunteer Leadership Excellence Award.

Franchise Canada November | December 2023

CELEBRATING FRANCHISE EXCELLENCE

Membership Milestones Every time a franchise joins and renews its CFA membership, it amplifies the voice of the collective and commits to excellence in franchising. And membership helps 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 2023.

35 YEAR MILESTONES • McMillan LLP • TBC Corporation

30 YEAR MILESTONES • A&W Food Services of Canada Inc. • Mandarin Restaurant Franchise Corporation • Oxford Learning Centres, Inc. • Restaurant Brands International (RBI) • Snap-On Tools of Canada Co. • White Spot Restaurants

25 YEAR MILESTONES • As You Like It Marketing & Communications • BELFOR Franchise Group • Kumon Math and Reading Centres • Morrison Brown Sosnovitch LLP

20 YEAR MILESTONES • Global Bancorp Inc. • Minuteman Press International • Pizzaville Inc • Sunset Grill Restaurants Ltd. • The Lunch Lady Group Inc.

15 YEAR MILESTONES • Chairman’s Brands Corp. • Clear Summit Group • COBS Bread • Color Glo Canada Inc. • Fix Auto • Hallmark Cards Canada • National Bank of Canada • PuroClean • TPC Tax Planning Centre Ltd.

10 YEAR MILESTONES • Anago Cleaning Systems, Inc. • Dickinson Wright LLP • Dogtopia • Driverseat Inc. • FirstService Brands • HIPS MB LTD. • Obsidian Group • Pacini • Plave Koch PLC • Reshift Media • Welch LLP

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

5 YEAR MILESTONES • ActionCOACH Canada • B-Protek Concrete Resurfacing • CADMEN Barbershop • City Wide Facility Solutions • D Spot Dessert Café • End Of The Roll • Foxy Box Laser & Wax Bar • Fully Promoted Canada • Insuranceland Inc. • Lindsey MacCarthy LLP • Loaded Pierogi • Mann Lawyers LLP • MNP LLP • MrTaxes.ca Franchising Inc. • MVP Modern Barbers • Osmow’s Inc. • Packaging Depot • Ramen Misoya • Simplicity Car Care Inc. • Water Babies • WP Creations LifeCasting & Jewelry Studios

THE FAST AND THE FRANCHISEABLE You don’t need to be handy with a jack to be an automotive franchisee, you just need a drive to learn, a positive client-first attitude, and the support of a strong franchise network BY GEORGIE BINKS

Franchise Canada November | December 2023

THE FAST AND THE FRANCHISEABLE

Master Mechanic The Master Mechanic brand is built on the principle that customers should be able to build a relationship with a technician who not only knows their name but also knows their vehicle inside and out. “The idea that you can talk to a mechanic is so important because that’s where the foundation of trust begins,” says Todd Wylie, president of Master Mechanic. “Kindness is the number one value in our chain, whether it’s our team at head office or our franchise partners,” says Wylie. “When we took over the company four years ago, I spoke to one of our highest volume stores, and I asked them how they were doing what they were doing. He [the franchisee] told me the key was kindness.” Wylie says Master Mechanic’s kind approach to business is what guides interactions between franchisees and their customers. “Usually, unless it’s a maintenance visit, the customer might be kind of stressed, because a visit to a mechanic is often bad news. It’s about how you treat people. So, kindness is key. It’s so important to our success as a brand that it’s a major consideration in our franchisee selection,” he explains, adding that franchisees need to be trustworthy, respectful, positive and reliable and give 110 per cent to the business. Master Mechanic started with one location in the Greater Toronto Area (GTA) in 1982 and has now grown to 43 locations. The franchise has opened five locations in the past 11 months and will be opening eight to 10 locations throughout 2024.

The benefits of franchising with Master Mechanic are its strong business model and branding, which stand out in a growing industry. The company is also Canadian controlled and focused on multi-unit growth. The first couple years of the business, including staffing and securing real estate, can be challenging due to regional automotive use zoning lawns. And that’s where having a supportive franchisor like Master Mechanic can make all the difference. You don’t need to be a licensed mechanic to own a Master Mechanic franchise. “One of our highest volume stores is owned by a former accountant,” Wylie says. He notes that “an ideal franchisee must possess, at minimum, our core values of kindness, reliability, and the drive to maintain a strong commitment to team development and ongoing training.” Initial training consists of one week at head office and up to two weeks at the corporate location followed by ongoing support provided by the head office operations team. His advice to potential franchisees is to “learn the system and then follow the system. Focus on building a strong team and have an unwavering commitment to providing amazing customer service. Connect with your community every day.” And of course, be kind.

Learn more at LookforaFranchise.ca

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

THE FAST AND THE FRANCHISEABLE

Pro Fleet Care Greg Lawrie says you’ll likely get your hands dirty if you’re a franchisee with Pro Fleet Care, but that’s about the only downside to his on-site mobile rust control franchise. As president of the franchise system, Lawrie says, “It’s unique because in the past, fleet owners would have to go to a shop, sometimes with really large vehicles we couldn’t even fit in the shop. It was a total waste of time for them.” That’s why Lawrie’s father, who had a rust-proofing shop in Hamilton, Ontario in the 1980s, realized there was no reason he couldn’t go to customers—and the franchise began. Pro Fleet Care specializes in servicing heavy-duty equipment, from emergency vehicles and tractors to buses and RVs. As the name suggests, they specialize in serving fleet owners. The franchise now has 60 locations from Canada’s east coast to Alberta. In the U.S., there are locations throughout the northeastern states from Minnesota to South Carolina, and even some as far south as Florida. Lawrie expects to add 10-15 units next year. Franchisees are owner-operators and usually don’t have employees. “The challenge is it’s not easy work,” says Lawrie. “It’s not hard in heavy lifting, but can be dirty. They’re lying under vehicles. It’s dirty, it’s oily.” The benefits to a franchisee are limited overhead, average to high profits, and they can write off their home

office expenses. Lawrie says Pro Fleet Care also has a low barrier to entry. “For less than $50,000, they can be operational and have good margins.” Pro Fleet Care’s initial training is a week long. “It’s really not that difficult once they understand the basic concepts. We put them together with other dealers from time to time to work with them.” COVID had a positive effect on the franchise, as the majority of activity happens outside. “We could just spray vehicles out in the yard, versus going to a shop where you had to come in contact with somebody,” says Lawrie. Also, the shortage of new vehicles made fleet owners look for ways to prolong the life of their existing vehicles. Lawrie says franchisees don’t need experience in the automotive business. There’s only one thing that’s important: they must be ethical. “When you’re lying underneath a vehicle, you’ve already sprayed seven or eight, you’ve got another one to do, you could cut corners and nobody would really know. But when you are under there you need to say, ‘I really need to do this, and I need to do it right.’ That’s the quality I am looking for.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

THE FAST AND THE FRANCHISEABLE

Simplicity Car Care With most franchise systems, each business owner is considered a franchisee. But at Simplicity Car Care, a franchisee is called a “simplifier,” which is what the franchise is all about—making collision repair after an accident as simple and stress-free as possible. Co-founder Paul Prochilo says the Simplicity Car Care concept involves supporting independent collision repair operators across Canada by providing unrivalled operational support. The franchise was founded by Paul Prochilo, Domenic Ieraci, and Domenic Prochilo, who decided in 2017 to rebrand into Simplicity Car Care from Prochilo Brothers Auto Collision. The system has grown to 90 locations in six years, with locations in six out of 10 provinces. Prochilo says helping franchisees/simplifiers meet their personal and professional ambitions is exceptionally rewarding. “Seeing our simplifiers grow and develop personally and professionally as the organization grows brings great satisfaction.” Benefits for franchisees include best-in-class operational support navigating the supply chain, inflation, and labour shortage issues. “They’re joining a proven system that generates significant impact on same-store sales development, as proven by our contracts with national insurers,” explains Prochilo. The franchise faces any operational challenges head on. “Given the nature of zoning laws that govern collision repair, we are typically focussed on conversion franchising versus new store development, which can limit new store growth potential,” says Prochilo. “It’s a fine balance to ensure we have empathy for all simplifiers converting their business.” The pandemic allowed Simplicity Car Care to put the strength of the system to the test. In addition to lockdowns, Prochilo says some franchisees had a lot of trouble navigating government relief programs, so the

Domenic Prochilo

Paul Prochilo

franchisor took steps to set up support for them. “We established a committed 1-800 line and email, where franchisees could request support in filing for subsidies, grants, or any other support required. This was a tremendous success, and I am thankful to all simplifiers for their courage and commitment to our vision, even in the darkest days.” Prochilo says franchisees need to have a growth-versus-fixed mindset, be able to handle the dynamic changes common in the collision repair business, and be able to understand the repair segment process. For training, the franchise hosts biweekly calls with the entire system, weekly operational calls, and regional training workshops. “The ideal franchisee is an individual who has a high proficiency in keeping a growth mindset and the ability to be coachable,” says Prochilo. “These are skills that are very difficult to train, but top performers in our system possess both characteristics.” It’s as ‘simple’ as that.

Learn more at LookforaFranchise.ca

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

Family First Franchises that provide engagement, activity, and essential skills for kids BY GINA MAKKAR

Families with children make up nearly 42 per cent of Canada’s population. Whether educational or recreational, these child-focused franchise concepts earn gold stars from kids, parents, and franchisees alike.

Franchise Canada November | December 2023

FAMILY FIRST

Angus Valley Montessori Schools Research shows that early learning is essential for child development. First established in 2013, Angus Valley Montessori Schools (AVMS) offer licensed childcare in Ontario for infants, preschoolers, and school-age kids. The concept blends Montessori materials, Gardner’s Theory of Multiple Intelligences, and the exploration of art, music, movement, drama, and play for a unique childcare experience. In contrast to the traditional childcare centre, Angus Valley’s calming design is a backdrop for self-directed activity, hands-on learning, and collaborative play. “Consistent with Montessori learning, AVMS offers a new, more integrated approach to education with a holistic focus on health, wellness, and nature,” says Murtaza Hasan, founding partner of AVMS. The nutrition program, created by AVMS executive head chef Guillermo Russo, offers fresh, seasonal menus, with meals prepared daily. They are easily rolled out across all locations for a quality, cost-effective result. Hasan blended existing U.S. childcare models and studied multinational accounts to fine-tune operations and position the company for success. Today, AVMS has expanded to five locations. In addition to expanding across Ontario and Western Canada, AVMS also seeks to open smaller locations tailored to serve smaller communities. As a franchisor, Hasan enjoys sharing his passion for providing a balanced approach to emotional, social, cognitive, and language development delivered by qualified

educators. “Of course, the pandemic interfered with our franchising plans, but frankly, it also created a massive demand for franchises,” he says. “During that time, when a lot of corporate executives working from home decided they wanted to control their destiny, be in business for themselves not by themselves, and provide a service to the community, our potential franchisee list tripled.” Potential Angus Valley franchisees are businesssavvy individuals ready to launch their location within the franchise framework. In return, they’ll work with the world-famous Montessori model and receive unparalleled support. Once on board, the AVMS team helps select the location and oversees the planning and construction of the location. They also assist with curriculum planning, licensing, hiring, and more. Along with other best-in-class companies, AVMS holds a strategic supply arrangement with Longo’s, Sysco, and Ecolab to enhance the brand. “I believe we offer our franchisees more than any other franchise in the education sector,” says Hasan. Hasan’s advice to franchisees? “Work hard and realize that we are business partners dependent upon each other to succeed.

Learn more at LookforaFranchise.ca

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FAMILY FIRST

Little Kids Daycare Center For little adventurers with a natural curiosity for life, a day of fun at childcare can be magical. President Debbie Cunha joined her mom when she opened her first Little Kids Daycare in 2002, later purchasing the business in 2010. As she embarks on franchising, Cunha strives for slow, steady growth. “I don’t want to spread myself too thin or delegate too much. I really like to be hands-on. I love meeting with prospective franchisees and when we go looking at new locations, we have a lot of fun together,” says Cunha. With two franchisees onboard and sights set on more throughout Ontario, Cunha is in search of prospective daycare owners with a strong and consistent work ethic. “This isn’t a passive business. It needs someone who loves children and families and is willing to put in work. Those two things go hand in hand.” Franchisees train on-site, shadowing a supervisor to better understand the day-to-day facets of running a daycare. “Every day is different,” says Cunha. In addition, franchisees also spend time reviewing manuals on licensing, policies and procedures, and health requirements. Once a centre is up and running, Cunha is on-site for additional training and troubleshooting. “It’s all very

hands-on, and you can’t rush it.” As the franchise grows and expands, a solid management team is in place, ready to shift the focus to mentoring and coaching. With recently announced changes to childcare fees in Ontario, there are additional challenges for franchisees. “It leaves the industry with so much uncertainty as to how it’s going to roll out,” says Cunha, who sits on a committee to advocate for the childcare sector. “There are meetings going on and negotiations happening behind the scenes. Last year, our committee was pivotal in renegotiating that first contract.” For Cunha and her team, small steps now will mobilize a stronger industry later. Cunha advises franchisees to perform a self-evaluation to determine if the industry is the right fit. “Do a selfcheck. ‘Do I love children and families? Do I want to put my blood, sweat, and tears into a business?’ If yes, then all the other things fall into place. You have to have your heart in it, otherwise you’re in the wrong business.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

FAMILY FIRST

School of Rock School of Rock takes centre stage with its patented performance-based music program. “Traditional music education approaches rarely teach students how to perform with other musicians,” says Demi Iskandar, the brand’s marketing director. “The patented School of Rock Method is different. We combine one-on-one instruction with group rehearsals and live performances, teaching students how to play together as a band. Our version of recitals are real rock shows at real venues in front of live audiences. By doing this, they are more inspired to learn and practice,” says Iskandar. School of Rock began as a single location in Philadelphia in 1998 and has expanded to over 340 locations across 15 countries. “This has cemented the brand’s reputation as the largest and most revolutionary music education program in the world,” says Iskandar. “School of Rock built deep connections with iconic music brands and fostered long-lasting partnerships with worldrenowned festivals, like Summerfest and Rock in Rio, to provide authentic and valuable musical experiences for its 60,000+ students.” Going forward, the brand is looking to expand in areas where music education is in demand, especially in Canada. “Owning a School of Rock franchise allows people to become their own boss, have a meaningful career, and

make a positive impact on their community—and they don’t have to be a musician to do so,” says Iskandar. “Our franchisees come from an array of backgrounds and past careers. Many of them became owners after they witnessed the positive impact of our programs first-hand through their own children.” Prospective franchisees tour established locations to get a feel for daily life at School of Rock. Once on board, Iskandar adds, franchisees are provided access to worldclass resources and tools, and business owners from across the enterprise connect in a supportive, collaborative environment. There is ongoing and hands-on training in everything from marketing to operations to ensure that owners have the tools they need to succeed. Iskandar’s advice to franchisees is to take in the experiences offered and have one-on-one conversations with the team to make sure it’s the right fit. “Take in the magic of the School of Rock community and jump in with both feet. This is an amazing franchise to be a part of.”

Learn more at LookforaFranchise.ca

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

FAMILY FIRST

Water Babies Water Babies swim classes are structured to align with a child’s key physical and cognitive milestones, allowing them to grow their swim skills by leaps and bounds. CEO Shawn Goldmintz says unlike traditional, age-based classes, Water Babies’ progression-based model allows children to develop at their own unique pace. Before getting into the water, teachers do their own deep dive, completing more than 120 hours of swim education. “We mentor them, we continually assess them. Ultimately, our product is expert teachers delivering our program,” says Goldmintz. “They are the ones responsible for making the magic, so we put in a lot of time and effort.” With no brick-and-mortar locations and low start-up costs, Goldmintz says it’s an attractive business venture for those who want to cannonball into a job with worklife balance. Water Babies seeks investors who want to help people and develop relationships. Franchisees are often those with exposure to aquatics who want to stay in the industry, and parents of children who have attended the program. “They tend to be first-time entrepreneurs that are looking for flexibility and want to do something different.”

Franchisees embark on both wet and dry training and run through the same curriculum as the swim teachers before touching on the administrative aspects of running a franchise. “I think it’s important to have a well-rounded view of what you’re going to be doing, even if you’re not doing it,” says Goldmintz. With its first location in Eastern Canada, the brand is looking to strategically expand and gain a foothold in other parts of the country like Ottawa and Alberta. Goldmintz advises franchisees to be open to learning and rolling out the system as it’s intended to be run before looking to change things. “Don’t come in with preconceived notions. The reason you buy a franchise is because you know it works. If you live the values, if you live the concepts we create, and run the systems as they are laid out, it’s going to work.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

NEW IN TOWN

Own your own business from one of the CFA’s newest franchise system member brands As you browse your franchise options, you’ll come across seemingly endless opportunities across a wide range of categories. But which one should you choose? Are you focussed on teaching and learning, capable of running a tutoring centre or swim franchise for kids? Or perhaps a quick service restaurant or hairstyling franchise is more your speed. No matter what you’re looking for, the Canadian Franchise Association (CFA) has new members across the country eager to build their profile and make connections with prospective franchise owners like yourself. See a standout opportunity that you’re ready to pursue? Head to LookForAFranchise.ca for more information.

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

NEW IN TOWN

24/7 Car Wash

3 Brasseurs

24/7 Car Wash offers custom-made, industry-leading automated car wash machines that are 100% touchless with a value-added control feature: an adjustable pressure jet that controls not only the pressure of the washing jets, but also the time of a full wash.

Since our inception in 1986, our promise has always been the same: to provide a unique experience in a friendly atmosphere reminiscent of the old bistros in northern France, where we are from. The key to our success was, and still is, an abiding passion for creating a glass of beer perfectly paired with delicious food. Thanks to our craft brewers’ expertise, our guests can enjoy a range of draft beers brewed directly in each restaurant. As a 3 Brasseurs franchisee, you will ensure a welcoming environment for your guests. We now offer three different restaurant models for three investment capacities and three capacities.

Customers can use the award-winning app to book and pay for the car wash and related services and receive a QR code. No cash changes hands at the service location. Once they arrive at the location, they can simply scan the QR Code on their smart phone, then they can just drive into the bay for the wash. This set up doesn’t require any attendants, and it can operate for as long as you wish. With a USD 100K initial investment, franchisees benefit from a three-year warranty for parts and labour. Their car wash machines will be monitored by a 24/7 electronic system. If there is a mechanical problem identified, a professional technician will be at your service to pick up the parts stored in-house and fix the problem immediately.

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Agora Prep Academy

BamQuickBins

Agora Prep is a unique, leading-edge preparatory environment that inspires the student to engage in their learning. Agora Prep adheres to the Ministry Curriculum Guidelines for elementary school students in grades one to eight and secondary/high school students in grades nine to 12 and implements a unique strategy to allow children to interact and engage with the content being taught. Through harnessing the innate and natural curiosity of children, Agora Prep optimizes education using the “Distributed Collective” mode of learning. Harvard professor Richard Elmore developed this theory and it is taught in Harvard University as part of the “Leadership in Learning” course for educators and changemakers.

BamQuickBins provides quick and reliable bin rental services for home and business owners. An emerging brand looking to expand and become our customers’ first choice for top brand awareness in this space.

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

NEW IN TOWN

Broyé Cafe & Bakery

Butterchick

We are the first Japanese-Vietnamese fusion cafe in Canada. We expertly blend the best of Japanese sweets and creative drinks, with delectable Banh mi sandwiches paired with our specially crafted premium Vietnamese coffee, catering perfectly to local tastes.

Butterchick is a QSR/fast casual Indian restaurant inspired by authentic Indian street food, developed by the family behind KFI, Canada’s #1 producer of retail Indian sauces and chutneys.

We are renowned for the viral food items that have taken social media by storm: our signature moissants (mochi croissants), adorable character melon pans, mochi buns, and mochi cookies. Complementing these delectable treats are our creative coffee and tea drinks, with flavours like ube latte, salted coffee, and more. Not only is Broyé Cafe a thriving concept, but it also presents an opportunity for franchise partners to be part of our success story with our comprehensive training and great support.

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California Pizza Kitchen Inc. When California Pizza Kitchen (CPK) opened its doors in 1985, it launched a leap forward in the food space, democratizing upscale pizza as a platform where fresh and creative flavors collide, served in a modern, stylish atmosphere where everyone feels welcome. Today, the idea of moving food and people forward is part of the fabric of who we are as a brand. CPK is committed to evolving in perpetuity – but that’s only possible if we continue to grow our footprint and welcome new talent into our family so we can share our distinctly Californian way of life with more people every day. CPK is eager to engage new franchisee partners who share a passion for creating memorable dining experiences and expand our reach to bring CPK to even more diners nationwide. CPK is a global brand serving creative California cuisine in nearly 200 restaurants worldwide, 12 international cities, and eight countries and U.S. territories.

Learn more at LookforaFranchise.ca

Our “no-chef” operating model eliminates the need for highly skilled kitchen labour and ensures serving consistent highquality Indian dishes. While other food categories are saturated, Indian food is underserviced and Butterchick fills a niche within the growing ethnic food segment. The Butterchick business model is poised to thrive during the post-pandemic era with its take-out and delivery services. Indian cuisine is comfort food that travels well and is in high demand for off-premises consumption. In 2020, DoorDash reported that butter chicken was the #1 ordered food dish for dinner and the second most popular food ordered on their delivery platform.

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Cardio Plein Air Cardio Plein Air (CPA) aspires to well-being by offering innovative outdoor training programs, accessible to all in an enjoyable and motivating experience. CPA stands out for its original training concept and superior quality services and attracts a clientele with an exceptional retention rate. In 2003, the enthusiasm of its growing clientele and the rapid growth encouraged CPA to expand its concept with franchising. Always looking for new ambassadors, our team is proud to encourage and support young entrepreneurs looking for challenges by allowing them to realize their potential under the recognized Cardio Plein Air banner. Franchisees benefit from the expertise of major players in the industry, educational tools promoting skills development and many other benefits, including access to training and advice from franchising specialists.

Learn more at LookforaFranchise.ca

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

NEW IN TOWN

Carson Dunlop Home Inspection Ready to be a home inspector? With over 40 years of home and commercial inspection experience, Carson Dunlop is the most trusted choice in home inspection franchises. Start your new career with a low-overhead, time-tested business model in a growing industry. From technical training to ongoing marketing support, we empower you to provide excellent customer service and comprehensive reports while growing your referral base and building a lucrative business.

Learn more at LookforaFranchise.ca

Chutneys Indian Grill Welcome to Chutneys Indian Grill. We are changing the Indian food experience with a fast casual concept offering up an entirely new and unique way to eat fast, fresh, and healthy Indian food. No Indian cooks/chefs are necessary for operations. There are single and multi-unit franchise opportunities available. This is a low-cost investment with strong franchisor support. If you are looking to grow and partner with us, get in touch.

Learn more at LookforaFranchise.ca

ClaClaws

Coco Loco

Maybe you want to enhance a surprise birthday party, a date, or just a day full of fun. We are the key to your new adventure. There is no catch, we simply want you to enjoy yourself and win. Who doesn’t love soft toys? Your favourite Marvel and anime characters are here!

Coco Loco franchises pair delicious fresh fruit with the convenience of on-the-go snacking. The brand offers franchise opportunities for a range of footprints from food trucks to mall kiosks to full-service restaurants. Franchisees get support with site selection and training and get further support with marketing strategies and operational guidance. In addition, Coco Loco’s central warehouse and commercial kitchens ensure that the supply of nature’s candy never runs dry. Coco Loco is seeking franchisees who are passionate about food, customer service, and providing unique, healthy culinary experiences.

We have over 100 claw machines, each filled with thousands of plushies and toys to win, along with an in-store café where our customers can enjoy bubble teas, some snacks, and desserts. There’s also an opportunity to rent out claw machines for birthdays, festivals, and private parties.

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

NEW IN TOWN

Coder Sports Kids learn to code at Coder Sports. We teach more than technology: we teach logical thinking, problem solving, teamwork, leadership, and so much more! Our coding summer camps include chances to explore coding projects and learn to work as part of a team. Learn Python, study Java programming, attend our fun coding summer camps, and learn Scratch. Interested in coding? Coder Sports has an educational program for your child.

Cookies and Cupcake by Design Originally named Cookie Bouquet, Cookies by Design was founded by Gwen Willhite in 1983 when she had the idea of creating a suitable gift not only for women but something that men and children would also enjoy. So, she combined two traditional gifts (flower bouquets and sweets) to create a deliciously clever concept: the cookie bouquet. The first franchise opened in 1987 and the name was changed from Cookie Bouquet to Cookies by Design in 2004. Over the past 40 years, the methods of doing business have changed dramatically going from a local mom and pop shop to being able to market and capture customers nationwide. Our website has developed into a modern and convenient marketing and ordering system for our customers and a key part of Cookies by Design’s success. We expanded to Canada in November 2019 and plan to have 10-plus locations throughout Ontario.

Learn more at LookforaFranchise.ca

Crunch Fitness Canada

Debrodniks Donuts

Crunch Fitness is Canada’s fastest growing high-value, lowcost full-size fitness franchise. Established in 1989 New York, Crunch Fitness is a health club chain that leads the fitness industry by infusing fitness, fun and entertainment.

You know when you get a donut craving that must be filled? We know! You’re hot for carbs and thinking simple, soft ‘n’ fluffy, sugary, and fresh...they must be fresh.

With a philosophy of “No Limits,” Crunch serves a fitness community for all kinds of people with all types of goals. And the Crunch Franchise business represents the most progressive and competitive fitness model in the industry.

So we get up before the sun’s up, to help you crush those cravings by making the yummiest, fun loving, mood enhancing, no-fuss-no-muss, fabulous donuts that just go down easy.

Today, Crunch Fitness serves over two million members with 400-plus gyms worldwide, including the U.S., Australia, Spain, Portugal, Costa Rica, Puerto Rico, with more than 30 locations in Canada. Make your community a Crunch community.

Learn more at LookforaFranchise.ca

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

NEW IN TOWN

Delish Pizza At Delish, we believe pizza brings people together. We’ve built a top-shelf Canadian-owned franchise and couldn’t have done it without an amazing team. That’s why we look after our people and communities by building relationships around honesty, fairness, and trust. Everyday acts of goodness are the heart of everything we do; we believe little choices add up to big things. We strive for the best recipes and ingredients while taking steps to reduce our footprint. Real ingredients, commitment to sustainable business, supporting our franchisees, and always putting customers first: Our journey to build better pizza and brighter futures starts with shared vision for progress and change. We are very easy on our royalty with an optional marketing fee. We also offer three months of no royalty benefits for new owners.

Learn more at LookforaFranchise.ca

Discovery Centre International Launched over 40 years ago, Discovery Center International has built a reputation in the global science centre community as a leader in innovation. Discovery Centre International has launched its franchise offering to extend the brand and the science centre concept around the world. “We are the only Science Centre Model to bring a revolutionary, turnkey, packaged science centre model to cities and countries around the world,” says Dov Bercovici, CEO of Discovery Centre. “The biggest problems we face in society today can be solved by science. We firmly believe that every city, every state or province, and every country needs a Science Centre. So, we have taken our highly successful model that we have built over 40 years that delivers both a high social impact and a high Return on Investment, into a model to help educate the world on science and its value in our society today.”

Learn more at LookforaFranchise.ca

Duck Donuts

Eggless Cake Shop

At Duck Donuts, we love to make life just a little sweeter with fresh, customizable donuts and treats for every time of day. With unique offerings and simple operations, our franchise opportunity has become an international sensation. Maybe our success is due to the magic of made-to-order cake donuts, or maybe it’s our lovable brand; most likely it’s all that and then some.

Eggless Cake Shop offers the opportunity to own your own successful business by following a tested business model. Franchising is a great way to open new doors and explore new avenues in business. We offer a unique franchising experience where our dedicated franchise managers personally guide you through the process, offering assistance every step of the way.

Becoming a Duck Donuts franchisee offers the opportunity to enter a thriving market with a proven business model, benefit from a well-established and innovative brand, and provide customers with the unique experience of customizable, made-to-order donuts in a supportive and growth-oriented franchise system.

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Franchise Canada November | December 2023

NEW IN TOWN

Elite Window Cleaning

Fantastic Sams

We clean windows simply because we are the best at it. We believe that if you are the best at something that should be the primary focus to leverage success without diluting your attention. Our service offering has expanded into screens, window tracks, gutter cleaning, house washing, and pressure washing services. We use cutting-edge technology to deliver all our services, and remove the need for ladders, buckets, and harsh chemicals with our state-of-the-art three-stage filtration system, water fed and ultra-light carbon fiber poles, and elite job pods.

Full-service salon for the whole family. Cuts, styling, colour, and facial waxing. No appointment necessary. Almost 50 years in business with over 600 salons in the U.S. and Canada and growing. FS has a line of proprietary hair products that add a second revenue source. You do not need to be a licensed cosmetologist to own a Fantastic Sams. We offer best-in-class training from our training staff, who are all stylists, and ongoing training. We have the CHI Color Machine that alleviates the need for all those bottles of tint in the salon and tedious inventory. One thousand to 1,200 sq. ft. footprint, low cost of entry, and low build-outs. We also welcome salon conversions.

We service two main markets: residential clients and the commercial sector. We offer a $10K franchise fee discount for veterans, first responders, and ethnic minorities.

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Fast Leaf Inc

Foot Solutions, Inc

Fast Leaf is a small footprint cannabis growth franchise. Plants are grown in up to 4,500 sq. ft. Locations that can yield 600 kilograms annually—an approximate $1.8 million sale value. Fast Life pairs franchisees with an on-site processor who works to ensure that the harvest has a buyer before your seeds are in the ground. Franchises fees start at $100,000 and a royalty fee of 10 per cent. The head office also manages the entire construction process alongside the incoming franchisee, including procuring Health Canada operating licenses.

Since our founding in 2000, Foot Solutions has supported entrepreneurs who want to invest in a proven brand and control their own destiny. Economically, the Foot Solutions business model offers franchisees a well-balanced lifestyle, a reliable return on investment, and exceptional profitability. But, beyond the economic benefits, our franchisees have the opportunity to serve their neighbours by keeping them healthy and comfortable on their feet.

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

NEW IN TOWN

Fresh Burger

Garage Living

Fresh Burger was launched in 2013 when Jacques Kavafian couldn’t find a classic burger in his hometown of Toronto. Jacques decided to seize the moment, and Fresh Burger’s first location was an instant success. Nine years later, we’re more convinced than ever that classic burgers are a compelling franchise opportunity for entrepreneurs.

Garage Living is a full-service residential garage renovation contractor offering the highest quality products and unparalleled customer service. Our business model is uniquely positioned to reach homeowners who recognize the value of the garage and are looking for a company that can offer a turnkey solution. With the garage category experiencing exponential growth, Garage Living will continue to lead the way in offering complete garage solutions throughout North America.

Why choose Fresh Burger: Our operating model is about simplicity and making it easy to own and manage a business. It starts with our limited menu: four classic burger combos, fries, and poutine. You can better control your costs and maximize profits. Our operating hours are better; our restaurants operate from 11 a.m. to 10 p.m., and franchise fees are accessible or entrepreneurs looking to break into the quick-service restaurant market.

Learn more at LookforaFranchise.ca

Ghost Taco

Ghost Pizza

Ghost Taco has created a fast casual concept that takes the dining experience to the next level. Our food is not only incredibly delicious but also a feast for the eye, with vibrant and photogenic creations that are practically begging to be shared on social media. Step into our stores, and you’ll be immersed in an atmosphere that is truly one-of-a-kind in the industry.

Ghost Pizza operates vending machines and ghost kitchens serving pizza. The brand focuses on high-traffic locations including campuses, transit stations, and airports. The brand also helps existing pizza shops apply automation and transition into 24-hour operations models.

Ghost Taco started as a takeout and delivery pop-up in an event space in Newmarket, Ontario. The concept was supposed to pop up and disappear, but Ghost Taco grew in popularity and people started to come from far and wide demanding to try the GTA’s best tacos!

Becoming a Ghost Pizza franchisee presents an enticing opportunity to enter the future of food service, leveraging cutting-edge technology, a streamlined business model, and a growing market demand for contactless dining experiences, ensuring a competitive edge in the ever-evolving food industry.

What’s our cheat code? We are obsessed with tacos. Quality ingredients, a carefully curated menu, an elevated experience, whether you eat in, take out, or deliver.

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Franchise Canada November | December 2023

NEW IN TOWN

Grill Hero Inc.

Heavenly Desserts

Let’s face it, in North America homeowners love to barbecue, but they’d rather be enjoying their grills than having to properly clean and maintain them themselves.Homeowners don’t want to get their hands dirty when they have the resources to pay someone else to do it for them. That’s where we come in!

Heavenly Desserts (HD) is one of the fastest-growing dessert franchise companies in the U.K. Our contemporary interiors and quality desserts are what set us apart. Most people only dream of owning their own business; with its unique franchise opportunity, HD can make those dreams a reality.

We’ve proven that the barbecue cleaning and servicing business is a huge opportunity. If you’re someone who wants to build alongside a network of hungry, passionate, and driven people, then this is the right business for you.

There are multiple reasons why one would buy a HD franchise: a proven track record, 50 successful stores, no failed stores since it started, and best in the desserts sector, to name a few. HD has added greater flexibility to the model which accommodates greater optimization of each franchisee’s territory. It offers a range of stores to suit your investment. The brand’s four franchise formats are kiosk, neighbourhood, café, and flagship.

Our business model requires very little upfront investment, has amazing margins, and is in an industry with little to no competition.

Learn more at LookforaFranchise.ca

Hellcrust Pizza

Home One

Our journey originated in 1996 in the small town of Brescia, 100 km north of Milan in Italy. It was here our founder developed a love for the art of pizza baking. The last few years of pizza baking we have added many new skills to our generation-old baking processes and we evolved with time to suit the taste of new generations while keeping the basics of old baking techniques. We still use old age dough-making techniques to make starter dough with organic yeast which is then used to make the actual batch of dough. We add multiple grains to our dough to balance the flavour while ensuring gut health. All our toppings are carefully selected to achieve our goal of balance between taste and health.

At Home One, our mission is to “simplify living through professional exterior home services.” As life gets busier, we know we all have less time to get some of the advanced home care tasks completed. On top of that, there is no easy way to get all of these taken care of efficiently. Home One was started to fill that void. We come to you! We strive to offer multiple services so that you can spend the time doing what you love. No calling multiple companies or coordinating multiple schedules and services. Let Home One handle it.

Learn more at LookforaFranchise.ca

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NEW IN TOWN

Just Cuts

Kinton Ramen

There’s an opportunity to join the global hairdressing franchise Just Cuts as it launches in Canada. Just Cuts is the largest hairdressing company in the southern hemisphere, and we’re coming to Canada. When you join the Just Cuts franchise network, you enjoy the benefits of running your own business combined with the backing of a globally recognized brand. Based on a no-appointment, just-walk-in system, Just Cuts offers affordable style cuts for the whole family and performs over 100,000 weekly in Australia, New Zealand, Taiwan, and the U.K. The Just Cuts franchising family currently stands at over 230 businesses and employs over 3,500 Stylists. You don’t need any hairdressing industry experience to own a successful Just Cuts salon, and over half of our franchise owners own more than one.

Established in May 2012, Kinton Ramen was one of the first Japanese ramen restaurants in Toronto. Led by executive chef Aki Urata and our team of professional ramen chefs, we strive to offer our guests an extraordinary dining experience every time. Using the freshest ingredients to make the best quality noodles and broths, we invite guests to taste our exceptional ramen bowls right down to the last drop.

Learn more at LookforaFranchise.ca

Laser Clinics Canada Laser Clinics Canada (LCC) believes beauty is tailored to you. We are passionate about delivering best-in-class treatments and services using medical-grade, industry-leading technology at affordable prices. Laser Clinics has a unique 50/50 business model where the business and its franchise co-owners share equally in the investment, expenses, and the business performance outcomes of their respected clinic entity. Each new clinic comes fully furnished, and is accompanied by industry leading equipment, retail and professional stock, including IT set-up—a true turnkey franchise!

Learn more at LookforaFranchise.ca

Becoming a Kinton Ramen franchisee presents the opportunity to enter the vibrant and growing ramen industry, leveraging a well-established brand known for its authentic Japanese flavors, unique culinary offerings, and proven business model, while receiving comprehensive support to thrive in the competitive restaurant market.

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Le Groupe Vertdure Inc. / EagleYard Le Groupe Vertdure Inc. has been a leader in lawn treatment since 1987. Its network covers all of Quebec and is 100 per cent Quebec-owned. After 30 years of sustained growth, we are looking for quality people to join one of our teams. Virtually all regions in Quebec and Ottawa are served by our experts who earn the trust of their more than 120,000 customers each year. Each member of the network must meet or exceed very strict quality, safety, and environmental standards. Your lawn maintenance is in good hands. Your family and pets are too.

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

NEW IN TOWN

Lee’s Donuts Lee’s Donuts is an iconic donut shop located in the Granville Island Public Market in Vancouver, B.C. We have been serving delicious, handmade, quality, classic donuts from scratch since 1979. We are committed to providing a fast and friendly guest experience and use only the freshest ingredients. Loved by locals and worldwide visitors alike, Lee’s came into the spotlight in 2019 when celerity Seth Rogan and American restaurateur David Chang named us their favourite donut and featured our shop in their hit Netflix show Breakfast, Lunch, and Dinner. Lee’s has experienced record breaking sales month over month, year after year--the demand for our donuts has never been greater. Complimented by features in various media, Lee’s is always dubbed as the place to go when visiting Vancouver and has been featured in publications such as Food Insider, Goop, DailyHive, Dished, Curiosity, and ABC News, to name a few. Lee’s offers an organized and systemized franchise model for optimal sales growth, and we invite you to connect with us to learn more!

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Let’s Get Moving Canada Inc Let’s Get Moving has been in operation for 12 years with a strong record of success and reliable customer service throughout Canada. The usage of modern technology and our customer service set us apart from our competitors. We have a proven business model which won us awards for our services. Our business model is recession proof and will earn you a great return of investment. We have franchise opportunities available all over Canada and U.S.

Learn more at LookforaFranchise.ca

Marugame Udon

Mobile Senior Shop

Born in Japan in 2000, Marugame Udon holds true to the authentic tradition of Sanuki udon which started centuries ago in the Kagawa Prefecture in the southern part of Japan.

Mobile Senior Shop offers stylish, comfortable, and longlasting clothing for seniors. Through our online store and on-site pop-ups in senior living communities, Mobile Senior Shop simplifies the shopping experience so that seniors have a fun and social environment to access clothing made for them. We’re looking for passionate franchisees who are ready to grow alongside us and bring Mobile Senior Shop to more communities in new markets.

Marugame Udon provides hand crafted udon bowls and tempura from a lively open kitchen, allowing guests to watch as their food is prepared. Making udon noodles in the Marugame way is a long, timeconsuming craft. Made daily from three simple ingredients— flour, water, and salt—in our open kitchen, we stick to what we do because we want our customers to enjoy the best taste and texture of real SanU.Ki udon from Japan.

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NEW IN TOWN

My-Thai Fresh Kitchen

Nani’s Gelato Inc.

The first My-Thai location opened in downtown Hamilton in 2001. It was a risky move since back then, Thai cuisine was mostly unheard of. However, with perseverance and hard work, My-Thai gradually gained popularity and became a success.

Nani’s Gelato is Canada’s first artisanal gelato shop franchise system. Our specialty is making authentic Italian and Asian fusion gelatos. Our gelato is made fresh daily at each location to maintain a high level of quality. We train all of our franchisees on making gelato and the day-to-day operations of running the shop. Our gelato shops have a small footprint and are for typically take out only. We support franchisees from start to finish with finding and setting up the shop.

My-Thai Fresh Kitchen was born out of lessons learned, experiences lived, and a willingness to embrace change and innovation. Our concept is easy to operate and well-suited for young families, as well as those new to our wonderful country who are looking to start their own business. My-Thai Fresh Kitchen creates job opportunities for all family members involved. The vision is twofold: firstly, to see Thai cuisine under our banner, My-Thai Fresh Kitchen, reach national prominence; and secondly, to guide and mentor individuals and families towards financial freedom, enabling them to live a purposeful life.

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PET DEPOT Canada, ULC

Pizzaiolo Gourmet Pizza

Our first store opened in 1990 in California, growing quickly to a five-store regional chain. PET DEPOT started franchising locations in the U.S. in 2003, continuing to grow and developing our Canadian offering in 2007; and developing our animal hospital franchise in 2008. PET DEPOT offers three unique pet specialty operations: 1. PET DEPOT: A full line of pet food, supplies, grooming, and live animal store averaging 3,500-5,000 sq. ft. 2. PET DEPOT Barkery: A smaller store between 1,200-2,000 sq. ft. focused on pet food, supplies, toys, chews, and accessories for dogs and cats - typically in high density urban areas. 3. Full-service animal hospitals: custom built for any licensed DVM general practice, specialty medical, outpatient or emergency services. Today, we have over 32 locations in 15 states and two Canadian locations, Regina, Saskatchewan, and Cornwall, Ontario. Our brand competes well with any large format pet specialty store, and we are unique because of our flexibility in product offerings and franchise owner support.

Toronto’s gourmet pizza with up to 24 varieties of pizzas on display. Three generations of pizza making experience. Quality ingredients such as freshly made dough, never frozen, hand-cut meats, vegetables, and gourmet Pizzaiolo sauce made daily. Be a part of Toronto’s leading gourmet pizza franchise. We are growing rapidly and will be on pace to hit 100 locations by 2025.

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Franchise Canada November | December 2023

NEW IN TOWN

Pokerrito

PoolZenia

Established in 2016 in the pulsating heart of downtown Vancouver, Pokerrito quickly rose to prominence, positioning itself as one of Canada’s leading poke brands. In doing so, it didn’t just offer meals; it sparked a culinary revolution. Within a short span, this brand has redefined what it means to indulge in vibrant, flavourful cuisine.

PoolZenia is a proven, first-in-market franchise opportunity in an industry that is exploding!

While we have achieved much, we believe the sky’s the limit. As we proudly launch our flagship store in London, U.K. our eyes are set on further Canadian expansion. We’re actively scouting new cities and partners to broaden Pokerrito’s reach, infusing every new location with our signature flavours. With 10 bustling locations in Vancouver and several more in the pipeline, Pokerrito is poised to redefine the Canadian culinary scene. We invite you to be a part of this flavourful voyage, discovering the richness of poke bowls with us.

Learn more at LookforaFranchise.ca

We’re turning traditional pool service into a concept we call “pool hospitality.” We not only manage swimming pools but take care of people every step of the way. Our low start-up costs and proven business model boast a very positive return on investment. You’ll experience the lifechanging benefits of being more involved in your community. There’s a deep sense of satisfaction in helping families create lasting memories as “cherished guests in their own backyard.” Join the PoolZenia family. Be part of the change!

Learn more at LookforaFranchise.ca

Puddle Pool Services

Ramen Misoya

Puddle Pool Services capitalizes on an exploding pool, hot tub, and water feature maintenance industry by simply having the best franchise partners in the industry.

Ever since Japan’s Edo period (1600 to 1867 CE), miso has been known as a healthy and tasty condiment and has been beloved for generations. Miso is made by fermenting soybeans, rice (or barley in some cases) and salt for a certain period of time. In the long history of Japan, Miso has been a sufficient protein source to enhance rice, soup, or as a sauce over vegetable side dishes. All our menus are made with Misoya original miso. Our mission is to spread miso to the world.

We look for certain traits within our franchise partners (motivation, ambition, honesty, loyalty, a growth-driven mindset, etc.). Franchisees have the ability to run their entire business from their phone. Our customer care experience, transparent pricing, and internal custom CRM is the backbone for our Puddle Growth Program. We’ve also expanded a primarily seasonal industry into a yearround residential and commercial streamlined service leader. Our franchise partners come from all types of careers with no experience in the pool industry. Each franchise partners should love to lead, think big, be honest, have integrity, and provide customer care with a positive attitude to boot.

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NEW IN TOWN

Royce Lighting

School of Rock

Royce Lighting, where solutions come to light. What makes Royce Lighting the perfect franchisor is our goal to have franchises throughout Canada, byestablishing strong relationships with our clients. Having our own distribution centre allows us to provide any service needed at a convenience. Whether you are an entrepreneur or working a job and it’s time to be your own boss, or an investor wanting to start your own business, Royce Lighting offers affordable and appealing investment opportunities.

School of Rock is an education trailblazer with our revolutionary, performance-based model of music instruction. We are a rapidly growing education franchise with over 300 locations across 15 countries. Through a combination of one-on-one lessons, group rehearsals, and live performances, students develop mastery of music theory and proficiency. Our patented approach helps 50,000-plus aspiring musicians of all ages and skill levels hone their talents and build confidence through Rock n’ Roll.

Royce Lighting started out as a small lighting store in the neighbourhood with 32 years of experience in lighting. Our approach is to demonstrate with practicality how lighting solutions shine in our lives. The philosophy includes practical solutions, professional training, and personalized service.

Learn more at LookforaFranchise.ca

Scooter’s Coffee

SG Yard Signs

Scooter’s Coffee is a leading specialty coffee company. A franchise is more than its average unit volume. At Scooter’s Coffee, our franchisees, their employees, and corporate team are all driven by our mission to create an amazing experience for each life we touch.

SG Yard Signs is the original and premier yard greeting company in North America. Our 800-plus franchise owners bring joy to their customers across the continent with artful yard displays for all celebrations. Founded in 2014 as a single location in Texas, SG Yard Signs quickly became the go-to company to celebrate everything with everyone. Ready. Set. Celebrate!

At Scooter’s Coffee, we have a proven business model. Our brand always strives to provide our communities with fast, friendly, and convenient service. Our business model is a drive-thru only store that serves the amazing drinks, pastries, and breakfast burritos that we’re known for. This is our original business model and remains at the heart of our business. Benefits of this model include low staffing requirements, operational efficiencies, reduced utility costs, and more.

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Franchise Canada November | December 2023

NEW IN TOWN

Shady Spaces Corp.

Sportball Systems Inc

Create an atmosphere at your next event with Shady Spaces’ unique range of Bedouin-inspired stretch tents. Offering superior quality in every regard, our tents are stunning and highly versatile—a great alternative to the traditional marquee. Find the right look and feel that’s custom to your event with infinite tent set-ups and a variety of colours, as well as lighting and furnishings.

Sportball Systems is a premier sports education program offering multi-sport classes for children, fostering skill development, confidence, and a love for physical activity through a curriculum designed to engage and inspire young athletes in a fun, non-competitive environment.

We offer large and custom tent rentals for weddings, festivals, and special events on Vancouver Island and the West Kootenay Regions.

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STRONG Pilates Australia’s fastest-growing Pilates franchise is launching in Canada and you have the opportunity to own your own STRONG Pilates studio. Launched in October 2019, STRONG Pilates is growing exponentially with 140+ territories sold and reserved across Australia, New Zealand, Canada, Singapore, and the U.K. STRONG Pilates founders Michael Ramsey and Mark have owned a number of high-performing franchise fitness studios, including some that were the highest performing for their market in Australia. They found a gap in the fitness industry for a long-term, sustainable, safe, no-impact model which led to STRONG’s unique concept.

Becoming a Sportball Systems franchisee provides the opportunity to impact communities by delivering a wellestablished, comprehensive sports curriculum, benefiting from a proven business model, ongoing support, and the satisfaction of promoting children’s physical literacy and overall development through sports, creating a fulfilling and successful entrepreneurial venture.

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Studenttimes Staffing Solutions Studenttimes Staffing Solutions is a professional recruitment agency that provides jobs to all job seekers. We offer permanent, temporary, and contractual staffing solutions, both full-time and part-time, in sectors such as human resources, IT professions, office admin, customer service, engineering, accounting, sales and marketing, skilled trades, manufacturing and production, warehouse and distribution, packaging, shipping and receiving, logistics and operations, general labour, and many more.

Our instructors are STRONG endorsed, well equipped with our tech and techniques, and there to guide you every step of the way.

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NEW IN TOWN

Studio Pilates International Since 2002, Studio Pilates International has been changing the way the world works out with their renowned reformer pilates classes. With 130 studios open or coming soon across six countries globally, clients can’t get enough of the unique workout that blends traditional pilates techniques with modern exercise science for an unparalleled workout experience. The luxurious studios combine state-of-the-art audio-visual technology, world class instructors, and scientifically based exercise sequencing that cater to clients of all fitness levels. Studio Pilates International is set to take on Canada with the first three locations in Langley, B.C., Richmond Hill, Ontario, and Vaughan, Ontario set to open in 2024. These locations mark an exciting step for the brand’s global expansion and join the current network in Australia, New Zealand, the U.S., the U.K. and China.

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The Fritter Shop The Fritter Shop has a long history going back to 1989. Formally called Lieuwma, this bakery was located in Amsterdam. It was made famous by locals and tourists for their traditional, topquality artisan baked goods, and neighbourly customer service. In 2001, the Van Rijn family packed their bags and headed to Canada to start a new life in St. Thomas, Ontario. With them, they brought the family recipe for their traditional Dutch fritters. The Van Rijn’s never strayed from their recipe, European culture and business practices which is why it’s still successful today. Fast forward to 2016, when their son Kelvin had an idea to take their family business to the next level, and The Fritter Shop was born. The Fritter Shop now has over 15 flavours with seasonal and limited-time offerings, and is opening more locations with franchising opportunities.

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The Pepper Tree Spice Box

Tranquil Care Franchising Inc

The Spice Box, powered by Pepper Tree Spice Co., is a truly unique turnkey mobile retail unit offering over 300 fine spices and artisan seasonings, select gourmet foods, and gifts, presented as a walk-in and shop retail experience. The Spice Box is designed to maximize mobility, profits, and lifestyle without the commitment and time delays of a traditional brickand-mortar franchise setup. Share the passion for amazing flavours with foodies everywhere with minimal investment and accelerated return on your investment with a solid foundation of hands-on owner support and service.

Established in 2013, Tranquil Care is an industry leading Health Care service provider. We provide medical support services and staffing solutions to hospitals, retirement homes, care facilities, and private homes within North America. Our experienced and diverse team is dedicated to offering a superior care experience to all.

Learn more at LookforaFranchise.ca

With the medical industry in need of quick turnaround staffing solutions, franchisees are essential to those who provide essential services. Franchisees gain access to a large healthcare staffing company with a generous well of resources to draw from.

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Franchise Canada November | December 2023

NEW IN TOWN

Ultimate Coders

VIP Hairlines

One of the fastest-growing Canadian computer coding and robotics franchise for kids ages five to 18. At Ultimate Coders, we have developed an innovative, game-based curriculum and system that caters to the needs of parents while keeping children engaged and excited about learning to code. Our commitment is to provide exceptional quality coding education to children, using cutting-edge techniques and tools to make the learning process fun and effective. Kids build the skills they’ll need for the future, including coding, problem-solving, critical thinking, creativity, and teamwork. We are proud to partner with entrepreneurs across the country to bring Ultimate Coders to their nearest community.

Owner Erika Alvarez has worked in the hair replacement industry for 25 years serving clients in the Greater Toronto Area and Niagara region, providing them with top quality service and care.

Learn more at LookforaFranchise.ca

The need for hair loss solutions has grown dramatically, and any age group can be affected by hair loss (children, preteens, young adults, and adults). Whether it is a receding hairline, alopecia, cancer or any other serious medical condition, VIP Hairlines provides clients with the best solution available on the current market for their unique needs.

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The Rewards of Resales

Franchise owner Bradley Jenkins shares the keys to his success after 13 years with Express Employment Professionals, including a thriving resale franchise BY JOELLE KIDD

radley Jenkins had his first taste of working at a staffing company in his early 20s. He was fresh out of post-secondary education in his native England and got a job with an office called Wise Employment. “At the time I didn’t consider staffing would become my career path and instead thought it would be a great way to get my feet wet, professionally,” Jenkins said. “As someone who likes to help and serve others, I really enjoyed the work because it was service-oriented and I could ‘relate and communicate’ with others, just like newspaper ad promoted!” Jenkins moved on to work in the hospitality and tourism industry, throughout Europe and the Caribbean. But when he moved to Canada in 2009, he found himself struggling through a post-recession job search. A posting for a “staffing consultant” caught his eye. Remembering how he’d enjoyed his previous job, he applied, and started work with the Burlington, Ontario location of Express Employment Professionals in March 2010. Now almost 14 years later, Jenkins owns his own Express location in Cambridge, Ontario, and works as a franchise developer for the company, helping other owners grow and find success with their Express Employment Professionals franchises. The road to a resale Jenkins made the jump from employee to owner by first purchasing an equity stake in the Burlington location. Later in 2016, he was presented with a unique opportunity when the owners of the nearby Cambridge Express office were looking to sell their established business.

“They knew [...] in order to run an Express franchise and be successful, [and] have the impact you want, you have to really, really commit all your time and energy to it,” says Jenkins. “Knowing I was up for the challenge, I sold my interest in the Burlington location and purchased the Cambridge office.” Jenkins went into a silent partnership with the previous owners’ partners, which he says helped ease the transition. “They’d owned Express franchises before and were a good sounding board for me to learn from.” The franchisor also helped, he says, offering support “to work through what I needed to become a majority franchise owner.” While the transition went smoothly, it still required hard work. “Ultimately, I wore every hat, working 12 hours a day, six days a week—sometimes seven days a week—to build the Cambridge office into a staffing leader in the community,” Jenkins recalls. “We worked hard, and I ultimately bought my partners out in 2019 and became the sole owner of the franchise.” “You blink and all of a sudden, it’s 2023, almost 2024,” he says with a laugh. “I’m in my 14th year with Express—14 years with Express, 10 years as an owner of a franchise, and been in the Cambridge location for the last seven years. It’s never dull. You can call this business a lot of things, but it’s never boring. Because you’re dealing with people.” Jenkins says he wasn’t looking specifically to buy a resale, but when the opportunity came up, he knew it was a good fit. It might not be the case for everyone, he cautions. “There are pros and cons when entering into any business ownership. For a resale, ultimately, the office is

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THE REWARDS OF RESALES up and running and has a presence in the market, good or bad. If it’s a really good presence and the business is booming, you’re going to pay a higher price for it. If you’re starting a brand-new franchise, you have a clean slate, which can be attractive, but can also be a longer road, and in most cases I can confidently say it usually is.” Growing the team Express Employment Professionals is the largest franchised staffing company in North America, boasting nearly 900 locations around the world, including 50 in Canada. Founded in 1983, the brand celebrated its 40th anniversary this year. The brand connects job seekers with employers, offering positions in many different lines of business, including accounting and finance, human resources, engineering, IT, light industrial, customer service, and more. The brand stands out, Jenkins says, because of its franchise business model. “One of the taglines that many of our franchise owners use is that we’re ‘small enough to care, and big enough to support,’” he says. The brand also has a leg up on territories, he notes, as its locations cover smaller geographical areas than most competitors, allowing franchisees to really dig into their communities and offer more localized services and connections. When he bought the business, Jenkins says, it had one staff member and a co-op student. “I did everything. I did check-in calls with candidates and clients, I interviewed candidates, I visited clients.” This time was important, he says, for building relationships. “You’ve got to get to know people, then they’ve got to like you, then they’ve got to trust you. And once you can do that, then you can add some value.” “I say this to any franchise owner, the first two to three years, you’ve got to be prepared to do all of it and any of it,” says Jenkins. “That’s the great thing about the Express system—the employees see the owner working directly alongside them, showing how they are all part of the same team and working toward the same goals.” Today, Jenkins has nine employees and says this team spirit remains. “Being a leader isn’t about being the best, it’s about making your team better, making sure they have what they need to be successful.” For example, he says, when he looks to bring a new team member in, he has his existing team participate in the interviewing process, sharing he does not hire anyone without the approval of his team. He also tailors incentives to each team member’s preferences, whether that be commission structure, time off, salary, or the ability to work from home. “We don’t have much turnover in my office. Our team members tend to stay, and I want this to be the best longterm option for my people—I want it to support the lifestyle that they want.”

“Franchising has allowed me to be able to do what I enjoy, and because I enjoy it, I’m good at it.” Jenkins says this motivation is also reflected by the franchisor, sharing that “Express International does a great job of recognizing and rewarding excellence.” The franchisor offers plenty of internal support, he notes, including an International Franchise System Support Center that franchisees can call anytime, legal, human resources, and marketing supports, and an education/training department, Express University. There’s also a Circle of Excellence program that rewards franchises that reach certain milestones, and an annual leadership conference that brings together upwards of 1,500 Express owners and managers. Jenkins also participated in a three-year program called the Express Leadership Academy (ELA), that brought together a group of franchisees across North America for monthly webinars on aspects of being a business leader and developing an Express franchise. “I made some great friends, not just colleagues, through ELA. It feels like a really big family.” Reflecting on his professional career, Jenkins says he feels franchising has been the perfect system for him. “Franchising has allowed me to be able to do what I enjoy, and because I enjoy it, I’m good at it,” he said. “Whereas the areas where I need support, the areas I’m weaker in, well, that’s where I have support from my franchisor letting me know I don’t have to do everything myself.” That’s not to say business ownership, through a resale or otherwise, is a walk in the park, Jenkins cautions. “If business ownership were easy, everyone would be lining up to do it! It is meant to be a challenge, but with franchising, you have the opportunity to build something that’s yours and will endure for generations to come.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

The Basics of Creating a Business Plan Follow these steps to create a detailed plan and set your new business up for success BY RAAVYA BHATTACHARYYA

egardless of the franchise opportunity you choose, you need to map out your path to success before getting started. A comprehensive business plan holds the key to unlocking the full potential of a franchise and ensures a solid foundation for profitability. It also gives banks, investors, and lenders an idea of the scope and specifications of your project, so they’ll feel more comfortable providing their support. By creating a business plan, you signal that you’re serious and understand the tools you need to succeed. Here’s what your business plan needs to convey: • There’s a market for your products or services • You and your management team are capable • You have the necessary financial resources • You understand your franchise ownership goals and how you’re going to achieve them • The franchise you’re buying is financially viable and you’ll be able to repay any loans COMPONENTS OF A BUSINESS PLAN A comprehensive business plan is made up of several elements. Here’s a list of items you should include. 1. Executive summary The executive summary should describe the franchise you intend to purchase, include the background and track record of the franchisor and other existing franchises, and identify your core market.

2. Company description and management team profile You should outline the basics of your business in this section, like its name, location, and type of business. The management team profile should describe your skills and experience, explain why you’re suited to own and operate this franchise, and include the same information for any other members of your management team. 3. Description of products and services Here’s where you describe what your business offers. The description of your products or services should include featured benefits, am explanation of how your product or service differs from your competitors, and outline how you will deliver these products and services. 4. Core market information This section should describe your core market sector: Who’s your competition? What do they do well? What do they not do well? How are you going to stand out? Is your market trending up or down? Here you can outline your competitors and describe your existing customer base. You can also talk about how much of the market share you expect to cover. 5. Description of operations The description of operations should describe where you’ll operate and explain how you’ll produce your products or services. Include information on location,

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

THE BASICS OF CREATING A BUSINESS PLAN property, facilities, leases, employees, insurance, technology, equipment, and suppliers, which are all crucial details that need to be determined before you get started. 6. Financial information Make sure you complete a thorough financial analysis to ensure you have a plan for success. Your financial advisor can be particularly helpful with preparing and itemizing this part of your business plan. The financial section should cover the details of what makes this a financially viable business. You should describe your current financial situation and include monthly budget and cash flow projections/analysis. It should also include a personal net worth statement that lists all of your personal assets and liabilities. Remember that it often takes months or years for a new business to become profitable. Your business plan should include a comprehensive section on financial requirements, including detailed estimates of all anticipated start-up costs until the projected breakeven point. Here are some costs to include: • Legal and accounting fees • Marketing costs, including plans, website, print materials, tradeshows, etc. • Inventory purchases • Real estate and/or building and equipment procurement • Staffing • Working capital reserves to cover operating losses until the business is capable of generating sufficient revenue • Monthly overhead for six to 12 months • Personal living expenses for six to 12 months • Financing costs • Cash flow projections (see sidebar)

What is cash flow forecasting and why is it important to a business plan? A cash flow forecast outlines the anticipated income and expenses of the franchise. If you’re purchasing a new franchise location, you can determine the expected revenues and costs by doing your due diligence, including talking to the franchisor and other franchisees in the system. Once you start to get a picture of the numbers, you can do a sensitivity analysis to understand the impact of fluctuating cash flow. Create multiple cash flow scenarios: one based on high sales, one based on low sales, and one in the middle. This helps you determine the targets you need to hit, and the sales required for you to make money. Along with a complete accounting of cash requirements for the franchise, identify the sources of funding, as well as the relevant financing terms. Financing for most new franchise companies comes from the owners, supplemented by friends and family members, along with some bank financing. Investors or lenders expect owners to personally assume some of the risk with a solid self-financed capital base of 30 per cent to 50 per cent of the total debt.

7. Other supporting documents Here are some other supporting documents to include: • The resumes of yourself and the key members of your management team • Job descriptions • Personal and business credit history • Letters of reference • Letters of intent • Leases/contracts and other legal documents pertaining to the franchise you’re purchasing When it comes to franchise finances, a comprehensive business plan can give you a straightforward path to profitability. By following these steps, you can show lenders that you’re serious about your business ownership goals.

Franchise Canada November | December 2023

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

At first glance, janitorial services, computer coding classes, and pottery painting workshops don’t seem to have much in common. But despite their differences, each of these successful Canadian franchise systems is backed by a solid business model and a clear understanding of their market segments. BY DAVID CHILTON SAGGERS

Crock A Doodle

Annette Brennan found inspiration for a new and creative business idea while living in Ireland more than 20 years ago. She visited a small pottery shop where visitors could paint the pottery themselves. In 2002, she built on that idea and started Crock A Doodle, a pottery painting concept, from her home in Flamborough, Ontario. The business concept was well received, and the growing system did well, she says from her office in Brantford, Ontario, but to many, a home-based franchise meant parttime commitment and she wanted much more. So, in 2009 she went up to Blue Mountain Resort Village on the shores of Georgian Bay and began prospecting for a retail spot. That, says the system’s president and chief idea officer, is when she switched to a retail model, and it was in Blue Mountain where she established a corporate franchise, her first ever retail studio. That store is now operated by a franchisee, and there are 32 more Crock A Doodle locations in Ontario, Alberta, and Manitoba in urban centres and resorts. Five more franchises are in the works, too. Looking back, Brennan says her brand has evolved beyond kids and families. The corporate market is growing, she continues, and “the growth among young adults has been phenomenal.” Crock A Doodle brings people together to socialize and unwind as they paint their pottery pieces. “We really focus on delivering an experience,” says Brennan. “It’s fun art, not fine art.” Most of Crock A Doodle franchisees are women, and Brennan says more importantly, she looks for shared values, a creative mindset,

and self-management skills, among other attributes. The cost of a franchise is between $100,000 and $130,000. In-person training takes five days at the system’s main studio in Brantford, Ontario, and there are 12 weeks of follow-up instruction and onboarding support. Brennan says she looks for franchise sites where communities gather naturally, such as a neighbourhood shopping plaza and the sweet spot for a store is 1,200 square feet. The benefits of investing with Crock A Doodle include a “really healthy ROI,” personal fulfillment, and a sense of community belonging, she says. As for expansion, Brennan says the Greater Toronto Area, and Ontario as a whole, are on the horizon, as are Alberta and British Columbia. And she has her eye on the U.S. market. She’s been approached many times and notes that by end of 2023, she’ll have her first location south of the border. While Brennan notes that the pandemic was extremely stressful, it also provided impetus for change. Where Crock A Doodle sessions were run on a drop-in basis, they now operate primarily by reservation. And the system now has an online store and take-home kits, too. In fact, says Brennan, her business is up 30 per cent from 2019.

Learn more at LookforaFranchise.ca

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Master Care Janitorial and Facility Services

Who do you call when you have a liquor store that needs cleaning? You call Master Care Janitorial and Facility Services, headquartered in Surrey, British Columbia. CEO Terry Laferte, who took over in 2017, says Master Care cleaned 80 of British Columbia’s provincially owned liquor stores since 2019. But that’s just a small portion of their business. Laferte says his system cleans commercial properties large and small—including many medical and financial offices—as well as residential buildings, particularly those in the condominium sector. Master Care began in 1981 and sold its first franchise in 1989 in New Westminster, B.C., and now there are 12 franchises in total operating under the system’s new name, which was adopted in 2013. Nine of these franchises are in B.C.’s Lower Mainland, one is in the interior, and the other two are on Vancouver Island in Victoria and Nanaimo As for expansion, Laferte says he’s eyeing more units in Ontario and introducing the concept in Alberta soon. Master Care may also grow province by province or city by city and he names Calgary, Edmonton, and Toronto as possibilities. But whatever route he takes, Laferte says, “We plan to be in all provinces in the next five years.” Looking at potential franchisees, the CEO says a twoperson team is ideal, with at least one working in the business full time. Incoming franchisees don’t need business exposure, but they need to be tech savvy, willing to learn,

and “above all, have good communications skills.” The cost of a franchise is $95,000 ($35,000 fee + $60,000 working capital). Training involves one week in Surrey, another week at the franchisee’s local site, and remote training with online follow-up instruction, as well. Franchisees will need their own vehicle—wrapped in company livery— and they also buy their own supplies. As for the benefits of a Master Care investment, franchisees get a large, defined territory with significant growth potential and a lower cost of entry. And, as an incentive, as business gets bigger, Master Care reduces its royalties. The effects of the COVID pandemic were difficult for the system and its clients. “Some of our customers were hit very hard and closed their offices and business,” says Laferte. Master Care itself put contracts on hold rather than cancel them during the crisis and paused service for a good percentage of customers. However, requests for one-time cleanings went way up, and there’s still a high demand for disinfecting and other services. Overall, Laferte concludes, revenue continued to grow during the pandemic.

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

Ultimate Coders

Kena Patel first came up with the bright idea to start offering coding and robotics classes to young kids. She saw the need for a curriculum that would keep kids engaged and parents satisfied with their education. With the help of her husband, Kevin Patel, the idea grew into Ultimate Coders, which offers programs for youngsters ages five to 18. It opened its first corporate location in Brampton, Ontario in 2018. In late 2019, Ultimate Coders started franchising, says Kevin Patel, co-founder and CEO, and now has 12 franchises—one in Richmond, British Columbia, one in Edmonton, Alberta and 10 others in the Greater Toronto Area (GTA). Two more franchises are planned, and Patel has his eye on further expansion in the GTA, Edmonton, and Vancouver regions. Ultimate Coders’ target customers are parents with children aged five to 18 who want high-quality instruction at reasonable prices, says Patel from head office in Mississauga, Ontario. The student-to-teacher ratio is six to one, and programs are offered in three age ranges. There’s also an in-house digital learning platform the students learn from as they advance from simple computer language to something more complex. Classes are held after school, and on weekends from 11:00 a.m. to 3:00 p.m. As for the ideal qualities of a franchisee, Patel says he looks for those who want to combine a passion for education with a desire to start a business that can be run part-time. “Business experience or technical knowledge is an asset,” he adds, “but it’s not mandatory.” What is mandatory, however, is a willingness to learn and excel. The cost of a franchise is between $105,000 and $250,000 and the ideal site is between 1,200 and 1,500 sq. ft.

Retail plazas with favourable demographics work best, says Patel. Initial training takes two to four weeks and is held online and in person at the corporate location in Mississauga. Ultimate Coders also provides hiring assistance for new franchisees. Instructors are typically young people finishing computer science or other related post-secondary programs. A key benefit of investing with Ultimate Coders is the work-life balance, with only four hours of operating hours each day. There’s also the competitive investment cost, and the demand for coding and robotics instruction, which is beginning to boom. The pandemic was tough initially, especially for the newly opened franchises in Scarborough and Vaughan, Ontario. “We didn’t anticipate the length of the lockdowns,” says Patel, who moved all curriculum online during that time. The company was able to retain 80 per cent of its existing customers as students adapted to virtual learning. It also gained a lot of new customers who wanted their kids to learn online during lockdowns. And as the crisis abated, more and more parents asked for in-person instruction. Now, says Patel, 90 per cent of classes take place in the classroom. In the face of challenges posed by the pandemic, Ultimate Coders has not only adapted but thrived, embracing the digital realm and emerging stronger than before.

Learn more at LookforaFranchise.ca

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

NEXT GENERATION IN FRANCHISING

FROM SIDE HUSTLE TO PRIMARY BUSINESS How a pair of landlords turned a side business into a successful property management franchise BY SUZANNE BOWNESS

Franchise Canada November | December 2023

NEXT GENERATION IN FRANCHISING

usband-and-wife team Tyler (31) and Erin Cooze (27) were already landlords of their own residential properties when they started thinking about whether they could make the property manager side hustle a bigger part of their lives. Maybe even a business. Yet as he started to look into it, Tyler, who investigates all projects extensively before jumping in, realized that the potential for costly missteps, especially early on, was massive. Could franchising be the answer? By the time he scheduled a discovery call with Real Property Management, Tyler was fairly convinced that joining an established organization would put him on the path to success. Conversations with other franchisees confirmed this feeling. “Meeting with people in the trenches, hearing what we would be doing with onboarding, that made the decision that franchising was the business model to go with,” he says. Tyler and Erin signed on with the franchise in August 2022. By January, they had a growing roster of clients in their town of Sarnia, Ontario. By early June, they were almost overwhelmed by business growth, so Erin joined the business full time. They decided to pull back a bit during the summer to reassess before starting to grow steadily again in the fall. On startup, the Coozes decided to focus on the market that was most familiar. “Residential single-family homes are what we know and loved and started with, so we kept going there,” says Tyler. They found a ready customer base. “Our first clients were people who had poor experiences trying to manage their properties themselves or didn’t feel like they were getting the services they needed from their property managers. These were people who were in distress.” In Ontario, property management is unregulated outside of the Residential Tenancies Act. Provinces west of Ontario require licences, so there are more regulations.

As the largest residential property management company in North America, Real Property Management oversees tens of thousands of properties, yet franchisees tailor services for each customer. When they onboard a client, one of the Coozes’ first priorities is to figure out what help they need. Services include everything from rent collection to maintenance management, and everything in between. Some clients want to hand the full management off to the property manager, while some want to be more involved, and still others want to be contacted only if an expense goes past a certain threshold, so each client has unique needs. Getting the lay of the land Neither Tyler nor Erin had a background in real estate— she was a dental assistant, and he worked as a mechanic and then in manufacturing—but the weeks of training the franchise offered plus their own landlord experience brought them quickly up to speed. They also knew immediately how to split the business responsibilities—Tyler is the talker who enjoys client interaction, business development, and maintenance, while Erin excels at tasks like bookkeeping, marketing, and administration. Since rentals follow a monthly cycle, their schedules vary by the week. The first day of the month is busy collecting rent, mid-month is occupied with ensuring homeowner clients get paid, and client applications and invoices happen every week. Maintenance queries can also arise at any time, even on a Saturday morning. If you read that Saturday morning reference as a challenge for this business, you’d be right. “You’re always on call,” says Tyler, “there’s lots of problem solving and the hardest part is to manage expectations for your clients and tenants.” Another challenge has been the uncertainty of the real estate investment market. Another potential challenge is their youth, but Tyler says that being young franchisees hasn’t had much effect.

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NEXT GENERATION IN FRANCHISING

“Some older people just see us as young and assume we don’t know what we’re doing, but that goes two ways. I enjoy working with young businesses, and they aren’t complacent like some long-term businesses. Some people see that in me, that I’m young and hungry and enthusiastic. It’s more positive than negative,” he says. Some challenges also have a positive flipside; for example, the unpredictability of a broken water main on a Friday night (true story) is balanced out by the flexibility that this business offers. With two young children, this is one of the things about the business the Coozes love the most. “It’s about finding that balance, as there are always times where you do a bit extra in the evening or morning, but then there’s also the freedom to go for lunch or take kids out for the day,” says Tyler. “Being selfemployed in general is really rewarding, although you get out what you put into it.” As he expected, Tyler says that the biggest benefit of franchising has been the coaching from the franchisor and the connections with other franchisees. Weekly 30-minute check-ins help the Coozes stick with their goals. The monthly two-hour calls with the entire franchise network allow business owners to compare notes. “It’s great for me as a new office to get to ask questions and get answers, and also to hear about what they’re going through at established offices—that’s so helpful to learn what to expect down the road,” he says. Now that he’s more established, he’s starting to give back too. “I’m that person who always helps, so now I’m offering advice to others.” So, what’s his best advice for incoming franchisees? In this business, Tyler says it’s helpful to have a passion for real estate investing, and also to look for a community where you want to get involved. While you might think that the focus would be mostly on client owners, Tyler says it’s equally important to support tenants. “You want to see tenants take pride in the house they’re in,

and provide them with a quality experience. At the end of the day, you’re providing housing. Your tenant is also a customer and you want to treat them like a customer so they’ll tell friends about their experience,” he says. For newcomers to franchising, his best advice is to reach out when you need to. “It can be difficult to ask for help, but there’s no such thing as a silly question, so I reach out to everyone I know within our franchise. Even if you’re not comfortable asking on a call, then ask a franchisee friend, someone local you can trust. Rely on the network.” For the Coozes, the most rewarding part of this franchise is the satisfaction they get from serving clients, something they appreciate even more deeply with their dual role as landlords. “Seeing owners being successful and happy with their real estate, and on the tenant side, seeing joy on a family’s faces when get to go into new house is great,” says Tyler. Erin agrees. “We get to make meaningful connections and form good relationships with both tenants and owners.” The couple tries to make the experiences special by leaving welcome baskets for new tenants and looking for additional ways to surprise them (they recently put groceries in the fridge for a new tenant who is coming from out of country). “I’d love the day to come when we get a client who was a tenant and buys a home and invests in their own real estate,” says Tyler, “so that process can come full circle.”

Learn more at LookforaFranchise.ca

Franchise Canada November | December 2023

LEADERSHIP PROFILE

A People-Powered Pizza Company

Senior director of people Amy Silverstein supports Pizza Pizza’s cultural transformation through the introduction of DEI and engagement-led programs BY ROMA IHNATOWYCZ

s a senior HR executive at Pizza Pizza, Amy Silverstein is in an enviable position. Not only is she doing a job she loves, she’s also working for a franchise brand that has touched the lives of almost everyone she meets. There are few brands in Canada or abroad that can deliver this type of fringe benefit. “It’s so special to work for a brand that everybody knows, and everybody has experienced in one way or another,” says Silverstein, senior director, people, at Pizza Pizza Limited. “It’s probably my favourite part of working for Pizza Pizza—everybody has a story and people feel they can share that with me. I get this small window into someone’s life because of where I work.”

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LEADERSHIP PROFILE

For most Canadians, Pizza Pizza needs no introduction, especially in the provinces where the brand has a prominent presence, namely Ontario and Quebec, with a growing presence in B.C., Manitoba, Nova Scotia, and New Brunswick. There are now more than 730 Pizza Pizza locations in total, and the brand continues to hold a special place in the hearts of people from coast to coast. In its home province of Ontario, people can still recite the famous 967-1111 radio jingle decades after it first launched. Silverstein joined the venerable brand in the fall of 2021. The COVID pandemic was in full throttle, and the company was placing a stronger focus on developing its workforce. “There was definitely a shift,” says Silverstein. “Where we had been very heavily operations-focused, there was now this shift to focusing on people development and driving our business through people. The only thing that sets us apart from our competition is our people, and while there were programs and policies in place, they needed to be revisited. We needed a defined strategy to engage our teams.” One of the first things Silverstein did after joining the company was set up a Diversity and Inclusion Council, which she pulled together just one month into her new job. To get a better lay of the land, the council immediately conducted a survey to fully understand how staff felt about Pizza Pizza’s diversity, equity, and inclusion (DEI) efforts. The results could not have been more encouraging: 76 per cent of respondents rated Pizza Pizza favourable in diversity, 72 per cent favourable in equity, and 76 per cent favourable in inclusion. “And that was without the council even doing any work!” says Silverstein. Diversity push Still, there was room for improvement, and the council set out to develop a DEI newsletter and organize a

Diversity and Inclusion Festival. The festival is held at the company’s corporate headquarters in Toronto and has now turned into an annual event, taking place every June. Food trucks are brought in representing different cultures, ethnic music is played, and a guest speaker is invited to talk on a topic relevant to DEI. “Last year we had a speaker from Pride Toronto come in, while this year we had an indigenous elder who spoke to us about the importance of our land,” says Silverstein. “We choose food trucks based on our staff demographics; this year, there were Filipino, Italian, and Portuguese trucks. We also have activities and icebreakers—we want an event that is meaningful and helps people learn about each other and our community.” The company’s marketing team, meanwhile, rolled out an Everyone Deserves Pizza campaign which highlighted the importance of the brand’s connection with its diverse customer base. Launched in 2022, the campaign is built around the brand’s belief that everyone has the right to pizzas that suit their tastes, price point, and location. “It was a tactical way for us to express inclusivity,” explains Silverstein. “When we say that everyone deserves pizza, you know it’s really about making sure that everybody is included, and everybody has a product they can enjoy equally.” In acknowledgement of its strong push to strengthen diversity, Pizza Pizza received this year’s Diversity & Inclusion Champion Award from the Canadian Franchise Association. The award recognizes the company’s exceptional leadership in promoting DEI in Canada’s franchising community. Not one to sit on its laurels, there are more DEI efforts underway. Starting next year, Pizza Pizza will beef up its training for franchisees on equitable hiring practices. Silverstein and her team will equip franchisees with the

Franchise Canada November | December 2023

LEADERSHIP PROFILE

tools they’ll need to ensure everyone they hire is interviewed fairly. “It’s about making sure the interview process is done fairly and equitably, so we’re building the tools to train our franchisees and make sure they’re comfortable with that,” Silverstein says. Another area of growing importance for the franchise is sustainability, and it’s been hard at work greening its business. “We’ve always been quietly doing this, but we’re putting a lot more attention on it right now,” says Silverstein. “It’s about how we make our products, how we bring the product in, and how it gets delivered to the customer. We’re looking at some really strong sustainability practices through that whole cycle.” By way of example, Silverstein cites the introduction of a biodegradable pizza table—the little white piece of plastic in the box that prevents a pizza from getting squished. “We were the first pizza company to have 100 percent biodegradable pizza tables, which [results in] an incredible decrease in waste,” she says. “We’ve also changed our boxes, using materials that are more sustainable. They don’t use as much ink which makes them more biodegradable. So, we’re making large changes.” Talent focus Despite her senior HR role at Pizza Pizza, Silverstein’s own story didn’t actually begin in human resources. She initially studied marketing at a local college in Toronto and started her career working at Gap as a visual merchandiser before moving up to increasingly senior managerial positions. After 10 years with the retailer, she was ready for a change and returned to college to study human resources. For Silverstein, it was a natural progression. “I really excelled in the people development piece and that was the part of my work at the Gap that I loved the most. So, I decided to pursue a career where that could be my focus.” After a brief stint working in recruitment for a boutique marketing firm, Silverstein joined the talent acquisition team at yet another large brand: Walmart. “I started off hiring field managers and then I moved on to support

corporate roles,” she says. “They were putting new processes into place so to come right out of school and to get to be a part of building their recruitment department was an incredible experience.” From there Silverstein moved on to a transportation company, where she helped build its Canadian HR processes from the ground up, progressing to the role of VP of talent for North America with its parent company, National Express. By this stage in her career, Silverstein had built up a solid reputation for growing talent and developing effective HR processes. This, in turn, caught the attention of senior executives at Pizza Pizza. As Silverstein explains, “They needed someone who could come in, look at their practices and programs, and start putting strategic pieces into place would help drive engagement.” The decision to join the pizza brand was not a difficult one for Silverstein, in large part because of its proactive, people-oriented culture. After meeting with its leadership team and feeling the warm, family vibe, Silverstein’s mind was essentially made up: “I went home and said to my husband, ‘If this is what it’s like to work with these folks, then I really want to work for Pizza Pizza.’” The brand embodied everything Silverstein valued: inclusivity, sustainability, a great family atmosphere, and a much-loved product. Most importantly, she says, it felt like she’d come home. “Pizza Pizza always wants to make you feel like you’re at home—whether you’re a customer, a franchisee, or part of the corporate team. That’s a consistent feeling across the company. It’s authentic, and I haven’t experienced it anywhere else.”

Learn more at LookforaFranchise.ca

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

A DAY IN THE LIFE

A ‘WILD’ FRANCHISE ADVENTURE Wild Birds Unlimited franchisee Sarah Smith shares her journey from a parttime position to a full-time business venture with a brand that feels like family BY STEFANIE UCCI

s the saying goes, everything happens for a reason. And as some—perhaps many—franchise owners can attest, business ownership may not have originally been on the list of future career plans. That’s the story for Wild Birds Unlimited franchisee Sarah Smith, who started working part-time in the retail franchise and ended up becoming its primary owner. It was quite the fateful career move for her in what she calls a “lucky” turn of events that led to a wonderful payoff.

Smith’s business ownership journey began a handful of years ago when she was hired as a part-time employee at a local Wild Birds Unlimited store—hawking bird food, feeders, and other hardware for bird fanatics, nature lovers, and hobbyists alike—which she balanced with postsecondary school. Eventually, she grew into the assistant manager role and then store manager role, getting to know the business inside and out. So, when it came time for the previous owners to find someone to purchase their franchise and continue the business, Smith was the perfect fit.

Franchise Canada November | December 2023

A DAY IN THE LIFE

Today, Smith’s store is 32 years old, and she continues leading its legacy throughout her Guelph, Ontario community. “I honestly didn’t plan this life of retail that I’ve led for so many years,” says Smith. “I worked here just as a parttime position over the years, but my previous boss was very generous and made it difficult to leave! It was a great franchise with great staff, and it was a situation that kind of fell into my lap but worked out really well. I was lucky!” An im-peck-able opportunity Smith took ownership of her Wild Birds Unlimited franchise in April 2022, purchasing it with the support of her partner and parents, but she acts as the primary owner. For Smith, it was a “night-and-day difference” between working part-time at the store and running the business on her own. “In terms of my learning from last April to now, I feel like I understand more. I might’ve been more naive, but there were some challenges and things I didn’t do as a manager,” she explains. “I definitely had to learn and rely on my support system.” Smith adds, “I had all these lofty goals that were great, but realistically getting through the first year was all I did and I did it well. We had a good year but some of those additional goals, I’m now working on this year. So, you have to be realistic with your business goals.” As for the biggest lesson she’s learned, delegation is number one. “One thing that really helped me was training and giving staff the power to make some of those dayto-day decisions so that it can free up more of my time. In short, delegation is always easier said than done.”

With six staff members on board and hiring for more part-time positions underway, Smith points to staffing as one of the challenges of being a seasonal business. A small staff may make a business owner feel like they’re obligated to be everywhere and do everything, but being able to delegate and alleviate the burden of some tasks is the wisest way to conserve both energy and time. “I’m very blessed that I have a mix of staff who’ve worked at my store for a variety of years, some longer than I’ve worked there, and a mix with newer additions as well,” says Smith. “I appreciate the fact that they’re flexible, so some of the part-time staff don’t require a set amount of hours and I can change it depending on the season.” Something to rave-n about The highlights in Smith’s average day include interacting with her customers by helping them connect with nature in their own backyard. That’s really what the Wild Birds Unlimited brand is all about. “The hobby is such a fulfilling and fun thing to get into, so it’s great to get on that same level with customers,” she says. “It’s something I know my staff also do really well and thoroughly enjoy, so we have fun.” When it comes to what she loves most about being a franchisee, it’s all about the brand’s blueprint—based on a business plan that’s been proven to work. As Smith notes, it’s allowed her to become a business owner with “less risk.” “Sure, there’s a cost to being part of a franchise, but all of the resources and support are worth it to me. You’re never alone, and you always have somebody you can call on for help.”

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A DAY IN THE LIFE

“SURE, THERE’S A COST TO BEING PART OF A FRANCHISE, BUT ALL OF THE RESOURCES AND SUPPORT ARE WORTH IT TO ME. YOU’RE NEVER ALONE, AND YOU ALWAYS HAVE SOMEBODY YOU CAN CALL ON FOR HELP.”

For Smith, the support system that the brand offers is unmatched, with abundant education opportunities and knowledge shared every step of the way. Franchisees get trained in everything from the products and food to the birds and upcoming nature events to marketing and store set-up. New owners partner with a business coach to provide weekly calls and updates about the business. She also points out the fact that the franchise is putting time and energy into the future of the business with product testing and new development with core vendors. She adds that founder and CEO Jim Carpenter has his own bold ideas for innovation, including creating an online store that fulfills customer’s orders at the store level, an idea implemented years ago that proves the brand keeps pace as the world changes. Spread your wings If Smith’s passion for the Wild Birds Unlimited brand has ‘beaked’ your interest in getting into the bird feeding and nature industry, she offers valuable advice for those interested in joining the brand. “Reaching out and getting in contact is the first step,” she notes. “There’s an amazing discovery process that you go through and it’s a step-by-step situation with one thing to do at a time. A lot of it is just learning about the franchise and making sure it’s a good fit for you and for the company—ensuring there’s alignment on both sides.” Ultimately, it’s the family feeling that kept Smith around and made her franchise venture even more rewarding. “You truly have this sense of family within the

system, whether it’s the franchise support staff or other store owners. There’s a lot of honest and helpful conversations with other owners, as well as workshops and training that the brand organizes for us, which is great as well.” So, what advice does Smith have for budding franchisees? “Utilize your support. Make goals but don’t get discouraged if you don’t meet them right away. Value your team—a happy team helps you go far. Find a franchise you can connect with and believe in. And call as many people as you can to make sure it’s something that you’re truly interested in.” Above all, says Smith, try not to let business ownership take over your life. “There’s a never-ending list of things to do in a day, so you have to make time for interests outside of your professional life. It really does help you stay sane!” At the end of the day, this has been a joyful franchise adventure for Smith. “A big part of Wild Birds Unlimited is sharing joy, and I’m a very positive person…So working with this brand allows me to share that joy with my community. I really believe in the mission, vision, and values of Wild Birds Unlimited.”

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Franchise Canada November | December 2023

THE FIRST YEAR

A Natural Approach

A Lice Squad.com franchisee learns that the lice treatment business is anything but lousy BY KYM WOLFE

perating a highly specialized niche business can be challenging, but also rewarding, says Malika Rezgani, owner of three Lice Squad.com franchises across Ontario, in Burlington, Niagara, and Mississauga. She purchased her first franchise in 2017, and still has vivid memories of her first year in business, when she established not just one, but two Lice Squad.com locations in different cities. Lice Squad.com provides nit removal services, headlice prevention and education, and sells specialty combs, and hair care and cleaning products. The all-natural products are extremely safe for children and the environment. Rezgani initially became involved with the company by working as a consultant (doing the nit removal work), then as a clinic coordinator in the Mississauga clinic. At first, she worked part-time in addition to her full-time job as a rehabilitation support therapist.

Learning the business on the front lines is a route she recommends to others who may be interested in becoming a Lice Squad.com franchisee. It’s fairly easy to arrange since consultant’s hours are flexible, based on the individual’s availability, she says, and through her work as a consultant she was able to learn the daily operations firsthand. “When I became a Lice Squad.com franchise owner, I already knew a lot about the business and that made it much easier.” Rezgani wanted to purchase the established Lice Squad.com operation in Mississauga, where she was living at the time, but it wasn’t available. She moved to Burlington, where she built her first Lice Squad.com location from scratch in February 2017. When she started getting calls regularly from people in the Niagara region, she applied to open a new franchise there as well, setting up shop in Niagara Falls later that year.

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THE FIRST YEAR

When the Mississauga franchise became available in 2019, she added that location to her portfolio. A stunning rea-lice-ation Her first year was quite hectic, Rezgani recalls. “The primary focus was on establishing the clinic, recruiting and training consultants, attracting clients, and I was also doing consultant work myself,” she says. “The most crucial task during the start-up phase was recruiting and retaining consultants, and that remains a primary focus. Ensuring their consistency and reliability is a significant priority.” Since it began operating 23 years ago Lice Squad.com has established itself as an industry leader, with consistent rave reviews from clients, word-of-mouth referrals, and recommendations from doctors and others in the medical and social services community. The product offering has

even branched into preventative care. Schools, daycares, and summer camps will contract their local franchise to provide head lice inspections, especially at the beginning of the school year or camp week. Rezgani has also been called into hospitals, jails, and other institutions that are dealing with a head lice outbreak. Rezgani notes that head lice are considered a nuisance, not a medical condition—a nuisance that many people don’t have the time, desire, or inclination to deal with themselves. It’s not something any family plans for, and when they have to deal with it, they want it gone as quickly as possible. There is an option for a mobile consultant to provide service in the family home, but Rezgani says that 95 per cent of clients will come to one of her clinics, which operate from 9 a.m. to 9 p.m. daily by appointment. The franchise has an online booking platform and client interface

Franchise Canada November | December 2023

THE FIRST YEAR

that will direct people to their closest Lice Squad.com location, and most appointments are booked the same day that Rezgani receives an email or call. Franchises hair, there, and everywhere Each of her franchise locations is different. The Burlington clinic, which pulls in clients from a large area, is consistently busy enough to have its own full-time consultant. For the other two locations, contract consultants are called into the clinic as needed or for mobile appointments. When the need arises, they may even drive beyond their home community to one of Rezgani’s other franchise areas. Rezgani still finds herself doing front line consultant work as well, if a consultant is sick or unavailable for some reason, or if there’s a spike in demand. She says she enjoys the opportunity to chat with parents while she’s working on their children’s heads, and if it seems like a good fit, she’ll talk to them about becoming a Lice Squad. com consultant. “I tend to hire my customers, mainly moms who want the flexibility to work around their children’s schedules and family commitments. It’s a unique job—you don’t need specialized skills or experience since we provide all of the training, and consultants can let me know their availability, so they won’t be scheduled during other times.” Operating three franchises in three different regions is more than a full-time job. Some franchise owners might hire an assistant to manage incoming calls and emails, and to schedule appointments for the consultants, but Rezgani prefers to do that herself. Some of the initial calls with clients can be quite lengthy, as parents will want to discuss their situation before they book an appointment, says Rezgani. “Some are feeling angry or frustrated, and it’s important to be patient and to be a good listener. Having good customer service skills is definitely required!” Rezgani had experience working in customer service before becoming a Lice Squad.com franchisee, and she

also had experience working with small businesses. Before immigrating to Canada in 2006, she worked for a company in Morocco that supported new entrepreneurs. She decided then that one day she would own her own business. Once she had established herself in Canada and started exploring her options, she says, “I was attracted to Lice Squad.com due to its straightforward business model, and I like to help others. You have to like what you’re doing.” After her initial training in all aspects of the business, Rezgani received regular guidance and support from the franchisor throughout the first months of start-up. “I called them whenever I had any questions. Gradually the number of phone calls decreased as I became more adept at understanding and implementing their systems.” Now she attends monthly meetings on Zoom for franchisees from across the Lice Squad.com system and will call head office whenever she encounters things that she hasn’t experienced before or has issues to discuss. Even though it can be challenging at times, and 50to 60-hour weeks have not been uncommon, especially during the start-up year for each of her franchise locations, Rezgani says, “The freedom to define your own objectives is unmatched. Even on days when I’m incredibly busy and don’t get much rest, the knowledge and experience that I’ve gained from running my business is unparalleled. It covers a wide range, from dealing with people and finances to understanding legal articles—it’s a comprehensive learning experience. I would encourage all aspiring entrepreneurs: as long as you’re willing to take some calculated risks and exert diligent effort, you’ll do just fine.”

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EMERGING BRAND

A SWIMMING SUCCESS The British Swim School system makes a splash in Canada BY KAREN STEVENS

British Swim School was founded in 1981 by Rita Goldberg, a former competitive swimmer from Britain. Inspired by her love for swimming and her desire to teach water safety to children and adults, Goldberg started British Swim School in Manchester, England in 1981 and when she moved to the U.S., spent the next 20 years establishing corporate locations. The system then started franchising in 2011 and eventually expanded into Canada in 2017.

Franchise Canada November | December 2023

EMERGING BRAND British Swim School stands out for its teaching method that emphasizes water safety and survival skills, but also for its focus on fun. “We pride ourselves on having a fun and gentle method of teaching water safety skills because we know that kids, especially, retain more when they’re having fun,” says British Swim School president Ashley Gundlach. “A lot of the times the kids don’t even realize that they’re learning these really critical skills, because they’re having a blast while they’re doing it.” British Swim School employs highly trained instructors who are well-versed in teaching swimming through a variety of techniques. The class sizes are small, enabling personalized attention, and the curriculum, focused on each student’s abilities, not age, ensures that individuals are equipped with the necessary skills to survive in water, and later, to move onto stroke development. A winning swim team According to Gundlach, the rewards of franchising with British Swim School are plentiful. “The fact that we’re creating safer swimmers all across North America is extremely rewarding,” says Gundlach. She adds that many franchisees are people who previously had a negative experience with water themselves or know someone who has experienced a tragedy and want to help people in their community learn safer swimming skills. Another benefit is the business model—franchisees rent pool space and can start up relatively quickly, instead of going through a time-consuming and costly build out of their own pool facility. “We’re not building swimming facilities, we’re operating out of existing pools that typically are really underutilized,” says Gundlach. Examples include pools in hotels, businesses, and retirement and rehab centres that often sit empty for large portions of the day. “That means that our franchisees can get up and running really quickly once they sign on to British Swim School, and then they can continue building their footprint by launching into new partner locations as their customer acquisition grows.” British Swim School is part of Buzz Franchise Brands, so its franchisees get to share in the parent company’s resources. “We have a dedicated team of over 20 people who work specifically on the British Swim School brand team. But then, we have a shared services team of about 25 full-time professionals that work across finance, marketing, and training,” says Gundlach. “The marketing team is especially robust and basically functions as an in-house marketing agency for our franchisees. They do everything from in-house paid digital campaigns to custom graphics, to website development—pretty much anything that our franchisees need from a marketing perspective.” One of the challenges for British Swim School franchisees can be finding the right partner pools. To make sure

that this process goes as smoothly as possible for the franchisees, the system thoroughly trains new franchisees on the pool scouting process. Head office teaches franchisees what to look for in a partner pool and how to build the relationship. “We send one of our coaches to every new franchisee’s territory, and they spend a couple of days with them on the ground, going through the whole scouting process, and making those connections. Our goal is to teach them how that process should be done so that they’re able to handle it on their own moving forward, with us supporting them from the home office,” says Gundlach. Buoyed by a supportive franchise family The ideal British Swim School franchisee has a passion for making a difference in its communities. While a business background is beneficial, it’s not a prerequisite. What is essential is a strong entrepreneurial spirit and a commitment to following the established system, says Gundlach. She goes on to say that while many franchisees don’t have a background in swimming, they are comfortable working with families and can deal with the unexpected events that occur with any small business. She notes that people who can deal with challenges as they arise—whether they be difficult customers or bad weather—and continue on with business tend to be successful within the system. Training and ongoing support The comprehensive training process for new British Swim School franchisees equips them with the necessary knowledge and skills to operate a successful franchise. Franchisees go through business and aquatic training through a combination of online and in-person sessions. The in-person business training is at the corporate headquarters in Virginia and training is rounded out by inwater aquatics training at one of the franchise’s certified locations throughout the U.S. and Canada. Gundlach notes that most franchisees will hire instructors who will take care of the actual swimming lessons, but they go through the training so they understand the program and understand what great instruction looks like. Ongoing support includes continuous training, marketing assistance, operational guidance, and access to a network of experienced franchisees. Each franchisee is assigned to a business coach, who is their primary operations support for the life of their business. “They help them with profitability, their staffing strategy, and connect them with any of the subject matter experts within the business,” says Gundlach. “Our franchisees will attest that we are a very handson organization; we maintain a strong relationship between our franchisees and their coaches for the life of their business,” adds Gundlach, explaining that they help

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EMERGING BRAND

franchisees keep a close eye on their business goals so that they can remain profitable and successful. Furthermore, a team of six aquatics professionals support franchisees with ongoing on-site training, panel discussions, and group calls on new curriculum and oneon-one consultations. British Swim School dives into an exciting future Being newer to the Canadian market, there are still many territories available for development. So far, British Swim School has 20 franchisees in Canada. “But definitely, we have availability, especially as we look out into central and Western Canada, where there are quite a few open territories,” says Gundlach. British Swim School has ambitious expansion plans aimed at spreading its mission of water safety education to more communities. “Right now, we’re sitting at about 150 franchisees across the United States and Canada. I think 10 years from now we can double that footprint across those two countries. Our intent is to sell out our available territories in Canada in the next 12 to 18 months,” says Gundlach. She also sees British Swim School considering other countries for expansion outside of North America as a longer-term priority. “As much as the geographic expansion is a priority, it’s also just as much about helping each of our franchi-

sees really maximize the opportunity in the territories that we have.” Gundlach explains that thanks to the unique business model, franchises are well positioned to grow their businesses within their individual territories. “Typically, we’ll see a franchisee launch with one, maybe two pools, but then as their business grows, they’ll start to add additional pools, time, or lanes. So that allows them to service more customers and add more lessons to their schedule.” As the brand continues to grow and expand through franchising, it remains committed to providing exceptional instruction and making a positive impact on the communities it serves.

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Franchise Canada November | December 2023

GIVING BACK

All That and a Box of Chicken Mary Brown’s’ myriad social purpose initiatives fuel partnerships and keep people fed in times of need BY DANIEL MCINTOSH

here are few things Canadian shoppers love more than knowing they’re supporting a homegrown brand. But being a Canadian-owned franchise system is about more than just bringing in money. Being emphatically committed to corporate social governance is part of Mary Brown’s DNA, says Jeff Barlow, chief marketing officer for MBI Brands, Mary Brown’s parent company. That means donating to Canadian youth, deploying food drops after disaster strikes, or simply making sure Canadians can access all the news they need.

Barlow says that Mary Brown’s approach to philanthropy and charity involves both national and local efforts. Each store is tasked with working within their community and creating charitable efforts at a local level. “Each operator is different. They may support their local high school, or they may support the local food bank,” says Barlow. “It really varies at a local level, based on every operator and how they choose to support their community.” With more than 240 Mary Brown’s locations from coast to coast, Barlow and Mary Brown’s are concerned with making an impact in every region.

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GIVING BACK

MBC meets BGC In 2021, Mary Brown’s became an official corporate partner of BGC Canada (formerly the Boys and Girls Club of Canada), hosting a national fundraising day. On a national level, the brand’s continuous partnership with BGC Canada is one of its biggest philanthropic achievements. The partnership with the non-profit has blossomed into a yearly BGC Day campaign that raises funds to fulfill BGC’s mandate of providing opportunities for children and young people across Canada. This year, $2 from every meal, combo, and feast sold at Mary Brown’s locations was donated to BGC. Guests were also invited to make additional donations through in-store cashboxes and the Mary Brown’s app. When it comes to raising awareness for the community, Barlow makes it clear that Mary Brown’s’ name recognition is a great tool for driving attention toward the charities it partners with, and the impact is really felt, as they have kids from the BGC interacting with their local stores during the event. “We invite all the kids from the local chapters to come into our stores, we feed them, we have balloons,” says Barlow. “It’s so much fun, they give us artwork, so it’s pretty amazing.” Since the partnership is still in its early years, collaborative activations are constantly being introduced and revamped. A new addition for this year was the inaugural golf tournament and silent auction with proceeds going to BGC. In addition, holiday season food drops—donating food to BGC locations and other charities—fulfills both brands’ missions while limiting food waste.

A moment to be Mary The franchisee response to these initiatives is positive, but that didn’t happen without a fair share of growing pains. “We had to learn how to work together,” notes Barlow. From the outset, it didn’t seem like a restaurant brand and a children’s charity could find a common platform, but ultimately, a sense of community foundational to both brands was the driving force. Franchisees took up the mantle, making connections with local BGC leaders to determine a path forward. “It was really about communication, sitting down and meeting, and now it’s becoming more regular that the chapter and kids would come in and visit the store and [we would] feed them,” says Barlow. Barlow says that grassroots activity is rooted in the brand’s DNA. “If you had to say what Mary Brown’s means, outside of chicken, it would be community.” The Mini Mary Moments initiative mobilized all 240plus stores across the country to send food to frontline workers. In addition, another pandemic-era marketing method stood out. “We noticed that a lot of [Canadian] news is paywalled these days. How do people who need all these resources, news, and local information access it?” recalls Barlow. Seeing the confusion regular Canadians were facing at a time of need, the brand worked with Postmedia to subsize and drop the paywall on news websites across Canada for a month. “Sometimes it’s not about our agenda. It’s about how we can help the community get that information and news and local resources,” describes Barlow.

Franchise Canada November | December 2023

GIVING BACK When disaster strikes, Mary’s there Mary Brown’s’ philanthropy has also been instrumental in improving life after disaster situations. The restaurant was founded inSt. John’s, Newfoundland & Labrador in 1969, and its ties to its Atlantic Canada roots remain strong. When Hurricane Fiona struck the eastern provinces in September 2022, Mary Brown’s was ready to help. Barlow said that when the hurricane arrived, the brand donated a whole day of sales (almost $400,000) to help. More recently, when the wildfires blazed in Canada this year, Mary Brown’s was ready to help. “Any time there’s tragedy or emergencies, we decide that we’re going to feed everyone who was displaced for free because of evacuation protocols. In the weeks following the wildfires, Mary Brown’s served over 6,000 free meals to displaced people through an open invite made on radio and through social channels,” Barlow says. All of these initiatives, from the past year and previous years, were celebrated at this year’s Canadian Franchise Association (CFA) Recognition Awards, where Mary Brown’s won the Outstanding Corporate Citizen Award, in recognition for their demonstrated commitment to community, hospitality, youth, and generosity. And Barlow says it’s one of the brand’s favourite

awards of all. “It goes back to the DNA of our brand; it’s how we serve our community.” And community service will continue to be Mary Brown’s guiding light in the future. As for the company’s future philanthropic efforts, since golf was a success, it plans to host another tournament. Recent natural disasters have taught that it’s best to just be ready for when you’re needed. “I hate to say it, but anything can happen in our country,” says Barlow. He adds that Mary Brown’s is “ready to support at the drop of a hat” with any disaster that affects the Mary Brown’s community. Mary Brown’s is embedded in Canadian communities. “For us, we’ve been around for almost 55 years, we’re a Canadian-owned and -operated company,” Barlow notes. “We’re not a multinational brand that’s come from the U.S. or another place, so we’re going to look after our community. That is singularly where our focus is when it comes to being a good citizen and being a part of the community.”

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SHOW ME THE MONEY

4 FRANCHISES FOR $500K+ Franchising is about diversity, and opportunities can be found in nearly every industry and business sector. It’s a great way for Canadians from all walks of life to go into business for themselves but with the support of a franchise system behind them. One of the most important considerations for a prospective franchisee is investment level, including figuring out a budget that fits with your financial situation and goals. Here, Franchise Canada showcases franchise systems in which you can invest for $500K+. CKE Restaurants Holdings, Inc/Carl’s Jr.

Hand & Stone Massage and Facial Spa

Over the last 75-plus years, Carl’s Jr.® has built a reputation as one of California’s iconic burger brands, and is known as the place to go for big, juicy, delicious, chargrilled burgers. Today there are nearly 3,900 CKE restaurants globally (Carl’s Jr.® and its sister brand Hardees ®). Outstanding and immediate development opportunities are now available in Canada to qualified candidates.

Hand & Stone Massage and Facial Spa franchise begins with the basic concept of providing affordably priced, high-quality massage, facial, and hair removal services. Hand & Stone’s unique business model offers an introductory price to bring customers in and a low cost, easy to join membership program to keep them coming back on a monthly basis which provides consistent and predictable recurring revenue. With its simple but unique concept, Hand & Stone has the business model that will help you profit from this fast-growing industry.

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Great Clips, Inc. Great Clips is the world’s largest and fastest growing salon brand with nearly 4,500 salons throughout North America. Its salons are conveniently located in strip malls in over 130 markets. What really makes this business concept unique is the fact that it is recession-resistant, with steady growth and multi-unit opportunities. Manager-run salons allow for flexibility in how you transition into business ownership. No haircare experience necessary!

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La Prep La Prep is an upscale bistro style quick service restaurant specializing in freshly prepared innovative sandwiches, unique salads and bowls, baked goods, and specialty coffees. La Prep allows customers to indulge in meals that are healthy, delicious, and varied. Its updated Social Bistro concept showcases an extremely clean, upscale design, featuring warm, bright colours, comfortable seating, and beautiful displays that accentuate the bistro’s elevated menu offerings.

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Franchise Canada November | December 2023

Q A

ASK A FRANCHISE EXPERT How do I choose a name for my franchise? THINKING OF FRANCHISING YOUR BUSINESS? Great! There’s a lot to consider, but it all starts with your name. You might think, “But I already have a current business and a name I’ve been using for years.” Yes, that may be true, but to franchise your business, that name must pass a few tests. 1. Does the name represent your product or service? “Jim’s Pizza” lets customers know that you have a pizza franchise, whereas “Jim’s” may cause confusion with prospective customers as to the nature of your product or service. 2. Is your name easy to remember and pronounce? If it takes a linguistics expert to say the name of your franchise, you may want to consider changing it. If your customers can’t pronounce it, they probably won’t remember it either. 3. How do you want your customers to perceive your franchise? Is it a fun, family-friendly restaurant or a serious, security-based document shredding business? What comes to mind when people see and hear your name? 4. Will it stand out among other franchises? Probably one of the most difficult tasks in naming your franchise is to make your name unique. Is your name distinctive enough that it can be trademarked? In most instances, if someone is currently using a name to operate a business, then by law your name can’t be the same or similar. 5. Does your name reflect your franchise’s vision, values, and personality? Will your name resonate with your target audience, customers, and potential franchisees, as well as your overall marketing and brand strategy?

on a global scale, names, websites, and local marketing need to consider local culture and be translated into several languages. Sometimes straightforward translations don’t work, and slogans may need to be rewritten for an international audience. Selecting the right name for your franchise business is critical, and now is the time to ensure you have the right one going forward. Imagine having opened a dozen franchises and then receiving a cease-and-desist order from a company that already uses your name or one similar. That could be disastrous for you and your franchise. Using the internet and Google searches will help you to narrow down a name, but a second and third opinion could also help. Your franchise lawyer will help to steer you in the right direction, while a trademark lawyer will do a proper search for your name and can start the registration and trademarking process of your name to ensure it’s free and clear for you to use. Having the right name, one that can be trademarked and made secure for your franchise system, is imperative. Your name speaks volumes so it’s important to secure your trademark early, before you start franchising. It conveys who you are, what you do, and the vision and values for your business. Your name is essential to building your business and creating franchise opportunities moving forward. It’s one of the key building blocks for your franchise system. So, what’s in a name? For a franchise system or a successful business, a name can be everything.

One of the easiest ways to start choosing a name is to search the internet. Enter the name you want to use and see what comes back. Are there businesses using the same or similar name? Will you be able to secure an available domain name or have the related web addresses all been taken? Look at social media handles as well. Have they already been taken or is there an opportunity for you to secure them? Will your customers be able to find you and your business by doing a simple Google search? Remember, if they can’t find you easily then chances are they’ll go to another franchise that they can find quickly. As Canada is a bilingual country, ensure your franchise name can be translated to French. You may not have plans to franchise in Quebec but being prepared with the right name is a smart decision. For franchises to compete

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Patti Hone President As You Like It Marketing & Communications

Q A

ASK A LEGAL EXPERT

If I become a franchisee, am I allowed to have another job or own another business? A QUESTION COMMONLY ASKED OF LAWYERS by people who are considering whether to become franchisees is “will the franchisee be allowed to have another job or own another business in addition to owning a franchise?” The general answer to that question in most cases is going to be “no”; however, on a case-by-case basis, the answer may vary depending on what the franchise agreement in question requires. Restrictive covenants and other contractual provisions restraining a franchisee’s rights A person who is considering becoming a franchisee would be well-advised to review the proposed franchise agreement and identify which legal rights and obligations are intended to apply to the parties both during the term of the franchise agreement and following the expiration or termination of the franchise agreement. Those two distinct periods are the subject of contractual provisions that courts and lawyers typically refer to as “restrictive covenants.” A common restrictive covenant is a “non-competition provision,” by which the franchisor seeks to prohibit the franchisee from engaging in a competing business. There are other kinds of contractual provisions that may or may not accurately be characterized as restrictive covenants but that nonetheless plainly restrict a franchisee’s rights to work outside of the franchised business during the term of the franchise agreement. Below are a few examples of restrictive covenants and other contractual provisions commonly found in franchise agreements that restrain a franchisee’s rights to work outside of the franchised business. A franchisee’s obligations during the term of the franchise agreement Franchise agreements usually contain at least the following two provisions, both of which aim to restrict the franchisee from working outside of the franchised business: •N on-competition provisions: These provisions typically purport to prohibit the franchisee (and if the franchisee is a corporation, its owners) from operating a business that competes in any way with the franchised business. Non-competition provisions are usually drafted to prohibit a range of competitive conduct; for instance, franchisees are usually prohibited not only from “carrying on” a competitive business, but also from “being engaged in,” “having an interest in,” or “giving advice to” a competitive business. •F ull time and attention: These provisions are not typically thought of as restrictive covenants, but

they have the same effect. They usually require of the franchisee (and if the franchisee is a corporation, its owners) to devote its (or their) full time and attention to the establishment, development, and operation of the franchised business. These obligations significantly limit the franchisee’s (and its owners’) freedom to pursue other employment or business opportunities during the term of the franchise agreement. It’s not unusual for franchisors to permit franchisees to appoint supervisors or managers; where this is permitted, it may be possible for the franchisee or its owners to be employed or engaged elsewhere at the same time (so long as that employment or engagement does not compete with the franchised business). A franchisee’s obligations after the franchise agreement expires or is terminated Franchise agreements often contain non-competition provisions that prohibit the franchisee and its owners from competing with the franchised business after the franchise agreement has expired or is terminated. Such “post-term” non-competition provisions typically prohibit competition only for a limited period of time following the expiration or termination of the franchise agreement and only within a defined territory. Again, these provisions are usually drafted in a way that is intended to capture a range of prohibited conduct. Key considerations for franchisees Prospective franchisees should review the franchisor’s proposed franchise agreement with their lawyers, with a view to identifying any contractual provisions that may restrict the franchisees’ (and their owners’) ability to earn income from sources other than the franchised businesses. From a business perspective, the prospective franchisee should ensure that it can support itself financially, notwithstanding any restrictions being imposed on it by the franchisor. This is a particular concern during the (continued on page 99) Idan Erez Partner Hoffer Adler LLP

Franchise Canada November | December 2023

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.

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.

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

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

due diligence when looking at any franchise opportunity. Speaking with current and past franchisees of the franchise system will help to ensure that the value for the royalties is there.

TUTORIAL 6: THE FUNDAMENTALS OF FRANCHISING

INTRO TO ADVERTISING FEES IN MOST FRANCHISE SYSTEMS, the franchisee is required to contribute a certain amount of money, called the advertising fee, for regional and/or national advertising. It’s the pooling of advertising dollars so that the franchisees can create a greater marketing impact by spending collectively on promoting and advertising the brand versus if each franchisee were to spend their advertising dollars independently. Advertising creates name recognition so that all franchisees may benefit. By combining advertising fees into one fund, there’s more money available to spend on larger advertising projects like radio, large-scale newspapers, and TV. Advertising fees are calculated on a percentage of a franchisee’s gross sales, and are usually collected once a month. Advertising fees often range from one to four per cent. Some franchisors charge a flat fee, while other franchisors have no advertising 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 97)

Franchise Canada November | December 2023

Franchise

SMARTer

2024 IFA ANNUAL FEBRUARY 17–20

PHOENIX, AZ

Learn more: franchise.org/convention

FRANCHISE TUTORIAL (continued from page 95) 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? • Is the fund segregated from the franchisor’s regular accounts? • Will 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 2023

Answer Key:

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

MARKETPLACE

FRANCHISE WITH AN ESSENTIAL BUSINESS • A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency • No initial franchising fee for new bakeries • Flexible financing options Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011–2023 Recipient CFA Franchisees’ Choice Designation Contact the COBS Bread Franchising Team E franchise@cobsbread.com P 1-844-369-COBS (2627) W www.cobsbread.com/franchising

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. 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. 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. For YOU as our newest Partner we offer a comprehensive training program, ongoing operational support along with Head Office support to help ease the transition into business ownership. All this and we are GROWING! We have new store opportunities available across Canada. Reach out today to find out about opportunities near you!

JOIN US IN THE $6 BILLION TRANSPORTATION INDUSTRY Seeking motivated entrepreneurially minded partners that see the unlimited potential of the transportation industry Answer your community’s call for better and safer pre-booked transportation solutions (7-24 people) Lead your team to consistently outshine the competition and wow your customers every time Smile more at work as your own Boss. It’s easy when you love what you do!

What makes us different? • Low initial investment • Faster profitability • Unlimited earning potential

www.driverseatfranchise.com franchise@driverseatinc.com

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

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

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

MARKETPLACE

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, hot 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 offer unlimited topping, stone-fired pizzas, for one price, ready in minutes and have extensive vegan and gluten free options, along with locally sourced fresh ingredients. Franchise units in Canada: 14 Corporate units in Canada: 1 In business since: 2016 Franchising since: 2018 Franchise fee: $35,000 Start-up capital required: $360,000-$730,000 Investment required: $200,000-$300,000 Training: Score Pizza offers full on-boarding support, along with hands-on training customized to your learning style. Available territories: BC, AB, SK, ON, NL, NS CFA member since: 2021 Please contact Joel Braunstein, President 613-583-8500 • contactus@scorepizza.ca

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 375 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. Visit us at theupsstore.ca. We Print, Ship & More! Locations, North America: Over 5000 Locations in Canada: Over 375 Minimum cash investment: $100,000 Total cash investment: $199,250 to $218,500 plus working capital. For more information on The UPS Store opportunity, call 1‐888-875-0007 or visit www.theupsstore.ca.

www.scorepizza.ca

ASK A LEGAL EXPERT

ADVERTISERS’ INDEX

(continued from page 93)

COBS Bread............................................................ 14 cobsbread.com/franchising

early period of operations, when the business may well not yet be profitable. From a legal perspective, prospective franchisees should also appreciate that restrictive covenants, and particularly non-competition provisions, are widely litigated. Courts generally view such provisions as being unreasonable and therefore unenforceable; if a franchisee challenges a non-competition provision, the franchisor will need to defend it as being reasonable. If a restrictive covenant is found to be ambiguous, or if the scope of prohibited conduct is found to be too severe, then the court is not likely to enforce it. Although it is unlikely that a franchise agreement will allow for its franchisees to work in a separate or competing business, prospective franchisees should thoroughly review their franchise agreements to ensure they stay in proper legal standing.

Driverseat.................... Inside Front Cover www.driverseatinc.com/franchise M&M Food Market.. .............................................3 www.mmfoodmarket.com Neighbourly............................................................... 7 go.nbly.com/CFA Score Pizza. . ..................................................... 10-11 www.scorepizza.ca The UPS Store........................................................ 13 www.theupsstore.ca

Franchise Canada November | December 2023

FRANCHISE ROUNDUP

Insights, ideas, and opportunities to keep on your radar

FRANCHISING BY THE NUMBERS

$1.6 Million

The amount raised by A&W’s 15th annual “Burgers to Beat MS Day.”

FRANCHISE AV CLUB The Franchise Canada Chats podcast minseries with Neighbourly is out now. Tune in on Soundcloud, Spotify, or wherever you get your podcasts. Stay tuned for Season 8 in 2024! All your favourite Franchise Canada content is now in video format. The Canadian Franchise Association’s YouTube channel features new howtos, resources, event recaps, and information from our membership network. Don’t forget to subscribe and turn on notifications so you never miss an update!

85%

Want to do your best work? Try giving 85 per cent instead of 100. Research suggests this can maintain high performance and reduce burnout.

01/06/2025

The date by which franchisors must update their signage and promotional materials for Quebec locations, in accordance with an amendment to Bill 96 of the Charter of French Language in Quebec.

The number of years Mike Bidwell spent as a member of the Neighbourly family. The late CEO died in early September.

$3,724

The average annual cost of owning a dog, according to the Ontario Veterinary Medical Association. 40 per cent of pet owners say it’s as costly as raising a child. (Sources: Neighbourly Newsroom; A&W Food Services of Canada; To Build a Top Performing Team, Ask for 85% Effort; Stewart McKelvey; Ontario Veterinary Medical Association)

THE CFA RECOMMENDS The Happiness Advantage by Shawn Achor. “I love his definition: happiness is the joy you feel as you progress toward your potential. And isn’t that the life of a franchisee? It’s not always easy, we’re having setbacks, but we’re making progress and learning from the lessons.” —Gary Prenevost, franchise consultant.

IN THE NEXT ISSUE

UPCOMING EVENTS

The January/February issue of Franchise Canada is the Trends issue. Don’t miss the consumer insights, new developments in tech and AI, and an economic forecast for 2024, along with our great regular franchise success stories and opportunities.

January 17, 2024 11 a.m. - 4 p.m. EST Franchise Your Business, Virtual

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

February 3-4, 2024 11 a.m. - 4 p.m. EST Franchise Canada Show Toronto, at The International Centre