Franchise Canada September/October 2022 by Franchise Canada

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FOOD FRANCHISES SERVING INTERNATIONAL FLAVOURS

CANADIAN COFFEE AND BAKED GOODS

SPECIAL FOCUS ON AUTOMOTIVE FRANCHISES SEPTEMBER | OCTOBER 2022

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CANADA STRONG FRANCHISES Home-grown, established food brands offer appetizing franchise opportunities

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

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

REAL FOOD FOR REAL LIFE. A REAL OPPORTUNITY.

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

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

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

CONTENTS FRANCHISE

SEPTEMBER/OCTOBER 2022

CANADA

Looking for a franchise? Discover

the best franchise business opportunities available now

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

Get Started Today!

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

LookforaFranchise.ca

Canadian Franchise Association

25 COVER STORY

Canada Strong Franchises Home-grown, established food brands offer appetizing franchise opportunities

FEATURES

New or Tried and Tested? Navigating the pros and cons of emerging and well-established franchise opportunities

Pizza Party Three major Canadian pizza brands dish on how franchisees are helping them taste success

What You Need to Know About Franchising Your Business Industry experts offer their advice through Franchise Canada's video series

Keeping The Coffee and Baked Goods Category Fresh Canadian franchises are brewing up coffee and baked goods opportunities from coast to coast

SPECIAL FRANCHISE FOCUS

World Tour of Taste Food service franchises offering global flavours

www.cfa.ca | www.FranchiseCanada.Online

Special Focus: Automotive Franchises Why you should consider a franchise in this sector!

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

DEPARTMENTS

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

NEXT GENERATION IN FRANCHISING Multi-unit Mogul Fuzz Wax Bar franchisee Alexia Pilla reflects on being a young woman business owner and how support paved the road to franchising

LEADERSHIP PROFILE A Smooth Transition WAXON founder and CEO Lexi Miles Corrin on her passion for female empowerment, evolution within the beauty industry, and expecting massive growth in 2023

A DAY IN THE LIFE Set It and Forget It Aisle 24 master franchisees Jessika Venne and Daniel Lambert share how they manage their cashier-less grocery store

THE FIRST YEAR Working It Out Orangetheory Fitness franchisees Stephen Wilk and Dave Cannon prove that you can still make gains while facing setbacks

ICONIC BRAND The M&M Evolution How franchisees and store overhauls keep M&M fresh (and frozen) in customers’ minds

SHOW ME THE MONEY 4 Franchises for Under $50K

FRANCHISE FUN All Aboard the Smoke’s Poutinerie Rock N’ Roll Gravy Train! Mark Cunningham of Smoke’s Poutinerie offers a glimpse into the art of balancing family time with the brand’s plans for GLOBAL DOMINATION!

FRANCHISE TUTORIAL Tutorials 15 & 16 This issue: • Term of Agreement and Renewals • Renewal Fees and Redesign Costs

COLUMNS

10 CFA CODE OF ETHICS 16 INDUSTRY NEWS 92 ASK THE EXPERTS 97 MARKETPLACE 105 ADVERTISERS’ INDEX 106 GIVING BACK

CHECK OUT SEASON 6, NOW ONLINE!

LISTEN & LEARN

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

FranchiseCanadaChats.ca

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

Franchise Canada

September | October 2022

PUBLISHER’S MESSAGE

FOOD FRANCHISING FORGES FORWARD

hile some have thrived throughout the pandemic, it’s been a long and difficult two years for many franchise businesses in Canada, and the food industry is no exception. Drive-thru generally helped quick service restaurants fare better, for example, than many of those offering in-person dining. Recent numbers released by Statistics Canada, however, signal that the long-awaited return to normalcy might finally be here. This past March saw Canadian restaurant sales surpass pre-pandemic levels, with a 4.9 per cent increase over March 2019. The $6.8 billion in sales also represents a 35 per cent increase over March 2021, and a 62.9 per cent increase over March 2020. This welcome return to restaurants brings a new challenge for food franchises, on top of the inflation and staffing issues facing all businesses: how do they adjust their offering for in-restaurant diners, while also continuing to serve the customers who have come to rely on delivery? This Food Issue highlights the strength and resiliency of the Canadian food service industry as it forges forward and embraces these new challenges. Take the four established Canadian food service brands featured in our “Canada Strong Franchises” cover story, for example. A&W, Mary Brown’s, Recipe Unlimited, and Tim Hortons have found success through strong customer connections, and on page 25, we share how they maintained these connections during the pandemic, and how they plan to continue to do so going forward (spoiler alert: strong relationships and support for franchisees play a key role). There are certain food categories that always hit the mark with Canadians, and pizza and coffee/baked goods are at the top of the list. On page 37, we highlight how three proven pizza brands are continuing to get this beloved food item to Canadians to satisfy their cravings, and on page 63, we take you on a tour of coffee and baked goods franchises that are helping Canadians get their caffeine fix, alongside tasty treats. However, Canadians are also open to trying new things, as evidenced by the success of the brands featured on page 55, which are bringing global tastes to restaurants across the country, including flavours from Mexico, Greece, Japan, and the Middle East. Beyond featuring the available opportunities, we also want to share inspiring success stories from the franchisees who bring these brands to life in their communities.

On page 82, we introduce you to Orangetheory Fitness franchisees Stephen Wilk and Dave Cannon, who had to pivot around pandemic restrictions right as they opened their doors, and now run a thriving location, through engagement with the local community. You’ll also hear from young Fuzz Wax Bar franchisee Alexia Pilla, who owns three locations in Toronto, thanks to a strong multi-unit franchise model (page 73). On page 79, Aisle 24 master franchisees Jessika Venne and Daniel Lambert offer a glimpse into operating the unique cashier-less grocery business, while also working to develop franchises in the Quebec market. It’s important to remember that franchising is so much more than just food businesses. While there are many strong food service brands, you can also find franchises in all other industries, from automotive and cleaning services to salons and home improvement. As you look to pinpoint the right opportunity, we have the resources to help, starting with the article on page 31. Here we outline the pros and cons of emerging and established franchise brands: do you want to partner with a brand that’s still mapping out its path, or do you prefer to go with a triedand-tested system? You can also visit LookforaFranchise.ca to explore franchise opportunities across a wide range of industries and investment levels, and head to FranchiseCanada.Online for more resources, including podcasts, video content, articles, and more. Don’t forget to follow the Canadian Franchise Association (CFA) on Instagram, Facebook, Twitter, LinkedIn, and TikTok for the latest updates in franchising. Through the appetizing opportunities, success stories, and expert advice provided in this Franchise Canada Food Issue, we hope we’ve given you plenty of food for thought as you consider your franchising future and look to make your business ownership dreams come true.

Sherry McNeil President & CEO, Canadian Franchise Association

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

At Eggsmart, we only use the highest quality breakfast ingredients to ensure our customers are making smart decisions every day. The proof is in the poaching or the scrambling, or however you take it because that’s how Eggsmart will make it. All the fixings, with none of the fuss. It’s time to get serious about simplicity and back to basics.

BE PART OF an emerging BREAKFAST PHENOMENON Eggsmart currently has over 45 locations and continues to focus on growth throughout Canada. At Eggsmart, we are dedicated to building strong franchise relationships with people who have a passion for the fresh food industry and a drive to succeed.

OFFERS

HANDS ON TRAINING & SUPPORT

INNOVATIVE MARKETING

MENU FEATURING LATEST CULINARY TRENDS

SHORTER OPERATING HOURS

ATTRACTIVE FOOD COST

ADVERTISING AND PROMOTION

Franchise Opportunities are currently available in Ontario, Alberta, Manitoba and SaskatchSaskatch ewan. Visit www.eggsmart.com for full details on becoming part of the Eggsmart family.

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. PAST CHAIR Gerry Docherty*, Good Earth Coffeehouse SECRETARY & GENERAL COUNSEL

PUBLISHER

Canadian Franchise Association (CFA)

Larry Weinberg*, Cassels Brock & Blackwell LLP

VP, CONTENT & MARKETING Kenny Chan

TREASURER Lyn Little, BDO Canada LLP

EDITOR Lauren Huneault

CHAIR, FRANCHISE SUPPORT SERVICES

EDITORIAL ASSISTANT Daniel McIntosh

Kirk Allen, Reshift Media

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

Darrell Jarvis*, Fasken

GRAPHIC DESIGNER Andrea Lee ADVERTISING SALES Om Mehta AD COORDINATOR Andrea Lee

DIRECTORS

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

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

CONTRIBUTING WRITERS

Georgie Binks, Suzanne Bowness, Lauren Huneault, Joelle Kidd, Gina Makkar, Daniel McIntosh, David Chilton Saggers, Stefanie Ucci, Jordan Whitehouse, Kym Wolfe FRANCHISE FUN ILLUSTRATION Sam Gorrie FOR ADVERTISING INFORMATION:

Om Mehta omehta@cfa.ca

TO SUBSCRIBE TO Franchise Canada visit www.FranchiseCanada.Online or call 1-800-665-4232 ext. 238.

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

© 2022, Canadian Franchise Association. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher. Publications Mail Agreement No. 41043018

LAW FIRMS:

SHOWCASED FRANCHISES

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

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.

At Driverseat,

Growth Is A Given, Not An Option And our franchisees experience this ﬁrsthand. Nestled in between the ridshare market and large coach bus market, Driverseat ﬁlls a massive gap in the transportation industry. With an exceptional increase in demand for personalized transportation services, Driverseat is poised to take on extensive growth and cater to the need for these specialized services. As a Driverseat Franchise Partner, you lead your Chauffeur team in a high-growth industry and pave the road for convenient, care-based transportation, right from the comfort of your own home. People are always on the move, and that's why we are too. In this multibillion dollar industry, there is exponential demand for airport shuttles, wedding transportation, transportation for the vulnerable population, an care based transportation that provides an unbeatable client experience. Driverseat services give an engaged couple the chance to create an unforgettable wedding experience for their guests, a family the chance to start their holiday with a comfortable door-to-gate shuttle, or help get your elderly loved one safely to-and-from their weekly medical appointments. With a low initial investment and high growth potential, this is the perfect franchise opportunity for you. Take control of your journey today.

Contact Driverseat today to discuss franchise opportunities in your area! www.driverseatinc.com/franchise franchise@driverseatinc.com

JOIN A $6 BILLION INDUSTRY

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.

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

NOT FAST FOOD, BUT REAL AUTHENTIC HOME STYLE FOOD, SERVED FAST!! “PIRI PIRI ROTISSERIE & GRILL”, is a revolution in the Quick Service Restaurant Industry where good, fresh food is prepared in front of customers in a very quick manner. Not fast food, but real authentic home style food, served fast!! Founded in 2012, with 6 restaurants open and 3 in development, Piri Piri Rotisserie & Grill is destined for growth throughout Canada, a unique concept with minimum competition that has proven to work in practice. PIRI PIRI Franchising Inc. is now on the look-out for “Partners in Growth”. Single unit, Area Development and Master franchise opportunities available. Restaurant operators and entrepreneurs are invited to come on board and join a winning concept with global potential!

To learn more about this franchise opportunity, visit: https://franchise.piri-piri.ca/

ADVERTORIAL

Flexible, Portable, and Powerful Telpay’s new cloud-based payment management platform takes business to the next level

hile many new businesses may position themselves as ‘disruptors,’ it’s not only start-ups that can innovate. In fact, some businesses make innovation their bread and butter—even longstanding companies. Telpay is one such business. Started in 1985, it was the first telephone bill payment system in the country. When its Telpay for Business desktop payment platform was released in 2002, it was a revelation, allowing businesses to manage payroll, accounts payables and receivables all from a desktop computer. Today, Telpay is one of the country’s largest and most trusted payment providers, processing $20.2 billion in payments each year. Now, that same payment ingenuity is moving online. “This is a huge shift for Telpay,” notes Lyn Walker, Marketing Manager for Telpay. “We’re Canada’s largest independent payment pro-

BY JOELLE KIDD vider. We were the first B2B payment software to come out into the marketplace. Now we’re releasing a new cloud-based payment platform —and this is just scratching the surface. This is just the beginning.” A new way to pay Shifting from a desktop to a cloudbased system was a big move, and Telpay took the time to do it right, consulting with its clients as well as industry experts to make sure to capture the most important features. The new platform can be accessed from any browser and device. A single sign-on feature means users can log in once and have access to all their customers’ information on the platform’s customizable dashboard. It’s also fully integrated with QuickBooks Online accounting software. “We’re able to have true API integrations”—a way of seamlessly connecting applications—“to other cloud platforms and software plat-

forms, or partner with different organizations and groups,” says Guy Thomas, Director of Business Development. “So, we’ll have a lot more flexibility.” Telpay plans to build up its partnerships and integrations as time goes on. The platform will also be able to update and evolve without customers having to repurchase or upgrade. Just like its desktop product, Telpay for Business’ cloud-based platform helps accountants, bookkeepers, and business owners with just about every way they might need to move money electronically: payroll direct deposit, CRA payments, government remittance, supplier payments, and utility payments, just to name a few. While the entire back-end system was built internally, Telpay collected feedback from clients and outside experts to ensure the new platform would meet customers’ needs. “We

ADVERTORIAL

hired a product manager whose sole function was to work with existing customers, potential customers, and internal groups to look at the best way to design this,” Thomas says. “We had a lot of input from accountants and bookkeepers and [others in the] industry when designing it.” Following client feedback has led to a platform that is easily customizable for the user’s needs. All updates and transactions sync in real time, and linking with accounting platforms makes month-end reconciliation easy. It’s simple to schedule and automate payments so that clients can work ahead. And collaboration is no problem: the platform allows up to 21 approvers, and clients can customize each user’s level of access and maximum payment amounts. Teams can add comments and notes to invoices and pending payments to quickly resolve issues over the platform. Because everything can be viewed in real time, all in one place, users can look at their dashboard to easily see the status of payments: what’s pending, what’s been completed—a simple way to track every step of the process. “It’s a really transparent process and I think it will make the user’s workflow experience a much smoother one,” says Marketing Coordinator, Rosemarie Gauthier. Telpay is also a cut above in its biller file. “Where we really shine is that we have 150,000 billers on our list,” Thomas points out. Unlike banks, which charge significant fees to list vendors in their biller files, Telpay sets up vendors at no cost. “That way anyone will be able access them and get them paid,” Thomas says. The biggest appeal of the new system is how user-friendly it is, Walker notes. “It’s such a clean, user-friendly interface, and it’s intuitive. There’s not much of a learning curve.” Fit for franchising Moving online has made the platform infinitely accessible—from

wherever, whenever. “Before, you didn’t really have an option,” notes Gauthier. “If you had the software on one computer, that meant you had to do all of your business on that specific computer … if it was in the office and you were at home, wanting to do some catch-up, you couldn’t do it.” In today’s world—when working from home has become the norm and others are looking even further afield, this is a huge advantage. And in the franchising industry, it’s a game-changer. “Franchisees are always on the move,” says Josh Logan, Manager of Business Development. “A lot of them are travelling, going from one location to another—not necessarily sitting down at a computer.” Even a multi-unit franchisee popping into different locations throughout the day can process payments along the way, on any laptop or even a tablet or mobile device. “If they’re at a franchise show, they can still run their payroll at coffee break, or do approvals during a breakout session,” Logan adds. Working online “gives complete flexibility—you can pay anyone, anywhere, on any device.” The new platform’s features make it ideal for franchisees, from the inte-

gration with QuickBooks Online to its easy-to-use, modern interface. Logan compares it to an amped-up version of an online banking platform, but with more features and far fewer fees. Franchise systems who use Telpay also benefit from special pricing. The best part is, it’s flexible for any franchised business. “We have 12,000 clients across Canada, and they range from a sole proprietor to publicly traded companies,” Logan points out. Any business of any size can use the platform, and customize it to meet its needs. For instance, some franchisees who manage their own payroll will use the Telpay platform to do so, Logan says. For others, the platform may be more useful in collecting payments. Telpay has franchise clients who use the system to collect payments with Pre-Authorized Debits from their customers, like tuition or monthly gym memberships. Telpay’s franchise clients range from single location franchisees to multi-unit owners, to master franchisors. Telpay counts franchise systems such as McDonald’s, A&W, Tim Hortons, Mary Brown’s, and Bark Busters among its clients. Logan estimates they have about 500 franchise locations as clients. “It really works for everyone,” he says.

To learn more and book a demonstration, visit www.telpay.ca

ADVERTORIAL

Creating Community Connections NiceJob helps Canadian franchises build their reputation and drive sales through customer feedback BY LAUREN HUNEAULT

s local business owners, franchisees know that the connection they have with their community is the ultimate asset. Positive interactions lead to repeat customers, who then spread the word about their great experiences. Beyond in-person word of mouth, business owners can gain even more mileage from their tried-and-tested credibility by building up their online customer reviews. As people turn to web reviews to validate a product or service before buying, the more likely it is that positive online reviews become a determining factor in whether a business gets the sale or not. That’s where NiceJob comes in. The online platform helps you solicit customer reviews to fuel your business. “The goal is to help you drive sales through your reputation,” explains Jesse Sadja, customer success manager with NiceJob.

Campaigns that turn customers into fans

NiceJob’s origin story highlights the impact and importance of customer feedback. The company’s founder, Lars Kristensen, previously built a hugely successful window cleaning business. Lars Kristensen

In-app photo of the NiceJob software, specifically the Engage Widget, which showcases good reviews on the homepage of your website.

“He started the business to test out his new proof of concept of how to grow your business with really the oldest marketing out there—word of mouth, with a modern twist on it,” says Sadja. “He grew this massive window cleaning company using what was the skeleton of NiceJob at the time—focusing on getting more reviews from customers and using those reviews to get more sales.” NiceJob was born from this experience, and the company now uses its reputation marketing platform to help brands, including franchises, turn their customers into fans, and amplify those fans’ voices. The subscription-based software creates campaigns to help local business owners collect reviews. The campaigns typically work like this: using a customer list provided by the franchisee, NiceJob will create a two-week campaign to reach those customers, starting with an

initial text message asking them to leave a review. Then, several other touchpoints encourage customers to provide feedback. When a customer leaves a review, they’re automatically removed from the campaign. NiceJob’s other features—like widgets that post reviews directly on a franchisee’s website, and Social Sharing, which automatically adds all positive reviews to the company’s preferred social media pages—help to not only gather reviews, but ensure that they’re front and centre in their marketing efforts. Sadja adds that one benefit for franchisees is access to the “super widget,” which compiles reviews from the brand’s different franchisee websites so all reviews can be found in one place. This also helps newer franchisees draw on the franchise’s brand power when they haven’t yet had the opportunity to build those local connections.

ADVERTORIAL

Building a strong franchise reputation

Oscar Wimshurst, manager of partnerships and alliances with NiceJob, says NiceJob is ideal for franchisees. “Franchisees by nature are local businesses—in the way those organizations are structured, you operate in your area and NiceJob is just perfect when you’re trying to dominate a particular region in a particular industry.” The NiceJob platform is costeffective and easy to use, notes Sadja, which means franchisees have time to focus on other aspects of their business, and spend more time with their families. He also points to the relationship between NiceJob and its customers as an asset. “We’re a customer-first company and one of our biggest mottos is ‘how can we turn our customers into fans of NiceJob,’” he explains. “My goal is to build the best relationship with you … We work hard to create a great experience for franchisees and franchisors.” Sadja says the biggest benefit to franchisees is the increase in sales that comes with building a stronger online reputation. “Over 90 per cent of people will read into a company’s reputation before deciding to hire them. The goal is to make you top rated, especially on Google, in your area.” Sadja highlights the work they’ve done with one of their successful franchise brands in Canada: Little Kickers. Little Kickers provides soccer coaching for children at locations throughout the country. When the brand’s Canadian CEO, Frank Stanschus, started working with NiceJob, Little Kickers had received 200 reviews over a 10-year period. Now, eight months later, it boasts 2,185

A Little Kickers Canada session in action!

reviews, with a 4.8-star rating. That’s a 993 per cent increase in the number of reviews in a 10th of the time! “NiceJob was a solution that was easily implemented and allowed us to continue doing our jobs while the software worked in the background,” says Stanschus. “The reviews themselves are the ROI ... When people look, they can see that we’re a very reputable coast-to-coast company that does a consistently good job for a large number of customers.” Stanschus also notes the importance of working with a Canadian brand. “We are a Canadian company; we want to work with Canadian brands. And we want to be part of a big Canadian success story.”

Creating a complete customer solution

Sadja says that NiceJob is looking to expand its work with the Canadian franchise community. He also notes that, beyond ongoing changes to the platform based on customer feedback, there are big changes on the horizon for NiceJob. In 2021, NiceJob was acquired by Paystone, a payment processing company, along with Data Candy, a customer loyalty management software. The reason behind the acquisitions is that “Paystone is creating

a one-stop customer ecosystem, which helps your customers to pay, allows them to buy gift cards and collect loyalty points, and encourages them to leave reviews and referrals,” explains Sadja. Wimshurst says integrating a gift and loyalty solution will ultimately help further NiceJob’s goal of turning its clients’ customers into their raving fans. “You can identify your best customers because they leave the best reviews, and you can send them gifts or rewards that turn them from great customers into raving fans and your best new ‘salespeople.’”

Putting franchisees on the map

Sadja notes that as franchisees receive positive reviews, the more likely they are to make it into the “local pack” section of Google, which highlights businesses in a certain area based on different criteria, mainly the number and quality of reviews. “The goal is to show off that reputation, drive attention to it, and get people to contact you,” adds Sadja. “We’re basically adding what I call ‘social currency’ to the websites of our customers.” Wimshurst adds that NiceJob is the perfect tool to help new franchisees get their name out there in the early stages of business ownership. “It’s when it has the most impact, when you’re starting out and you’re looking for cost efficient and effective ways to grow your business,” he explains. “Most businesses start out by word of mouth, and this is turbocharged word of mouth. We’re getting your reputation as strong as it can be, as fast as possible, and that’s going to get you off the ground as quickly as you can.”

To connect with the NiceJob team and learn more, please visit https://nicejob.grsm.io/franchisecanada

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising

COBS Bread Opens 150th Bakery in Oshawa, Ontario Bakery franchise COBS Bread opened its 150th bakery in Oshawa, Ontario. The bakery is owned by now-multi-bakery owner Sheri Manning, who also owns the COBS Bread bakery in Whitby. COBS Bread opened its first bakery in Canada in 2003 in North Vancouver, British Columbia. Since that time, it has expanded its footprint throughout the province and into Alberta, Saskatchewan, Manitoba, Ontario, and Nova Scotia, with its U.S. expansion beginning in Connecticut. COBS Bread’s vision is to be the favourite bakery in every community. “Giving back to the communities where we operate and serve is baked into the business model,” says Brad Bissonnette, the vice president of marketing and franchise recruitment. “At the end of the day, our bakeries donate to local charities. It’s just one way our franchisees connect and directly support their greater communities.” COBS Bread also recently opened its first location in North Bay, Ontario. So far in 2022, the bakery franchise has opened nine bakeries, with plans for more.

Pizza Nova Opens Second Location in Courtice, Ontario Pizza Nova, one of Ontario’s leading pizza and quick-service restaurant brands, opened a second location in Courtice, Ontario and its 146th store chainwide in July. In keeping with Pizza Nova’s strong family values, the new location, which has been under construction since March, is operated by experienced Pizza Nova franchisee and proud member of the Courtice community, Jawaid (Joe) Said, who has worked with Pizza Nova since 1999. Both Courtice locations will be proudly operated by the Said family. “I made the decision to invest in Pizza Nova many years ago and it’s been a great choice,” says Said. “Our first location has done well over the years and I’m very excited to open up this second location with my family by my side helping to both serve and delight existing and new customers.” “Expansion is a great feeling,” says Domenic Primucci, president of Pizza Nova. “It’s especially nice to see a family of entrepreneurs like the Said family succeed and grow its impact in the community and for the benefit of new staff, customers, and other partners and neighbours.” KFC Launches National Campaign to Modernize a Global Brand Truth KFC launched their biggest brand campaign to date, ‘Love at First Bite’ on June 27 across out-of-home, cinema, and digital, with TV launching on July 4. The campaign’s goal is to reignite Canadians’ love of KFC and to remind consumers what makes KFC so “finger lickin’ good.” The campaign is grounded in consumer research that revealed that the anticipation of the first bite

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

of KFC’s famous fried chicken is a real peak moment in the KFC eating experience. Consumers do take the time to search and find the crispiest, juiciest spot to take their precious first bite from. The campaign speaks directly to the relatable truth of how consumers savour their food. In the Canadian market, the campaign will be supported with influencer content that will showcase the anticipation and the joy of real ‘first bites.” Recipe Unlimited Finds a Perfect Match with Tennis Canada and National Bank Open Presented by Rogers Partnership This August, Recipe Unlimited Corporation joined the National Bank Open presented by Rogers in Toronto as the newest food and beverage partner, where event-goers could take a break from the matches and enjoy an elevated culinary experience on the grounds. Recipe brought a collection of its iconic brands to life on the grounds of the National Bank Open with the newly renovated Food Courtyard. The annual tennis tournament hosted players from the WTA Tour on the grounds of the newly named Sobeys Stadium. Fans visited their favourite Recipe brands like Kelseys, Harvey’s, New York Fries, Pickle Barrel, Añejo, Durty Dawgs, The Keg, Fresh Restaurants, The Landing Group, and Bier Markt. Visitors were invited to visit their on-site activation as well as the expanded Food Courtyard. Recipe’s lead event catering brand, Marigold & Onions, returned to the event. The brand has been serving tennis fans at the National Bank Open for over 12 years.

FRESH OPPORTUNITY The promise of pure is at the foundation of everything we do. High quality, locally sourced ingredients, traditional family recipes and proven preparation methods ensure our food is as fresh as possible. It’s an easy promise to keep for our customers. If you are as committed to quality as we are, join the Pizza Nova family and enjoy success served with every slice!

fra nchi sing@pizzanova.com 41 6-439-0051

INDUSTRY NEWS Tim Hortons Foundation Camps Integrates QR Codes Into Camp Day Awareness Campaign Tim Hortons’® 31st annual Camp Day was held on July 13th, when restaurant owners in Canada and the United States donated 100 per cent of hot and iced coffee proceeds to support Tim Hortons Foundation Camps. This year, QR Codes were integrated into the Camp Day awareness campaign to help guests quickly learn about Tim Hortons Foundation Camps and donate to the effort. QR codes featured on point-of-purchase materials and other marketing collateral, and with a quick scan of the QR code, guests were instantly directed to the Foundation’s website where they could access more information about the programs offered, the impact on underserved communities, and ways to donate time and funds. “We are excited about integrating QR Codes into Camp Day awareness,” said Shannon Hall, executive officer, fundraising at Tim Hortons Foundation Camps. “The easier it is for guests to learn about Tims Camps, the more likely they are to support our efforts to change the lives of youth that need us most.” Formulated to help today’s disadvantaged youth prepare for a bright future, Tim Hortons Foundation Camps are skills-based models designed to help children reach

their full potential. With a focus on confidence, leadership, resilience, and courage, kids from all walks of life have the opportunity to benefit from the camp experience at no charge. There were several additional ways to participate on Camp Day, with 100 per cent of the proceeds going to Tim Hortons Foundation Camps via these opportunities: • Purchasing a hot coffee, iced coffee, or placing a Tim Hortons Take 12 order • Buying colourful Camp Day bracelets displaying the themes of confidence, leadership, resilience, or courage • Rounding up your order to the nearest dollar.

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

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

WHAT WE PROVIDE • Full Training & Support

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INDUSTRY NEWS Midas Named #1 Auto-service Brand in Entrepreneur’s Top Global Franchises Ranking Midas, the 66-year-old car-care brand and a subsidiary of TBC Corporation, has been recognized as the number one auto-service franchise brand and listed in the 31st position of all global franchise brands on the 2022 Top Global Franchises Ranking by Entrepreneur magazine. The ranking evaluates franchise organizations in categories such as costs and fees, franchisee support, brand strength, financial strength and stability, in addition to international size and growth. “We are a growing, franchisee-focused organization,” said Lenny Valentino Jr., Midas vice president & GM. “Midas has a lot to offer ambitious self-starters looking to go into business for themselves but not by themselves— a famous brand, a full range of high-demand services, including brand-name tires, compelling marketing, and an attractive package of financial incentives. This is an exciting opportunity.” Launched in 1956, Midas was the first company to offer nationwide, lifetime-guaranteed brake service. Today’s Midas, which delivers a comprehensive menu of services in over 2,000 locations worldwide, distinguishes itself through a number of customer-centric

shop processes, including presenting a written estimate before doing any work and offering a view into the service bays in most locations. “We’re providing programs that point the way to a superior, five-star Google auto-service experience for customers,” said Valentino. “Everything we do is geared towards making Midas the place where consumers want to shop, where car-care professionals want to work … and where potential new franchisees want to own.” A&W is Now The Official Burger of the Toronto Blue Jays The Toronto Blue Jays and A&W have announced a partnership that will bring the beloved organizations together for the next three years. A&W revealed the partnership on the heels of the home-away-from-home Seattle series in July, when thousands of west coast Blue Jays fans made the pilgrimage from Vancouver to Seattle. Every season, thousands of Western Canadian fans travel from the Lower Mainland in B.C. to Seattle for the annual series, which turns the Seattle ballpark into a de facto home field for the Blue Jays.

YOUR BUSINESS. YOUR SUCCESS.

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

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Feast on this Opportunity. Be Part of Our Award-Winning Results and Record-Breaking Growth: 17 Consecutive Years of Same Store Sales Growth Canadian Franchise Association’s Franchisees' Choice Award, 12 straight years Canada's Best Managed Companies, 2019-2022 Voted #1 ‘Best Canadian Fast Food Chain’, Top Tens Big Mary® named Canada’s Best Chicken Sandwich, Daily Hive Canada’s Best Chicken Restaurant, Daily Hive

franchising@marybrowns.com

2019, 2020, 2021 & 2022 | Gold Standard

INDUSTRY NEWS

Want to keep up to date with new developments, community programs, and franchise success stories? Head to cfa.ca/franchisecanada/industry-news/ for live updates. “At A&W, we’re big baseball fans,” said Amanda Wang, director of national promotions & loyalty. “As a Canadian company, we’re so excited to support Canada’s Team as the ‘Official Burger of the Blue Jays.” With this partnership, A&W, Canada’s original burger restaurant, strengthens its affiliation with the game of baseball—A&W has been a proud sponsor of the Blue Jays’ High-A Minor League affiliate, the Vancouver Canadians, since 2006. “A&W is a natural choice for our burger partner,” said David O’Reilly, director of partnerships for the Toronto Blue Jays. “Our organizations are both focused on making a positive impact in our communities, and we are both well-loved by Canadians from coast to coast to coast.”

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FRANCHISE WITH

Found ed in 1 9 6 3 , Ted A de l m a n b ro u g h t N ew Yo rk st y l e pizza t o To ron t o by c re ati n g P i z z av i l l e – o n e o f t he fir s t piz z a chain f ran ch i s e s i n O n ta r i o. In the 1 9 6 0 s, it was c u s to m a r y fo r f a s t fo o d re s tauran t s to have ord er s t aken at th e f ro n t c o u n te r, wh i ch were then p assed t h rou g h a w i n dow to th e p i z z a c o o k in the b a ck. Ted was o n e o f th e f i r s t wh o i n tro du c ed an open kit ch en , where p i z z a s we re m a de i n th e f ro n t o f the ho u se, so cu st o m e r s c o u l d watch th e p i z z a bein g fre s hly m ad e. In 19 7 9 , A n g elo C o n ta rdi , th e c u r re n t ow n e r a nd CE O, ac quired t h e P iz z av i l l e ch a i n wh i ch h a d 4 f ra n chised and 2 cor porat e lo c ati o n s . A n g e l o ’s f ath e r M a rco, who immig rat ed t o C an a da i n 1 9 5 7 , wa s o n e o f the fir st mozza rella manu f ac tu re r s i n O n ta r i o – a n d P i z zav il l e wa s a cust omer. Tod ay, a l l bu t o n e o f P i z z av i l l e ’s 86 l ocation s are f ran ch ise d w i th th e m a j o r i ty o f P i z z av il l e’s 8 5 fran ch isees havin g b e e n w i th th e c o m p a ny for over 2 0 yea r s. By r un n in g it s ow n c o m m i s s a r y a n d di s tr i bu ti o n f ac il ity that ser vice f ran ch i s e e s o n ly, P i z z av i l l e g u a ran t ees g re at i n g red ien t s an d p a ck ag i n g at th e b e s t p r ic es as we ll a s co n sist en cy ch a i n w i de. The re lat ion ship b e twe e n f ra n ch i s o r a n d f ra n chisee re ma in ext rem ely p o s i tive, a n d i s o n e o f th e m a ny rea s ons why t h e royalty s tr u c tu re i s b a s e d o n f l at fees. Pizzav ille is t he o n ly ch a i n th at ch a rg e s f ra n chisees on a flat fee b asis, wh i ch m e a n s th e h a rde r the franchis e e works an d t h e m o re s u c c e s s f u l th e s to re becomes , t h e m o re t he f ra n ch i s e e g e ts to ke ep. As the f ran chiso r, P i z z av i l l e i s re s p o n s i bl e fo r fin d in g and leasin g lo cat ion s a n d bu i l di n g th e s to re fo r fran chis e es. B y d o in g t h i s , i ts f ra n ch i s e e s c a n s e c u re exclus ive locat ion s w i th ex c e l l e n t re n ts , a s th e c o m pany is the t en an t , n ot t h e f ra n ch i s e e. Pizzaville st o res are ma ke cust omer s fee l c ated at t he b ot t om newe st st ore est het ic

attra c tive a n d f u n c ti o n a l an d we l c o m e. S c a n th e Q R c o d e lo o f th e p ag e to s e e P i z z av il l e’s at a nu m b e r o f i ts l o c ati o ns.

H aving it s ow n in -h o u s e c a l l c e n te r, p ro p r i e ta r y web s ite an d mo b ile ap p, P i z z av i l l e e n s u re s p ro fe s sio n al ,

COMING SOON

GRAVENHURST COURTICE SHELBURNE OWEN SOUND KLEINBURG WASAGA

fr ien d ly, an d c o n sist en t ser v ic e t o it s c ust o m er s . Thro ugho ut t he year s, P izzav il l e’s bran d pro mis e has been t o m ake t he fin est st o n e baked pizza in the tra d it io n al way. Hav in g o n e o f t he l o n gest r un n ing radio c am paign s in N o r t h Am er ic a, P izzav il l e’s c o m mercials em phasize t his pro m ise t hat “P izzav il l e wil l n ot be the cheapest o r f ast est o pt io n , but wil l st r ive t o d e liver the best pizza”. P izzav il l e’s award win n in g rad io c o m m ercials are un iq ue, d ist in c t an d m em o rabl e. Many On t ar ians are f am il iar wit h an d wil l o ft en rec it e, in an E n gl ish Cockn ey ac c en t , t he po pul ar sl o gan ‘I t was a rainy day in P izzav il l e’’. Al o n g wit h t he c o m pany ’s o t her f amous t ag l in e, fro m t he rad io spo t M isun d er st an d ing that pro m o t es P izzav il l e’s c en t ral pho n e num ber, “i ts 7- 3- 63-6-3-6” N OT 7-free-sex -free-sex -free-sex . N o t wit hst an d in g t he chal l en ges presen t ed by the pand em ic, P izzav il l e has grown t o 86 l o c at io n s an d count in g, hav in g o pen ed 10 n ew l o c at io n s in t he las t two year s. The fran chise wil l cl o se 2022 wit h 90 l ocations , 89 fran chised .

FRANCHISING STATISTICS Fr an ch is e Un its in O n tar io : 85 Fr an ch is e Fee: $25k In ves tmen t Req u ir ed : $400-600k (I n cl ud es FF ) Star t-Up Cap ital Req u ir ed : $200-$250k T r ain in g: Befo re Open in g Suppo r t fo r fir st 3 m o n t hs o f o pen in g Availab le: Lo c at io n s in On t ar io (4 n ew l o c at ions ) Bu s in es s Fou n d ed : 1963 Cu r r en t O w n er s : 1979 Fr an ch is in g Sin ce: 1980 CFA Memb er : 2004

Fo r m o re i nfo r m at i o n o r i f yo u a re i nte re ste d i n b e co m i n g a P i z z av i l l e Fra n c h i se e , p l e a se e m a i l fra n c h i si n g @ p i z z av i l l e .c a

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CANADA STRONG FRANCHISES Home-grown, established food brands offer appetizing franchise opportunities BY KYM WOLFE

anadian-owned and Canadian-founded restaurant franchises are cooking with variety and flavour! Whether the food is picked up, delivered, or enjoyed in a restaurant or food court, these brands serve millions of meals to Canadians every day. Restaurants were forced to quickly adapt to the challenges that COVID presented, but franchisees were uniquely positioned to access support and resources from their franchise systems, instead of navigating those challenges on their own. Digital platforms became more robust, brand-specific apps were created, and thirdparty delivery services were engaged. Franchisees

shared strategies, celebrated successes, and helped provide moral support to their peers. Many of the changes they were forced to embrace have become the ‘new normal’ for operations. Franchise Canada talked to a few of these Canadian food service brands, and learned that although challenges persist, there is a sense of confidence and many opportunities for growth across Canada. The benefits of belonging to a franchise system are more valuable than ever, from volume purchasing power as the cost of food escalates, to strong brand recognition and effective marketing initiatives.

Franchise Canada September | October 2022

COVER STORY

A&W Food Services of Canada Inc. Best known for its burger family and signature root beer, A&W has expanded its menu significantly since it entered the Canadian quick service restaurant (QSR) market in 1956. The Canadian-owned chain now has more than 1,000 locations and operates as a distinct entity, entirely separate from its American counterpart. This year, A&W Canada will continue to open new locations primarily in Ontario and Quebec, but also in small markets and communities across the country. “We are going where Canadians are,” says Ryan Picklyk, senior director, real estate & franchising for A&W Food Services of Canada. “We have always adapted to deliver on what Canadians expect,” says Picklyk. He cites the company’s switch to only grass-fed beef, and the evolution from the carhops on roller skates—“The definition of convenience at the time,” he adds—to drive-thrus, which were a huge benefit for A&W franchisees who continued to serve drive-up customers during the pandemic. “The ideal A&W franchisee is someone who understands, first and foremost, this is a people business,” says Picklyk. Create a great work environment for your team, and they will create a great experience for your guests, he says. “Our very best franchisees understand the connection between the two, and live it every day.”

Experienced franchisees help with the onboarding of new store owners, which begins with eight weeks of initial hands-on training in an existing restaurant. They’re also an ongoing resource to be tapped. “They know the business best, and have embarked on the very same journey that a new franchisee is beginning,” says Picklyk. Prior to the hands-on training experience, new franchisees complete online training modules. Afterwards, the corporate A&W training and support team works at the new franchisee’s location, prior to opening and throughout the store’s opening, and then continues to provide ongoing coaching and resources as needed. “There is so much knowledge within the system. I always encourage new franchisees to ask for help,” says Picklyk. “Most issues that arise are not unique. Chances are really good that, either at the corporate or franchise level, there is someone who has experienced the exact issue and can provide some perspective on it.”

Learn more at LookforaFranchise.ca

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Mary Brown’s Chicken Mary Brown’s has been serving up its Signature Chicken since 1969. The brand is beloved by Canadians from coast to coast, especially in Newfoundland & Labrador, where the company got its start. There are 42 Mary Brown’s in that province alone. “It’s an iconic brand for people who grew up with Mary Brown’s over the past 53 years,” says Hadi Chahin, the brand’s president and chief operating officer. “Canadians care about what they eat, and when it comes to fried chicken, Mary Brown’s definitely leads the pack,” says Chahin. Locally sourced chickens are handcut, marinated, and hand-breaded at every store, and the company’s exclusive cooking technology allows for minimum oil absorption, while retaining juiciness and flavour. “The demand for quality chicken meals is rising; we did extremely well during the COVID crisis and today, our growth is still continuing.” “There is still a lot of white space in QSR chicken brands,” Chahin adds. Mary Brown’s is on track to open 50 stores in 2022, mainly in Ontario and B.C. The brand will launch into Quebec next year with at least five stores scheduled to open in that province in 2023. An ideal Mary Brown’s franchisee is an owner/operator with restaurant experience, or an investor whose team members have that expertise. “We look for franchi-

sees who fit our culture and values, operators who care about their teams, their guests and their communities, and who have the hospitality ‘gene’ and a drive to grow and succeed,” notes Chahin. “We want all new franchisees to understand the brand’s roots and culture,” he adds, so initial training— three weeks hands-on and four weeks in-classroom— takes place in St. John’s, Newfoundland & Labrador. Then, new franchisees will have a corporate team on site for the first two to three weeks in their own store— typically three trainers who will ensure that they can handle all aspects of the operation. Follow-up support is offered both individually and virtually through LearnMB, a 24/7 platform that is used for regular communication and staff training. Whether it’s with Mary Brown’s Chicken or a different food service franchise, Chahin says, the recipe for success is simple. “Follow the system, take care of your guests, and you will succeed.”

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

COVER STORY

Recipe Unlimited Founded in 1883, Recipe Unlimited is Canada’s largest full-service restaurant company, with 20 brands and a total of 1,223 restaurants under its umbrella. “We operate some of the most recognized brands in the country including Swiss Chalet, Harvey’s, St-Hubert, The Keg, and Montana’s,” says Kate Harrison, director, creative & communications. To ensure its franchises survived government-mandated closures during the pandemic, Recipe committed more than $40 million of direct financial support in 2020 to more than 800 franchise partners through several initiatives. The launch of the Recipe Rent Certainty Program (RRCP) and the Recipe COVID Support Program (RCSP) saw to it that 483 eligible franchise partners received direct financial support resulting in $33.1 million in 2020 alone. Now the company is focusing on growth, and Mark Eaton, chief development officer, says Recipe has different strategies for its different brands. The company will have conversations with aspiring franchisees to explore the opportunities that might be the best fit for them. There are mature brands like Swiss Chalet and East Side Mario’s that are currently repositioning or rightsizing their restaurant space to provide more efficient customer service. There are also younger brands like The Burger’s Priest, which is projected to triple in size in the next five years, or Blanco Cantina, a taco and tequila concept that will grow from its current five locations to more than 35 in the next three years. “There is a lot of white space for a good Mexican product,” says Eaton. Between the emerging and established are more than a dozen other brand opportunities. For

example, New York Fries is set to expand its presence country-wide in universities, airports, and transit hubs. Regardless of the brand, Recipe looks for franchisees with business experience in a hospitality chain, who enjoy serving people and creating excellent guest experiences. “Our franchisees come from a wide range of backgrounds,” says Eaton. “They are passionate and have the get-up-and-go to keep themselves and their teammates engaged every day. They are also committed to the long term and understand they are not going to get rich overnight.” Once they move forward, all new franchise owners undertake eight weeks of hands-on training in a training restaurant. Each brand has two designated training locations, one in Alberta and one in Ontario. Afterward, the training transitions to the franchisee’s location, with two weeks of on-site support from the corporate training team, then monthly in-person visits from their region’s business development manager. Eaton recommends anyone who is exploring franchise ownership to speak to existing franchisees as part of their due diligence. It’s a practice that’s required for all Recipe franchise candidates when they’re researching various brands. “We mandate that they speak to their peers to get a true picture of what they can expect, including the challenges,” says Eaton.

Learn more at LookforaFranchise.ca

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COVER STORY

Tim Hortons Few Canadian institutions are as recognizable as Tim Hortons. Launching as a coffee-and-baked-goods shop in 1964, the iconic brand has now grown to more than 4,000 franchise locations across Canada. The brand has also expanded internationally, with locations in the U.S., the U.K., China, India, and Mexico, while still retaining its maple-leaf-laden flair. “One of the greatest things about being a part of the Tim Hortons family is that the brand is so intrinsically tied to the DNA of Canada,” says Axel Schwan, president of Tim Hortons. “Even our values mirror those of Canadians—being humble, hardworking, and kind. We’re a brand that people instantly recognize.” Schwan adds that franchisees recognize the sense of pride that comes with being a local ambassador for the country and guests in their community. “Tims restaurants are often a home away from home for our guests, where they can sit down and catch up with friends and family in a familiar and welcoming environment.” It’s what leads to great service and what draws in new franchisees consistently, he adds. For prospective restaurant owners, Schwan says Tim Hortons is always looking to partner with those who exude the values of the brand, and believe in the products they offer. Furthermore, a commitment to excellence and to the team members they employ stands above all. That commitment shines through the myriad

of community programs they have in effect, including Camp Day to support sending youth to Tims Camps from underserved communities; Smile Cookie, supporting community groups; and a sustainability platform, Tims for Good. “There’s no shortage of opportunities for a restaurant owner to become a core part of their community,” says Schwan. “It’s something Tims owners live for.” That commitment of doing good is part of what makes Tim Hortons such an exciting opportunity for potential franchisees, along with the significant brand potency. Schwan also says the brand made significant pivots during the pandemic, introducing innovative investments in restaurant operations, including revamped drive-thru services. “We also expanded our delivery service for guests, both through the Tims app and through third-party partners.” While technical progress was essential during the pandemic, Schwan also notes that success continues to be built on the foundation of individual operators upholding the values of leadership in their communities.

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

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FRANCHISE OVER 1200+ LOCATIONS | 10+ BRANDS | MULTIPLE OPPORTUNITIES

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New or Tried and Tested? Navigating the pros and cons of emerging and well-established franchise opportunities BY GRANT BULLINGTON AND GARY PRENEVOST

here are four generally accepted levels of maturity in the franchise industry. Keith Gerson, president of franchise operations for FranConnect, describes the levels as follows: 1. Micro-emerging: zero to 10 franchisees 2. Emerging: 11 to 75 franchisees 3. Midmarket or Mainstream: 76 to 200 franchisees 4. Mature: 200+ franchisees Since Canada is a much smaller market, let’s adjust these levels as follows: 1. Micro-emerging: zero to 10 franchisees 2. Emerging: 11 to 50 franchisees 3. Midmarket: 50 to 150 franchisees 4. Mature: 150+ franchisees When selecting a franchise, a prospective franchisee must balance wants and needs with other factors like budget, risk, and opportunity. Let’s compare some of the potential upsides and downsides of partnering with a newer franchise system against partnering with a wellestablished franchise system.

Pros, cons, and considerations for emerging franchise opportunities The term “emerging franchise opportunities” started appearing several years back and serves to highlight this ever-growing cohort of relatively new systems. There isn’t one single definition of “emerging,” so be prepared to see the term used loosely. PROS 1. Wide-open availability. Franchisees joining a franchise early benefit from the wide availability of territories or locations. As a system grows, the most desirable locations or territories can get snapped up first, so if you want a prime territory, you’ll need to get in there before the rest. 2. Lower franchise fees and multiple locations. Franchisors can increase their franchise fees over time, so the earliest franchisees benefit from the lowest fees. Once a franchisor has a better understanding of the ideal territory size, they usually shrink the territory size, relative to franchise fee. For brick-and-mortar businesses, franchisors usually realize that a market can support a greater density of locations. Early

Franchise Canada September | October 2022

NEW OR TRIED AND TRUE? adopters can benefit from the lower upfront fees or an opportunity to secure the location rights to future locations in a given market, and sometimes the entire area or region. 3. More opportunity for input. As one of few franchisees in an emerging system, franchisees effectively have a bigger opportunity to contribute to the development of the systems. CONS 1. It’s a leap of faith. Your decision will be based much more on speculation and assumption, as you have a very limited number of franchisees to gather facts from during your research. Assuming they’re all new franchisees, none of them will have significant experience or history in the franchise. This is a bigger, bolder leap of faith when compared to working with a more mature franchise. 2. Prepare for a bumpy ride in the short term. The franchisor’s system is still in the rapid evolution phase, and may still need adjustments, as it’s being prototyped on the fly. What worked before it was a franchise may no longer work, and what worked for seven franchisees is old news when there are 25 owners. What if the franchise explodes with popularity? Technology, systems, and procedures will undoubtedly struggle to keep pace, and can be a frequent source of frustration. This isn’t necessarily a bad thing, as long as you’re ready for these bumps in the road. 3. Be prepared for outside influence. Founder(s) will be omnipresent in most areas of the business, until they start to engage in higher-level operations. Corporate offices have been known to add to their team to fill the gaps, only to have new gaps open as the growth continues. Adding support staff is one thing, but bringing on a COO (chief operating officer) will have a major impact on the organization and direction. Assuming a high degree of interaction with the franchise founding team is essential; it’s important to determine that you like them and are aligned with their core values and motives. Other considerations In the early days, a franchisor is still trying to develop the criteria for their ideal franchisee. Until a franchisor knows exactly what they’re looking for, anyone who wants to join can automatically qualify. You’ll need to be critical in looking out for your best interests and not be entirely reliant on their franchisee qualification or approval. Does the franchisor have enough capital, or are they likely to deplete the funds that should be used to support you and your fellow pioneering franchisees during the growth stage? It’s one thing if the franchisor bootstraps its headquarters with second-hand furniture. It’s

an entirely different situation if there aren’t resources for franchisee support staff or customer relationship management software. There can be some significant upsides to getting into the right franchise system in its early days. There’s always risk when you invest in any franchise, and you’ll face a unique balance of risk and reward when evaluating emerging and micro-emerging franchise opportunities. Fortunately, if you can’t reconcile the associated risk, there are always more established options that might be a better match for you. Let’s look at some of the benefits and drawbacks of franchising with a well-established brand. Pros, cons, and considerations for well-established franchise opportunities PROS 1. Proven systems and processes. By the time a franchisor reaches a base of 50 franchisees, they will have developed sound business systems and processes that enable new franchisees to compress the timeframe from launch to break-even, and from break-even to “full stride,” where the business is consistently operating at a level that enables franchisees to meet and exceed their financial and lifestyle goals. “Systems” includes things like marketing and customer generation, supply chain and production, delivery fulfillment, accounting, and technology. 2. Experienced leadership team. Unlike micro-emerging and younger emerging franchisors, these more mature franchisors have built a multi-disciplinary leadership team, with experienced leaders overseeing each critical division. This structure enables the franchisor to be more efficient in ensuring consistent delivery of the brand promise, while also being more strategic in assessing opportunities and threats. 3. Strong franchisee support methodologies. It is often said that franchising is being in business for yourself, not by yourself. This is where franchisee support becomes essential, because the franchisor is able to develop a good support system. Further, because the solid base of existing franchisees is able to produce a consistent royalty income stream, the franchisor can afford talented people with experience in training, coaching, and supporting franchisees through the various growth stages of their business. This is a huge competitive advantage. 4. Brand potency. Brand potency is when the brand becomes easily recognizable and, ideally, top-ofmind in the target consumer’s head. It takes many years and many franchise locations to achieve brand potency, and it’s not just about branding; it’s also about the ability of the franchisee base to deliver a consistently good experience. The loop back to

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

BECOME PART OF RICKY'S FAMILY A Variety of Franchise Options to Meet Your Needs • • • • •

Founded in 1962 80+ locations All dayparts Family-friendly atmosphere Integrated or separate lounge

Opportunities 1. Retail Strip Mall

2. Conversion Opportunities 3. Hotel Locations • Terrace, BC • Dawson Creek, BC • Peace River, AB – SOLD

• On-going support • Comprehensive training program • Proven operating systems • Marketing support • High quality innovative menu

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Find out more:

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NEW OR TRIED AND TRUE? proven systems and processes is important. For a new franchisee to benefit from the brand potency, they have to learn to follow the systems and deliver on the brand promise. 5. Strong franchisee community. This is perhaps the most underestimated benefit of buying into a franchise system. Imagine having access to a brain trust of dozens to hundreds of franchisees who are running the same business as you, every day. The ability to validate ideas with several of these existing franchisees is critical in your evaluation of the strength of the business opportunity, and the franchisor’s ability to support their existing franchisees. CONS 1. Limited location availability. As the franchise system grows, the available market opportunity for prospective franchisees shrinks. While the appeal of buying a big-brand franchise is seductive, the reality is that a prospective franchisee must be willing to buy a franchise that may require a longer daily commute, or even a move to a different region where some opportunity exists. 2. Existing franchisees might get priority on acquiring new locations. When multi-unit ownership is common within a brand, experienced franchisees often have priority when it comes to new locations, over prospective owners with untested operating capability. 3. Stagnation risk. As a business matures, it can become stuck in its ways. If the franchise leadership

team and the existing franchisee base aren’t attentive to shifting market trends and consumer behaviour, the risk of stagnation accelerates. We can easily think of strong brands that faded into irrelevance because they failed to adjust to shifting consumer appetites. Other considerations The appeal of a strong brand is logical on many levels; the likelihood of success is stronger than with emerging franchisor brands for many reasons. If you’re completely set on buying a well-known brand, then you need to be very patient, as it can take several years before a location becomes available, or before your name comes up on the franchisor’s waiting list, or both. One strategy to get the best of both worlds (a franchisor with proven systems, and good market availability) is to research Canadian regional brands or brands from the U.S. that are looking to expand into your market. While you sacrifice brand potency, you retain all of the other benefits, and you’re likely to get a location that’s close to home. If you can’t deliver the franchisor’s brand promise, it doesn’t matter how strong the brand is, so your focus should be on finding a business where your core skills and strengths are well-suited to the work it takes to run the franchise, and where there are good systems and support mechanisms to help you do so. With this focus, you may be surprised at the range of franchise opportunities that are a good fit for you, regardless of the franchisor’s maturity level. Grant Bullington is the president of FranNet of Western Canada. He and his team have been helping serious prospective franchisees find and research opportunities since 2009. Grant is also the host of the Franchise Scout podcast. Gary Prenevost is one of Canada’s leading franchise experts; he and his team have helped over 2,000 people search for their optimum franchise. Gary’s book, The Unstoppable Franchisee: 7 Drivers of Next-Level Growth, is coming soon.

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

BIG JUICY

BURGERS

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

OUR FORMULA WORKS

WHAT WE PROVIDE

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

• • • •

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

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

Since opening in America in 2015, X-Golf has taken off. There are now over 60 locations spanning half of the states in the U.S.A. and for the first time ever, X-Golf ownership is now available in Canada. The X-Golf franchise model offers an exciting business opportunity for those ready to pursue a new venture in a unique, non-saturated, developing sports and entertainment industry. Each X-Golf location has the full support of our Head Office team. X-Golf has specialist resources to advise on each of the following franchise components:

Real Estate Site Selection & Store Fit-Out

Sales & Customer Relationship Training

Brand & Local Area Marketing

Supplier Relationships & Purchasing Discounts

Information Systems Business Development Implementation & Sales & Support Training

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

PIZZA PARTY

Three major Canadian pizza brands dish on how franchisees are helping them taste success BY GINA MAKKAR

Who doesn’t love a good slice of pizza? It’s one of the most popular foods in the world, and with the rich, flavourful marriage of sweet sauce, bubbling cheese, and crispy crust, it’s no wonder 81 per cent of Canadians eat pizza at least once a month. Franchise Canada spoke to three major players in the Canadian pizza landscape to discuss franchisee success, growth and expansion, and what it takes to stand out.

Franchise Canada September | October 2022

PIZZA PARTY Boston Pizza Boston Pizza opened its first location in Edmonton, Alberta in 1964. Almost 60 years later, hundreds of franchise owners serve tens of millions of guests each year, from coast to coast. With more than 380 locations across Canada, Boston Pizza offers more than 100 menu options, including their mouth-watering pizza. It also maintains a unique niche with four revenue centres under one roof—a family-friendly dining room, sports bar, patio, and takeout and delivery—differentiating the brand by catering to a wide demographic. Award-winning marketing and sponsorship, strong brand recognition, and solid operations are a few reasons to consider franchising with Boston Pizza. “Boston Pizza is a proudly Canadian company with hundreds of local franchise owners operating more dining rooms, sports bars, and patios than any other single brand in the country,” notes Felix DeCata, vice president of development. He says the brand truly aligns with a saying they embrace: “When they—our franchisees—succeed, we succeed,” as franchisees are the focus and the cornerstone of the brand’s success. Although the pandemic significantly impacted Boston Pizza, the corporate team swiftly moved to implement safety processes and pivoted to a takeout-only environment. While navigating the global health crisis, the restaurants proactively closed dining rooms and bars in advance of government mandates and aligned operating policies and procedures with government directives. During the closures, Boston Pizza explored

and implemented new technologies like contactless dining and created a safe and inviting environment when staff and guests returned. With existing takeout services in place, Boston Pizza held a significant advantage when doors closed to onsite dining during the pandemic. Unlike other brands in the industry faced with the daunting task of offering takeout for the first time, Boston Pizza was already prepared. Post-pandemic, they continue to lead with great food and great experiences, for dine-in or takeout. The franchisee network is made up of individuals from many backgrounds. Successful franchisees are entrepreneurial, business savvy, committed to the guest experience, and have a desire to contribute to their communities. New franchisees attend a four-week hospitality leadership training program, where they learn every aspect of the business, from operations to leadership skills. After onboarding and opening their location, a regional operations team is also at the ready for on-site support. As for advice to potential franchisees? Do your homework and explore all business interests to find a model that speaks to you. Visit locations, sample the products, and speak to franchisees to ensure the concept is the right fit for you for the long term.

Learn more at LookforaFranchise.ca

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

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/CF • 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.

PIZZA PARTY Pizza Nova Pizza Nova was founded in 1963 by Sam Primucci and his three brothers, who wanted to bring authentic Italian pizza to the market. Today, with more than 150 locations in Ontario, including concession stands, it’s still a family affair. Although Sam remains active in the business, his son Domenic is the president and runs the daily operations. Since he was 14, Domenic has worked a myriad of jobs from dishwasher and server, to pizza maker and operations, gaining skills and insight that allow him to be a better leader today. Like any business, the benefits and challenges ebb and flow. Pizza Nova franchisees leverage years of experience, a proven operating system, comprehensive training, and the opportunity to be part of the family. Many franchisees struggled to maintain consistent walk-in orders when in-store traffic was non-existent. The brand shifted to contactless delivery and a digital marketing approach to remain visible to consumers. They continued to focus on their core value of community and revamped their “That’s Amore Pizza for Kids” fundraiser in support of Variety, the Children’s Charity of Ontario, where 50 cents from every dipping sauce purchased during the month of May was donated to help kids in need. Pizza Nova raised over $200,000 at a time when children needed it the most. Franchisees come from all walks of life and incoming franchisees should be passionate about pizza and committed to running a business within the system. Training includes a comprehensive nine-week program with a head trainer before the store opens. District managers visit newly opened locations to ensure sales and operations start off strong. Today, Pizza Nova is in a strong position to continue expanding and opening new stores, with the Collingwood location opening on September 14, 2020, the Oshawa location on April 5, 2021, and the recent opening in Courtice on July 12, 2022. Enhanced processes and tools provide more agility at the store level. Although the brand will continue to evolve, it remains committed to its core values and supporting franchisees with ongoing training and development.

“It’s time to hit the refresh button,” says Domenic Primucci. “Let’s get back to all the things we were working on pre-pandemic. We want to continue with the quality of our product, service to our customers, and implanting technology. Although technology is useful, we’re in the restaurant business and the restaurant business revolves around human interactions. We need to get back to those great experiences for our customers. That’s our main focus for Pizza Nova at this time.” When selecting a franchise opportunity, Pizza Nova encourages business owners to find the ‘why’ to help uncover their purpose. They also advise franchisees to do their due diligence to avoid surprises and pitfalls. Franchisees should also be realistic about the time and commitment required to maintain a business. A franchise is a full-time job, but with the right tools and mindset, prospective franchisees are positioned for success.

Learn more at LookforaFranchise.ca

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

Franchise Canada September | October 2022

PIZZA PARTY Pizza Pizza First established in 1967 in Toronto, the first-ever Pizza Pizza location at Jarvis and Wellesley is still in operation today. Michael Overs, the founder of Pizza Pizza, had a strong vision and continued to chart the direction and innovation of the company until Paul Goddard, the current president, took the helm. One of the first pizza companies to use a centralized call system, the “11-11” jingle used in advertising is so famous that it spawned a joke of its own: that Canada Customs officers would ask people to recite the jingle as proof that they were Canadian. Like many, the brand had to navigate through numerous challenges at the start of the pandemic. In response, Pizza Pizza implemented tamper-proof boxes and contactless pickup and delivery, a testament to their inhouse marketing team, creative studio, and IT team. With a solid information technology group in-house, the brand can quickly respond to trends and pivot as needed. Now Pizza Pizza continues to expand throughout the country, and is also focused on rightsizing stores and optimizing their existing footprint, so they can leverage strengths as they continue to grow. Franchisees range from new Canadians to those who have grown up with the brand. Pizza Pizza boasts many second-generation franchisees who have taken over operations from their parents, and owners who witnessed their families’ success and now own a Pizza Pizza location of their own. All successful franchisees share a common love for the concept and trust in its leadership. They are dedicated to growing their business and leveraging the support of the corporate team. Once on board, franchisees embark on a nine-week training program, and established franchisees often

pave the way for new business owners by assisting with training at one of the certified training restaurants. A comprehensive team assists in everything from sourcing and distributing fresh products to restaurants, to ensuring quality metrics are met. Real estate, construction, and design teams help secure and manage optimal sites by researching demographics and growth opportunities. Franchisees are prepared in all aspects of operations once training is complete. Chuck Farrell, VP of franchising and people, advises new franchisees to “join a brand they love and identify with.” Franchising in the restaurant industry is a fulltime commitment, so aligning with the product and brand is paramount to success. Take advantage of the support systems in place. Learn from coaches and company leaders. Get involved in your community. This is a local business!

Learn more at LookforaFranchise.ca

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

is pleased to present

a Special Franchise Focus on

AUTOMOTIVE FRANCHISES

Franchise Canada September | October 2022

SPECIAL FRANCHISE FOCUS

DESTINATION: CAR CARE SERVICES

Automotive franchises are driving growth in a booming industry

here are few things more concerning than the flashing dashboard lights that indicate a car needs servicing. Between seasonal maintenance, topping up gas, and even rolling through the car wash, there are always ongoing needs to keep vehicles road-safe and in good shape. Whether a road trip is on the horizon, or you’re simply trying to get from point A to point B safely, there’s a host of automotive franchises offering rentals and services and keeping up with a rapidly changing industry. While most mechanics are independent operators, meaning prices for service can vary wildly, a franchise system in the space can be more attractive to customers, knowing they will pay the same price across the spectrum. Of course, there’s the traditional route of car buying, strolling around a dealership, and seeing models that fit your lifestyle, but research from Google shows that more and more shoppers are turning to online reviews to influence their purchasing decisions when hunting for new cars.

The aftermarket industry, outfitting each wagon to its owner’s desires with rims, designer tint jobs, or audiovisual upgrades, has the potential to be even more lucrative. The components and parts segment is expected to reach a $20 billion market size in 2025, and several franchises specializing in meeting clients’ exact specifications are leading that growth. There’s also been an increase in sales of used cars, according to Statista, with 2021 sales amounting to more than $15 billion. That continues the trend of year-over-year increases, save for 2020. With the increase of older vehicles on the road, more frequent servicing will be required. Factor in the added influx of people using their vehicles for ride-sharing services like Uber, and this all contributes to the industry’s expansion. Read on to learn more about the benefits of franchising in the automotive sector.

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

SPECIAL FRANCHISE FOCUS

AUTOMOTIVE INDUSTRY OUTLOOK (Small Business Accelerator at UBC)

Revenue is expected to grow to nearly

$12 billion

NEW CARS AND NEW METHODS OF RESEARCH

by 2024.

Higher sales of

used vehicles

(ThinkwithGoogle)

will contribute to ongoing demand for mechanic and repair services.

The number of cars on the road is growing:

1.6 million

new motor vehicles were registered in Canada in 2021, up 6.5 per cent from 2020.

The number of automotive establishments is expected to increase, with forecasted annualized rates of

When researching new cars, people turn to

online reviews

, over walking around dealerships:

1.5 per cent

In the past two years, car shoppers have watched more

test drive videos

than ever before. Google marked a 65 per cent increase of online video consumption for test drives.

64 per cent

of shoppers say new formats like 360-degree video would convince them to buy a car without a test drive.

PRICES AFFECTING TRAVEL PLANS

Also: the rising cost of gas prices could put a damper on new car sales: (Statscan)

53 per cent

Gas prices were up

And of Canadians say increased gas prices have affected their 2022 road trip plans.

31 per cent

on an annual average basis in 2021.

People want to hit the road... (Ipsos)

77 per cent

of Canadians plan to road trip outside their town.

43 per cent

intend to travel outside their province.

24 per cent

are planning international road trips.

Franchise Canada September | October 2022

ADVERTORIAL

The #1 Tool Brand in the World Snap-on Tools has a proven franchise model and 100+ years of serving makers and fixers all over the globe

nap-on Tools has been named Entrepreneur’s top tool franchise for over 10 years, has been recognized by Franchise Business Review as a Recession-Proof Franchise, and is a member of the elite Franchise Business Review Hall of Fame. Snap-on Tools, as the leading innovator, manufacturer, and marketer of high-end tools and equipment for professionals, powered through the health and economic challenges of the pandemic and continued to serve its loyal customers, as it has throughout its 100+ years of existence.

Essential to the Essential Snap-on’s commitment to what it calls “Essential to the Essential” is a phrase that hits right at the core of what Snap-on Tools is all about, according to Tom Kasbohm, director of franchising. “Snap-on has a legacy as an innovative manufacturer and productivity solutions provider that services technicians in the bays where critical work is done,” he said. “Snap-on is an iconic brand well recognized by the makers and fixers that keep our nation moving forward.” During the upheavals of the past few years, we all became more

familiar with the term “essential workers.” Snap-on played an important role in supporting essential workers in countless ways to keep the transportation infrastructure running—for deliveries of critical goods and services, the operation and maintenance of emergency vehicles, and helping ensure health care and other essential workers had reliable transportation to get to and from their homes and places of business. “Snap-on Tools franchise owners demonstrated to the entire world they could find a way to serve their customers, even in the midst of one of

For more information, visit SnaponFranchise.com

ADVERTORIAL

the greatest health crises the world has seen,” Kasbohm said. “I am proud that our 100-year-old company, that has persevered through wars, recessions, and countless other crises, once again was regarded as essential to the essential workers.” Proud to Support Veterans Both the military and Snap-on are mission-driven organizations, so it’s no wonder that there are hundreds of Snap-on Tools franchise owners who previously served in the armed forces. Snap-on is a proud member and sponsor of VetFran and a founding member of the International Franchise Association. “At Snap-on, we value the hard work and sacrifice of our veteran franchise owners,” said Kasbohm. “We are honoured to have hundreds of veteran franchise owners who bring their commitment, skills, and service to our Snap-on Tools franchise system.”

A Global Leader in Tools and Franchising Snap-on has more than 58,000 products and operates in more than 130 countries. Globally, the company has over 4,500 franchises. A Snapon Tools franchisee sells exclusive, premium products that ranked number one in every category—Hand Tools, Power Tools, Tool Storage, and Diagnostic Equipment—in a recent

independent survey by Frost & Sullivan of U.S. automotive technicians. Snap-on Tools franchise business owners enjoy the number one market-share position in the industry, and Snap-on products are universally recognized by professionals as the absolute highest quality. Recently, Snap-on Tools was once again recognized as a Top Global Franchise by Entrepreneur Magazine. n

BY THE NUMBERS Year founded: 1920 Number of Products: Over 58,000 Number of Franchises: Over 4,500 around the globe

For more information, visit SnaponFranchise.com

SPECIAL FOCUS ADVERTORIAL

Superior Service and Styles with Tint World TINT WORLD LETS CUSTOMERS build their dream car and gives franchisees the desirable opportunity to make those dreams come true. The brand has been around since 1982, providing window tinting and accessorizing for vehicles. Tint World stands out in the automotive styling industry with its wide selection of automotive services and interactive showroom layouts and has grown to more than 100 locations since its franchise system began in 2007. Although the Florida-based operation specializes in automotive window tinting and styling, Tint World also offers a wider range of vehicle detailing, audio system installation, and car security services. Its services even extend to residential and commercial tinting, as well as for boats and marine units. Tint World opened its first Canadian location in Kingston, Ontario and has since expanded to seven locations across Ontario and Alberta, two of which are currently under construction. The company has plans to have 300 locations open by 2025. “Canada is doing very well with Tint World,” says Charles Bonfiglio, the brand’s chief executive officer. “We’re a unique business model, and there’s not a lot of competition or competitors in the franchising space like us.” That means there’s a lot of potential for growth in Canada, and franchising with Tint World has benefits for any prospective business owner as the automotive aftermarket industry expands. The automotive aftermarket industry is projected to reach $477 billion in 2024, while servicing more than 285 million vehicles annually. The full range of services Tint World provides saves drivers from

having to choose between dealerships and mechanics for service upgrades, making owning a Tint World franchise a one-stop shop for all automotive needs. It all adds up to open availability and grand opportunity for prospective franchisors. Most of the aftermarket industry is populated by independent operators, but Tint World’s franchise system ensures that incoming franchisees will have a robust network of multinational support to rely on. The brand also has a web store, giving owners instant ability to ship parts and products directly to the store for customer pickup. Tint World also has a comprehensive approval process for prospective franchisees. First, candidates go through a phone interview and fill out their digital profile, assuring they meet the minimum franchise requirements. Next, candidates go on-site to see a Tint World location in action. They walk through daily operations, the expectation of a Tint World franchisee, and are introduced to the president and corporate team. Once the due diligence process is complete for both parties involved, they can become an official Tint World franchise owner. Tint World works with all franchisees through the development of their franchise location, from

lease negotiation to site selection and training. Training covers everything from customer interaction to sales and service. The brand also introduces staff and management to its best practices in marketing and management. The brand has enticing offers for single-unit, multi-unit, and master franchise licences. While the single-unit option gives potential owners a turnkey franchise starting at $120,000, the multi-unit area developer program allows experienced business owners to own their own “mini market.” The brand also offers lower franchise license fees for qualified multi-store franchises. For franchisees envisioning the Tint World operation overseas, the international master licence allows owners to oversee the growth of Tint World in their country, receiving franchise fees and royalties from each location in the region. The proven system already has Tint World locations up and running in the United Arab Emirates and Saudi Arabia. For either option, Tint World’s corporate team is behind every operator, with an extensive training program and more than 40 years of experience in business, ensuring success for everyone, even without experience in the auto styling business. ■

Tint World® Contact: Charles J. Bonfiglio, CEO 888-944-8468 • info@tintworld.com

SPECIAL FRANCHISE FOCUS

USED VEHICLE MARKET

Even the used vehicle market is returning to normal with COVID concerns in the rear view:

The average weekly earnings in the automotive repair sector have increased month-over-month since December 2021.

AFTERMARKET INDUSTRY GROWTH

(Statscan)

Car styling and automotive upgrades also present an enticing sub-category for franchises:

But used vehicle prices increased

12 per cent

The current market size of the auto parts industry in Canada is $16 billion and is expected to grow to

over the same period last year.

$20 billion by 2025.

37 million

forecasted sales of used vehicles in 2022.

Similar to the new car buying process, research from Frost & Sullivan suggests that consumers are also turning to e-commerce to select their aftermarket purchases, rather than traditional dealerships, with revenues from online sales growing at a rate of

(Cox Automotive)

14 per cent.

TELEMATICS AND ELECTRONICS The automotive industry is also influenced by the increase in ridesharing, autonomous vehicles, and an increase in in-vehicle electronics: (Automotive Industries Association of Canada) So? Increased technology in vehicles means less ability for individuals to do their own repairs. Specialized repair and automotive franchises will be in a strong position for growth.

INVESTING IN INFRASTRUCTURE

Speaking of electronics, electric vehicles (EV) are increasingly popular for Canadian consumers and investments are being made across the country to promote electric cars and incentivize the switch from fuel: (Canadian Auto Dealer)

MANITOBA:

investment of $2.5 million to help support the installation of up to 400 EV chargers in Manitoba and Saskatchewan.

PEI:

$2 million investment to help support the installation of up to 250 EV chargers across the island.

ONTARIO:

$765,000 investment to install 117 EV chargers across the province, which will be available by March 2023.

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

NEW BRUNSWICK:

announced a $350,000 investment in NB Power to install 52 EV chargers for its fleet of electric vehicles and workplace charging for employees.

WORLD TOUR OF TASTE FOUR FOOD SERVICE FRANCHISES OFFERING GLOBAL FLAVOURS BY GEORGIE BINKS

With the pandemic keeping most travellers from globehopping to other countries, it’s great to know there are still so many ways for Canadians to travel with their taste buds. Diners in Canada love to sample international cuisines, and despite the challenges of the pandemic, these four franchises are going stronger than ever.

Franchise Canada September | October 2022

WORLD TOUR OF TASTE

Edo Japan president and CEO Dave Minnett

Edo Japan Edo Japan was founded in 1979, by Reverend Susumu Ikuta, who loved Japanese food, wanted to share it with Canadians, and hoped to provide new Canadians with a chance to own their own business. Today, Edo Japan has 159 franchised locations and six corporate locations, for a total of 165 restaurants. “Edo Japan offers Japanese-inspired cuisine with teppanyaki-style cooking—the teppan grill is unique. We’re a QSR (quick service restaurant), but everything is fresh to order,” explains president and CEO Dave Minnett. Pre-pandemic, 50 per cent of Edo Japan’s business was dine-in. Minnett says the franchise’s mall locations were affected by pandemic closures, but street-front restaurants thrived. The franchise leveraged its digital ordering platforms, made it safer to get in and out of the restaurants using pick-up shelves, and started selling its bottled teriyaki sauce. Moving forward, Minnett says Edo Japan is making its restaurants more convenient for dine-in and takeout. In addition, he thinks Canadian customers have become more interested in international cuisines and flavours. “If you look at the ethnic population base and how much it’s

grown, families are bringing in their own cultural preferences and tastes.” For potential Edo Japan franchisees, Minnett says the benefits of ownership outweigh the challenges. “Compared to some QSRs, Edo Japan’s operating model requires a lower investment, and doesn’t require significant staffing levels. That’s important with challenging labour markets.” Minnett notes that Edo Japan is a great option for people looking to get into business for the first time. “Edo is a better lifestyle choice for our franchisees and their families—no early mornings and no late nights.” One challenge lies in the busyness of the restaurant, which can make it difficult to train new staff. The team at Edo Japan looks for franchisees who believe in the concept, are willing to learn, and want to serve customers, adds Minnett.

Learn more at LookforaFranchise.ca

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

WORLD TOUR OF TASTE

OPA! of Greece There won’t be any plate smashing, but you might feel like kicking up your heels after a meal at OPA! of Greece. The Greek food franchise was founded by Niko Tiginagas in 1998 in Calgary, Alberta, with its first location in the city’s Market Mall. “We incorporate local flavours into traditional Greek cuisine and offer consumers a variety of healthy and tasty dining options,” explains Mike MacDonald, OPA’s marketing director. Today, the franchise has more than 100 locations across Canada, from British Columbia to Ontario, as well as a few locations in the United States. As with many businesses, the franchise saw a slowdown of in-person traffic during the pandemic. “Our franchisees adapted very well to the greater demand from online delivery systems and takeout orders,” says MacDonald. “This included investing in a dedicated app, extending our reach to customers, and making it easy for them to order online for takeout or delivery.” New franchisees with the system undergo a fourweek training program. “We offer extensive training and hands-on support, both in the initial start-up and

ongoing with regional managers to grow the business,” MacDonald explains. Corporate office also works with franchisees to help them find the best locations and drive revenue. “A happy franchisee is a profitable franchisee,” says MacDonald. “The franchisees who are successful have good locations, but most importantly, they’re invested heavily in the operations of their stores.” He adds that franchisees can be affected by the fluctuation of the economy, food and labour costs, and consumer trends. As far as an ideal franchisee, MacDonald says, “We’re always looking for individuals who have experience in the industry and, most importantly, the desire/passion for the business. We strive to be franchisee-driven versus location-driven, and we’re always looking for franchisees who are motivated to become multi-unit owners.”

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

WORLD TOUR OF TASTE

Osmow’s Shawarma More than 20 years ago, Sam Osmow’s sandwich shop was chugging along, selling submarine sandwiches, when something happened. “One day [Sam] was having a more traditional shawarma meal and a customer came in and wanted to try it. They loved it. Then he realized maybe there was a market for Middle Eastern cuisine,” explains Ben Osmow, Sam’s son and CEO and head of franchise operations for Osmow’s. That was in 2001 in Streetsville, a neighbourhood in Mississauga, Ontario. There are now 130 franchise and corporate locations across the country, with locations opening in Saskatchewan and Manitoba. “We’re growing rapidly, adding a lot of new offerings. We’re a lot of Canadians’ first-ever shawarma as we expand nationally,” explains Osmow, adding that “Canadian consumers are very curious; they’re very interested in trying new cuisines.” According to Osmow, the benefits of investing in an Osmow’s franchise are strong brand marketing and franchisees’ inclusion in the decision-making process. Osmow says supply chain and labour issues caused problems during the pandemic. At the same time, “We didn’t see the dip in walk-in sales that a lot of brands did. We were able to pivot quickly and had a huge elevation in delivery sales.” When it comes to finding new investors, Osmow says “We like franchisees who are go-getters, who’ve done their research, who love the food, and who give a good reason as to why they would operate one of the best locations.”

Sam Osmow

Ben Osmow

The Osmow’s team also loves receiving feedback from franchisees. “Some of our franchisees have come up with menu items that have been on our menu for years now.” To get new franchisees up to speed on the Osmow’s system, the franchise offers in-class training and live training in a restaurant. As for what determines franchisee success, Osmow says “It’s all in your hands. You are the one who is going to determine your own success.”

Learn more at LookforaFranchise.ca

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

WORLD TOUR OF TASTE Steve Gill

Quesada Steve Gill, the founder and CEO of Quesada, describes the franchise’s concept as quick service Mexican food. “Other companies stray towards [a mix of] international flavours, but we concentrate on highlighting various aspects of Mexican cuisine and give people the opportunity to experience Mexican flavours.” Gill brought the idea for the franchise from his time living in Colorado in 2004, where he encountered a wide variety of Mexican restaurants. He figured the zesty, tasty food would be a hit north of the border—and he was right. Gill says Canadians are very open to new flavours. “We have a lot of new populations bringing a lot of interesting and exotic national flavours. They’re willing to try new things.” Quesada has since opened 172 franchise locations, with at least 20 more currently in development. During the pandemic, the franchise made changes to keep stores afloat. “We spent a good deal of time finding out how people could qualify for government benefits and waived all royalties,” says Gill.

Luckily, he adds, “the restaurant was 50 per cent takeout to begin with, so we switched to takeout or delivery with providers like Uber Eats.” Going forward, Gill says, “We’re accepting smaller locations with a higher focus on takeout rather than dine-in. We’re looking at better ways to accommodate delivery.” Incoming franchisees can look forward to online pretraining, in-store training, and up to two additional training days per year. An ideal franchisee must have a passion for what they’re doing. “We’ve changed our franchisee selection process to make sure we get to see them in a restaurant before making a decision,” notes Gill “They have to want to be in the restaurant business, enjoy working with and serving people, and enjoy the food itself. You can’t sell something you don’t like.”

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

WORLD TOUR OF TASTE

PEARLS, PANCAKES, AND POUTINE

FIVE FRANCHISES SERVING UP TRADITIONAL ASIAN SPECIALTIES

here once was a time when Asian food was considered beyond the Canadian palate, with the potent flavours and spices not for the faint of heart or weak of taste buds. Now, however, it seems that every recipe book contains some homegrown spin on butter chicken. A lot of the local recognition of Asian cuisine is thanks to fusion franchises serving the best of both worlds to adventurous customers. While some brands specialize in milk tea, a beverage primed to take over anyone’s iced coffee fix, others have made a name by combining classic Canadian staples with a little bit of added spice. While one bite of samosa poutine transports you to a busy street in Delhi, sips of tapioca pearls recall the ambiance of a Vietnamese night market. Between chai teas and chutneys, it’s safe to say Canadians have developed a taste for Asian cuisine, and franchisors are taking note. Here, Franchise Canada highlights five brands that are providing flavourful options to diners and strong opportunities for franchisees, while staying true to their roots. Offering bubble tea, bánh mì, and everything in between, these franchises are elevating once-obscure Asian food to core Canadian delicacies.

Ami Tea Canada Ami Tea comes from humble beginnings. The operation began as a family-owned storefront in Calgary, Alberta’s Chinatown in 2018, selling Taiwanese milk tea and Vietnamese bánh mì. Thomas Thái Nguyen, who co-founded the company with his brother, had the idea for Ami Tea after trying to satisfy his family’s longing for authentic Vietnamese food. Having been in Canada for three years at that point, he combined the existing Taiwanese bubble tea shop model with an expanded full option for pho or bánh mì. Since then, Ami Tea has opened two more locations in Calgary, along with outposts in Saint John, New Brunswick and Hay River, Northwest Territories. Since introducing a series of bold flavours to Calgary’s foodies, Ami Tea has continued to emphasize its mission to bring unique Eastern aromas to new friends in new places.

Learn more at LookforaFranchise.ca

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

WORLD TOUR OF TASTE Chatime Chatime is a major player in the Canadian bubble tea space, and for good reason. Chatime offers a range of milk tea and smoothie options with a revolving door of specialty and seasonal topping choices, which means every Chatime beverage is a unique experience. The trademark milk tea and tapioca pearls exploded with popularity during the pandemic and the company saw strong delivery and digital sales, says Thomas Wong, Chatime’s president. Now the brand has more than 75 locations in Canada, with no signs of slowing down, making it a strong opportunity for prospective franchisees. The popularity of its offerings has led to high-profile collaborations with brands like Kellogg’s and Red Bull, giving franchisees access to partnerships that turn heads. Chatime also offers franchisees a wide support network for marketing, operations, branding, and real estate. They also include an ongoing coaching regimen to ensure franchise success.

Learn more at LookforaFranchise.ca

Chaska Indian Street Food Obsession The word Chaska literally means “obsession,” drawn from the founder’s obsession with the Indian street food of his youth. Naveen Seth recalled his family’s road trips, feasting on the sights, smells, and sounds of the dhabas (truck stops) and open-air markets of India. The Chaska concept was born out of these experiences. The franchise opened its doors in 2016 in Mississauga, Ontario and has grown to seven locations across Ontario, with plans to open three more by the end of the year. Chaska offers classic Indian street food with authentic flavours and some unique menu items such as the Samosa Poutine or Brownie Samosa to keep things fresh and exciting. For new Chaska opportunities, the brand provides a turnkey system (including design, permits, construction, equipment) to its franchisees and handles the lease negotiations. Ongoing operations and marketing support is provided after the location opens.

Learn more at LookforaFranchise.ca

Fuwa Fuwa Japanese Pancakes In Japan, pancakes bring happiness and Fuwa Fuwa’s fluffy, soufflé pancakes will certainly put a smile on your face during breakfast, dinner, or dessert. They come served with Canadian maple syrup, topped with fresh berries, or on the side of some smooth ice cream. The pancakes are freshly made to order, for a light treat that can be enjoyed at any time of day. The brand also offers sides from their café and bakery including pudding, cupcakes, crepes, and macarons. Fuwa Fuwa began as a one-stop shop in Toronto’s Annex neighbourhood and has since expanded to Mississauga, Ontario and Edmonton and Calgary, Alberta. In addition, the brand is poised to go international, with locations opening in Manchester, U.K. and Atlanta, Georgia. For prospective franchisees looking to scoop up an opportunity, Fuwa Fuwa provides manuals covering all the operating, marketing, and management processes so you can hit the ground running.

Learn more at LookforaFranchise.ca

Twisted Indian Wraps Twisted Indian Wraps provides a modern take on Indian cuisine in a wholesome style. The franchise prides itself on being suitable for a range of dietary lifestyles, offering vegan, vegetarian, dairy-free, as well as Halal options. The food is cooked slow, but served fast in rice bowls, salads, and fusion Indian street food. All their menu items can be made mild, medium, or spicy. The first location opened in Barrie, Ontario in 2015. Currently they have 12 locations operating in Ontario and Alberta. They recently signed an 18-store deal in British Columbia to initiate an aggressive growth plan in that market. Twisted Indian Wraps offers support in site selection, lease negotiation, design, and training for owners, managers, and back-of-house staff.

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

WHAT YOU NEED TO KNOW ABOUT FRANCHISING YOUR BUSINESS

Industry experts offer their advice through Franchise Canada’s video series

efore you make the leap from small business owner to franchisor, it’s best to consider the legal, financial, and educational aspects of building a system. In order to avoid sunk costs and be a source of knowledge and trust for your future franchisees, turn to the experts who have been doing it for a long time. Franchise Canada provides tips and advice through short, digestible videos from reputable industry professionals. We share all the essential information from marketing, legal, insurance, and franchise experts to help you achieve your franchise dreams. To find more information on growing and franchising your business, head to FranchiseCanada.Online.

https://cfa.ca/franchisecanada/whatkind-of-insurance-do-i-need-as-afranchisor/

https://cfa.ca/franchisecanada/howmuch-money-will-it-cost-for-me-to-turnmy-business-into-a-franchise-2/

https://cfa.ca/franchisecanada/whattype-of-support-should-i-provide-to-myfranchisees/

What Kind of Insurance Do I Need as a Franchisor?

How Much Will it Cost for Me to Turn My Business Into a Franchise?

What Type of Support Should I Provide to My Franchisees?

Teed Burns, National Accounts Coordinator, Federated Insurance

“I would recommend that you have an insurance professional that understands your business, understands the industry, and ultimately, can take care of the entire franchise.”

John Leavitt, Partner, BDO Canada LLP

“The advantage of franchising your business is that it’s a business growth model that really allows you to scale and expand your business with less capital investment.”

Mark Siebert, CEO, iFranchise Group

“The ongoing support that you provide your franchise owners really needs to focus on them continually increasing revenues, controlling their costs, and your job is to make sure that you establish your credibility as an effective business coach for them.”

Ready to learn more? Attend the upcoming How to Franchise Your Business seminar, taking place on Sunday, February 5, 2023 at the International Centre in Toronto. Visit cfa.ca/events/franchiseyourbusiness to learn more!

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

KEEPING THE COFFEE AND BAKED GOODS CATEGORY FRESH Canadian franchises are brewing up coffee and baked goods opportunities from coast to coast Coffee is one of the most popular beverages in the country (and the world), and when it’s paired with a tasty treat, Canadians simply can’t resist the draw of their local coffee shop! It’s no surprise, then, that there are so many successful coffee and baked goods franchises across the country, making it easy for Canadians to get their caffeine fix in their community, no matter where they live. Here, Franchise Canada introduces you to 20 coffee and baked goods franchises from coast to coast. Beyond the details of what makes each concept unique, we also provide insight into the benefits of each brand for prospective franchisees like you. If you’re interested in taking a sip (or bite) out of the coffee and baked goods sector, read on to filter out the concept that best your goalsthe andlegal values. Find the support youaligns needwith to navigate aspects of franchising

coffee baking

as we introduce you to CFA member lawyers from coast to coast.

As a prospective franchisee, it’s important to find a franchise lawyer who can work with you through the due diligence process and help you understand the legal elements of franchising. Here, Franchise Canada has collected a list of lawyers with the appropriate franchise experience to support you as you get your business up and running. To help you find the right lawyer, we’ve highlighted CFA (Canadian Franchise Association) members from across Canada. These lawyers have expertise in all legal matters related to franchising, and can help you on your way to starting your own business. Read the profiles on the next page to learn more!

Franchise Canada September | October 2022

KEEPING THE COFFEE AND BAKED GOODS CATEGORY FRESH

ARTIGIANO

AU PAIN DORÉ

A pioneer of Canada’s coffee culture, Artigiano brought superior coffee, latte art skills, and just a touch of European bravado to Vancouver over 20 years ago. The brand’s dedication to the craft of coffee-making has attracted a very loyal following. Launched as a single, standalone café on Vancouver’s Hornby Street, Artigiano now owns and operates 24 cafés in B.C. and three in Alberta, each one recognized for its sustainability practices, superior coffee, artisanal savoury and sweet goods, and welcoming environment.

This French-inspired café maintains the fast service style of the industry, while producing fresh, high-quality product for customers. Known for exceptional service and baked goods, Au Pain Doré is globally regarded as one of the leading French-style cafes. With more than 40 years of experience in the industry, the brand’s expertise in the market is undeniable.

The ideal Caffe Artigiano franchisee is highly receptive, possesses great leadership skills, and is passionate about the industry. Franchisees benefit from working with a well-established brand, access to café-specific public relations, connections with key industry suppliers, training and support, and more.

Learn more at LookforaFranchise.ca

The ideal franchisee with Au Pain Doré is a dedicated and passionate player in the industry. Benefits for franchisees include access to a broad customer base and customized marketing plans, five weeks of hands-on training, exclusive supplier pricing, and ongoing support throughout the duration of the ownership.

Learn more at LookforaFranchise.ca

BIMBO CANADA coffee baking

BEAVERTAILS

BeaverTails has been a family favourite for more than 40 Bimbo Canada (Canada Bread Company Ltd.) is the years, marking milestones with Canadians during some country’s largest and oldest bakery. It produces and the support you need themore legal franchising ofFind their sweetest memories. There are more than to 190 navigate distributes than aspects 1,000 productsof across 18 brands asfrom wecoast introduce you toserves CFAjoymember lawyers coast to®, coast. locations to coast, and BeaverTails Canadians know andfrom trust, like: Dempster’s Villaggio®, ® ® ® ® with its iconic pastries, shareable take-home bites and POM , Bon Matin , Ben’s , Stonemill , and more. In May brownie pies, and ice cream treats. This iconic brand 2014, Canada Bread was purchased by Grupo Bimbo, the looks to remind Canadians that it’s all delicious – “making world’s largest baking company, with operations in 33 irresistible treats for life’s irreplaceable memories.” countries, and rebranded as Bimbo Canada. This popular franchise system provides franchisees with The company began franchising in the 1960s and in As aand prospective it’s important toBimbo findCanada’s a franchise lawyer who initial training ongoing supportfranchisee, in areas such as 2022, direct store delivery (DSD)can model work with yousales through due diligenceutilizes process help you understand the recruitment, management, analysis,the and business a vastand network of franchisees and distributors, development. By investing in theof BeaverTails franchise, who have Canada acquired or have assigned rights sell legal elements franchising. Here, Franchise hasbeen collected a listtoof you’relawyers investing inwith the security and resources of a welland distribute its brands. Bimbo Canada currently has the appropriate franchise experience to support you as you get your established, nationally recognized brand. more than 1,000 franchisees and distributors operating business up and morerunning. than 1,000 routes in Canada.

To help you find the right lawyer, we’ve highlighted CFA (Canadian Franchise Association) members from across Canada. These lawyers have expertise in all legal matters related to franchising, and can help you on your way to starting your own business. Read the profiles on the next page to learn more! Learn more at LookforaFranchise.ca

Learn more at LookforaFranchise.ca

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

KEEPING THE COFFEE AND BAKED GOODS CATEGORY FRESH

CINNAHOLIC FRANCHISING LLC Cinnaholic is a 100 per cent vegan dessert shop, which means it can reach consumers with very specific dietary restrictions. Along with the “old-fashioned” rolls the brand is known for, Cinnaholic offers a wide selection of unique flavours made with high-quality ingredients. Cinnaholic’s mission is to satisfy everyone’s craving. By offering vegan-friendly options, it can reach a demographic that may not have previously had access to delicious desserts. Cinnaholic is looking for franchisees who exhibit a love of baking and a passion for promoting vegan/cruelty-free ingredients. As a franchise owner, you’ll have access to low food and labour costs, while maintaining a flexible business model that promotes socially conscious products that align with modern consumer consumption trends.

Learn more at LookforaFranchise.ca

COBS BREAD COBS Bread is a trusted national brand with more than 150 bakeries in Canada. It looks to ignite a passion for bread and fresh baked treats through a business model focused on delivering exceptional products, friendly service, and a welcoming environment. The ideal COBS Bread franchisee will demonstrate a strong work ethic and an admiration for baking, and exhibit strong pride in community building. Franchisees receive hands-on training during a 16-week program, where they’ll learn brand operations, HR, marketing, financial management, and more. Along with training, COBS Bread provides franchise owners with continued support when it comes to lease negotiations, construction, and tracking financial performance.

Learn more at LookforaFranchise.ca

COFFEE TIME coffee baking

COFFEE CULTURE CAFÉ & EATERY

With almost 40 years of experience in the industry, Coffee Time continues to focus on its customers, products, and Find the support youto need tojust navigate the partners. legal Its aspects of franchising Coffee Culture Café & Eatery aims be more than business new design provides a modern the “grab & go”introduce standard of the industry. Its stores as we you to CFAaremember lawyers from coast coast. update, while keeping the products andto service that known for a soft and elegant atmosphere, providing established it as a notable national café in the forefront. patrons a space to sit and relax as they enjoy freshly Most recently, Coffee Time has introduced breakfast to brewed coffee. The freshness is not only exclusive to the its menu, while continuing to work with chefs to enhance beverages: Coffee Culture offers freshly made pastries, its menu. sandwiches, wraps, salads, as well as breakfast, lunch, Coffee Time offers a robust franchise system to help and dinner. As a prospective franchisee, it’s importantprepare to find a franchise lawyer whoincludes can franchisees for success. The system Coffeework Culturewith Café &you Eaterythrough values customer relationships the due diligence process and you understand site selection andhelp lease negotiation, a four-weekthe training and emphasizes the importance of creating a desirable program, food and equipment sourcing, restaurant legal elements of franchising. Here, Franchise Canada has collected a list of dining atmosphere. Ideal Coffee Culture Café & Eatery opening assistance, research andas development, lawyers with the appropriate franchise experience to support you you get your franchisees are energetic motivators who are committed marketing positioning and brand awareness, advertising to customer service and quality, and are willingbusiness to adopt anup and andrunning. promotion, ongoing business development, and authentic European culture within their location. pricing and quality To help you find the right lawyer, we’ve highlighted CFAcontrols. (Canadian Franchise

Association) members from across Canada. These lawyers have expertise in all legal matters related to franchising, and can help you on your way to starting your own business. Read the profiles on the next page to learn more! Learn more at LookforaFranchise.ca

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

KEEPING THE COFFEE AND BAKED GOODS CATEGORY FRESH

D SPOT DESSERT CAFÉ

DRNK COFFEE + TEA

D Spot Dessert Café embraces the joys and excitement of dessert through its vibrant café and plating designs. The café design is reminiscent of Willy Wonka’s Chocolate Factory, with décor emulating popular desserts and treats. As the franchise system continues to grow, expanding into international markets, it’s looking to provide its one-of-a-kind desserts to a range of diverse communities.

As innovators in the industry, Drnk Coffee + Tea looks for new ways to stay ahead of the curve and consistently re-invent itself. Its skilled team is always testing new drink combinations to find the next popular beverage. Priding itself on innovation, the brand engages with the latest technologies and implements creative marketing strategies.

The ideal D Spot Dessert Café franchisee exemplifies traits of drive, passion, hard work, leadership, and community building. As a franchisee, you’ll be partnered with a recognizable brand with the flexibility of three concept variations. You’ll also have access to an easy-touse operational system and a unique menu offering.

Learn more at LookforaFranchise.ca

Drnk Coffee + Tea provides hands-on support to franchisees, starting with an extensive training program that helps franchisees understand the day-to-day operations, including customer service, cost of goods, hiring, and more. Franchisees also receive ongoing support through quarterly franchise meetings that introduce new products, programs, and training.

Learn more at LookforaFranchise.ca

KEKULI CAFÉ coffee baking INDIGENOUS CUISINE

GOOD EARTH COFFEEHOUSE

Findforthe support youGood need legalitsaspects of franchising Known community coffeehouses, Earth to navigate Kekulithe Café provides patrons with authentic Indigenous Coffeehouse has introduce served its customers delicious, ethically cuisinelawyers at every visit. Its signature bannock,to a traditional as we you to CFA member from coast coast. sourced coffee since 1991. The devotion to the craft does bread, makes up the menu for breakfast and lunch, not stop at coffee; Good Earth Coffeehouse prides itself as the basis of PowWow FryBread Tacos, Bannock on the fresh meals that are made in house. The brand’s Sandwiches, and more. The fast casual café also serves desire to uplift its community is the driving force behind premium espresso, organic coffee, tea, and Saskatoon its ethical choices and long-term commitment to growth. berry smoothies. As a sign of respect, Indigenous people acknowledge other’s presence. This acknowledgement As a prospective franchisee, it’s important to findeach a franchise lawyer who can An ideal Good Earth Coffeehouse franchisee is enforced in every café, so that all the customers feel seen. demonstrates a high level of commitment to bringing work with you through the due diligence process and help you understand the

people together making them good. Franchisees This franchise was builthas withcollected authenticity, and its patrons legaland elements offeel franchising. Here, Franchise Canada a list of receive support with product research and development, in mind. Kekuli Café is looking for franchisees who are lawyers with the appropriate franchise experience to support you as you get your access to ongoing training programs, marketing guidance, passionate about the industry, serving their community, running.Indigenous values. Franchisees receive and an informative purchasing power program.business up and and upholding extensive training and access to the Kekuli Café system To help you find the right lawyer, we’ve highlighted CFA (Canadian Franchise and procedures.

Learn more at LookforaFranchise.ca

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

KEEPING THE COFFEE AND BAKED GOODS CATEGORY FRESH

MAVERICK’S DONUTS

MIXED SENSES

Since 2016, Maverick’s Donuts has built a name for itself by refining and crafting its donuts and is now one of Canada’s fastest-growing donut brands. Franchisees enjoy growth through exceptional local marketing programs aimed at community sales. With monthly changes to the menu to reflect seasonal flavours and holiday treats, Maverick’s has something for anyone looking for an exciting treat.

This unique franchise takes the typical structure of a café and combines it with wellness. Along with freshly made coffees and baked goods, Mixed Senses offers retail health and beauty products like skincare, soap, and gift baskets. It also houses a skincare spa that offers body treatments.

Maverick’s Donuts has an exceptional team of specialists that will be there to assist with all franchisees’ needs and concerns. Franchisees have full access to the brand’s system of operations, along with extensive product and management training. Franchisees also receive extensive hands-on training, as well as ongoing support and guidance for any operations, marketing, HR, and bookkeeping aspects of the business.

Learn more at LookforaFranchise.ca

Mixed Senses embraces its distinct position in the market. The brand’s hope is to attract customers who are interested in coffee and self-care, replenishing the body internally and externally. Franchisees receive help with lease and location negotiations, as well as ongoing guidance with training, marketing, operations, and purchasing power decisions.

Learn more at LookforaFranchise.ca

PRESSE CAFÉ coffee baking

PARIS BAGUETTE

This Parisian-inspired café serves expertly crafted coffee Presse Café is known for its dynamic atmosphere, and baked goods and focuses on providing customers exclusive coffee recipes, and delicious food, ranging Find the and support to motto, navigate the legal aspects of franchising with excellent memorableyou service.need The brand’s from muffins, pastries, and full breakfasts to delicious astowe introduce you CFA member lawyers from coast todesserts. coast. “Happy see you. Happier to serve you”to illustrates artisanal sandwiches, salads, soups, and the dedication to its customers. Paris Baguette offers a Presse Café’s menu is set to please all day long. Presse selection of treats and beverages including cakes, breads, Café is now expanding across Canada. The cornerstone salads, sandwiches, coffee, tea, and seasonal beverages. of its success is based on the expertise of its team, the innovative quality of its concept and products, as well as At its core, Paris Baguette wants to build connections the commitment of its dedicated franchisees. within the community. Its central values include: have

As to a the prospective franchisee, it’s important to find a franchise lawyer who can heart, rise occasion, nourish community, and with you the through thethey due diligence process and help you understand the spreadwork joy. This is exactly set of values look for in franchisees. Paris Baguette delivers support at each legal elements of franchising. Here, Franchise Canada has collected a list of critical step, including help with site selection, franchise store lawyers with the appropriate experience to support you as you get your design and construction, training, operations, product business up and running. development, distribution, and more. To help you find the right lawyer, we’ve highlighted CFA (Canadian Franchise Association) members from across Canada. These lawyers have expertise in all legal matters related to franchising, and can help you on your way to starting your own business. Read the profiles on the next page to learn more! Learn more at LookforaFranchise.ca

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

KEEPING THE COFFEE AND BAKED GOODS CATEGORY FRESH

ROBIN’S DONUTS

SECOND CUP CAFÉ

For more than 40 years, Robin’s Donuts has established itself as a go-to donut shop in Eastern and Western Canada. After opening its first location in Thunder Bay, Ontario, Robin’s has grown a dedicated following with its flavourful donuts and sincere service. This proudly Canadian franchise serves freshly made coffees and pastries and has recently added breakfast to the menu.

Proudly Canadian. It’s at the core of Second Cup Café’s values and with good reason; from its humble beginnings as a mall kiosk, it has grown to become the largest Canadian specialty coffee retailer. In those 47 years, it’s always aimed to be the best and to continue to focus on quality and innovation.

Franchisees are expected to provide customers with the same level of service that Robin’s has built its name on for the last four decades. In turn, the franchising system provides a four-week training program, along with site selection and lease negotiations, ongoing business development, price and quality control supervision, research, marketing and brand awareness tools, and so much more.

Learn more at LookforaFranchise.ca

Second Cup Café has gotten a makeover, with its signature bright yellow cups and sleek, welcoming design, serving up a wide selection of specialty coffee, tea, and other innovative drinks, enjoyed by customers from coast to coast at its approximately 200 locations. Second Cup Café is Canada’s specialty coffee retailer, bringing people together and serving top-quality drinks to Canadians where they live, learn, and work.

Learn more at LookforaFranchise.ca

TIM HORTONS coffee baking

SERIOUS COFFEE

After launching its first store in Duncan, British Columbia Since 1964, this iconic Canadian quick service restaurant in 1994, Serious Coffee took the time to listen to its has become one of the most recognizable brands in the Findandthe support you need to navigate the offrom franchising patrons evolve the coffee it served. The brand’s nation. With legal more thanaspects 4,000 locations coast to as we introduce youavailable. to CFA from philosophy is to make the freshest coffee By member coast lawyers to coast in Canada, Tim coast Hortons is to morecoast. than a using high-quality Arabica beans and implementing air coffee and bake shop. Tim Hortons is part of the Canadian roasting methods, this franchise makes it a mission to fabric and guests can enjoy hot and cold specialty stay consistent with the brand’s promise. beverages—including lattes, cappuccinos and espressos, teas, and famous Iced Capps® —alongside delicious Serious Coffee has grown to 16 locations across Canada, breakfast, sandwiches, wraps, soups, and more. and prides itself on the quality of its products and

As a prospective franchisee, it’s important findCanadian a franchise lawyer who canits the relationships built with its customers. This brand The to proudly brand is continually expanding with you the due process and help you understand the is lookingwork for franchisees withthrough strong leadership and diligencereach and with its continued expansion into the North communication qualities, as well as a sincere passion for American and international market, they are looking legal elements of franchising. Here, Franchise Canada has collected a list offor the industry. like-minded franchisees with you strongas interpersonal lawyers with the appropriate franchise experience to support you get skills. your Franchisees are given step-by-step training in the brand’s business up and running. business operational and procedural model. To help you find the right lawyer, we’ve highlighted CFA (Canadian Franchise Association) members from across Canada. These lawyers have expertise in all legal matters related to franchising, and can help you on your way to starting your own business. Read the profiles on the next page to learn more! Learn more at LookforaFranchise.ca

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

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

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

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HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

There’s a big difference between knowing you’re hungry and knowing exactly what you want to eat. Fortunately, these three all-Canadian franchise systems can help customers decide. Their expansion and loyal customer base highlight their brand power, which provides food for thought for those considering investing in this industry. BY DAVID CHILTON SAGGERS BeaverTails

There are two kinds of beaver tails. There’s the one attached to that furry Canadian icon. And then there’s the BeaverTail, a fried pastry that’s an icon in its own right. The BeaverTail is a fried whole wheat pastry that’s hand-shaped to resemble the paddle-shaped tail of the famous critter. Toppings can be sweet or savoury. Store menus also offer poutine and other items like the BeaverDog, a wiener wrapped in a BeaverTail. Pam and Grant Hooker introduced this sweet treat in 1978 at a community fair in Killaloe, west of Ottawa, Ontario. Franchising for BeaverTails began in 1992 and ran until 2000, says Patrick Marcovecchio, the vice president of business development, from head office in Montreal. It was paused during a change of management and began again in 2006. There are now 196 franchises in all provinces except Newfoundland & Labrador. The national expansion will continue, with 25 new franchises planned per year. BeaverTails also has more than 50 food trucks operating nationally. Customers and growth for BeaverTails come from high-volume tourist areas such as Jasper National Park in Alberta. However, Marcovecchio says that there’s also a focus on grocery-anchored plazas, with the first non-tourist venue location opening five years ago. The profile of BeaverTails’ franchisees varies. “We’ve got pretty much everyone in there, and there’s a strong appeal to women [as franchisees],” says Marcovecchio. Potential investors must be a fan of the system’s food, he continues, and be able to demonstrate that passion. They won’t need a business or restaurant background, but a customer service focus is very welcome. Training takes two weeks, with one week on site in Montreal and another week in a mobile unit. A turnkey BeaverTails franchise starts at $500,000, and the ideal location size is 1,000 to 1,200 square feet. Service is takeout only. A truck franchise runs $175,000 to $225,000. Marcovecchio says that COVID made 2020 tough for franchisees in theme parks. However, shops and trucks fared well. On the mobile side, a month or so into the

pandemic, some trucks stationed themselves in grocery store parking lots, where they found success. That success has continued. “The first five months of 2022 have been outstanding,” says Marcovecchio. He sums up the benefits of franchising with BeaverTails this way: “We have a happy product. We have a happy culture. Our operations are simple, our margins good, and our costs competitive.”

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

DoughBox Wood Fired Pizza and Pasta

Tony Visca and his business partner, Fernando Colavecchia, had two things in mind when they decided to expand their Niagara-based pizza shop: to use the quick service model to launch restaurants that were smaller than those they previously owned, and to bring a premium product to a quick service setting. This was in 2016, and by 2019, they had opened their flagship location in Hamilton, Ontario and were considering franchising. Then the pandemic struck and “there was quite a shift,” says Visca, president of DoughBox Wood Fired Pizza and Pasta, from head office in Niagara Falls, Ontario. That flagship location, across from McMaster University, lost access to its customer base of students and families and had to switch gears. That meant going online, with delivery from the likes of SkipTheDishes. “In fact, our online [ordering] went crazy. COVID taught us to be great online,” says Visca. Despite the move away from dine-in and takeout, sales were maintained by a strong online presence, and Visca and Colavecchia considered adding restaurants. By 2021, franchises opened in Oakville and Mississauga, Ontario. Others are due to open in the province this year in Guelph, Woodstock, London, and Toronto, and there are plans to add another 10 DoughBox franchises by the end of 2022. “Ontario is really where we

want to be,” says Visca, who is also interested in expansion to Western Canada. One benefit of investing with DoughBox is its successful franchise model, says Visca. Another is that the system allows franchisees to find a balance between work and family, and a third is recognizing that franchisees need to be more profitable than the franchisor. As for the qualities he looks for in a prospective franchisee, many of them being newcomers to Canada, Visca says he wants those who understand business and what it takes to be successful. Business exposure is a bonus. He also meets every prospective franchisee, because joining the DoughBox system “is like a marriage.” Training takes place at the corporate location in Hamilton and lasts four to five weeks, with another two weeks of on-site instruction for staff and a further week on-site for the franchisee. A typical DoughBox restaurant has seating for 30 people, and is in the 2,000 square feet range. The cost to open a franchise is between $500,000$650,000, and DoughBox locations can be found in strip malls and at street front locations.

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Franchise Canada September | October 2022

Robin’s Donuts

There is just one Sleeping Giant in Thunder Bay, Ontario – the massive rock formation in Lake Superior. In 1975, there was also just one Robin’s Donuts in the city. Since then, Robin’s has grown to 140 franchises, with locations from coast to coast. Tariq El-Noqrashy, director of franchising and real estate development, says the Robin’s empire is still growing, with 25 to 35 more franchises planned in the next five years. “We’re looking to expand our presence in Ontario,” he says, “and we have master franchisors in Newfoundland, Atlantic Canada, and Manitoba.” Robin’s was already franchising when Chairman’s Brands Corp., which also owns Eggsmart and 241 Pizza, acquired it in 2006. El-Noqrashy says the brand is looking for franchisees who are outgoing, have a passion for customer service, and appreciate the fresh food Robin’s offers, including all-day breakfast and a lunchtime sandwich menu, as well as coffee and donuts. Some business exposure would also be welcome, he notes. Training is hands-on, and Robin’s recommends that the franchisee take the instruction, rather than a manager. “We train on the floor,” El-Noqrashy explains from Robin’s head office in Toronto. “It’s four weeks, all shifts. We train on all aspects of managing the business to increase revenue and manage resources and the team.” Robin’s offers three different concepts: drive-thru, street front, and express. The first two are usually between 1,400 and 2,000 square feet. The express, typically found in gas stations and pharmacies, is 200 to

500 square feet. The two largest cost up to $500,000 to start operations, and the express location varies based on size and offering – from only beverages, to hot and cold beverages, and baked goods and beverages. Robin’s either finds the appropriate real estate for its franchisees or lets them do it themselves—and is even open to self-construction. Operating during the COVID pandemic was a challenge for the brand and its franchisees, with even the essential coffee industry impacted, says El-Noqrashy. “COVID was a shock. After all, coffee is the fuel of humans.” To deal with the difficulties, Robin’s offered immediate royalty concessions for 10 months and rationalized the menu to adapt to the new restrictions imposed and health requirements. As a result, not a single store closed, even during the height of the pandemic. Although samestore sales “took a hit” throughout the pandemic, Robin’s is now performing better than it was pre-pandemic, notes El-Noqrashy. As for the benefits of investing with Robin’s Donuts, El-Noqrashy says the brand offers wide appeal to all market segments and the franchise team provides strong continuing support. “We don’t just sell a store and wish them [franchisees] luck.”

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

NEXT GENERATION IN FRANCHISING

Multi-unit Mogul

Fuzz Wax Bar franchisee Alexia Pilla reflects on being a young woman business owner and how support paved the road to franchising success BY JOELLE KIDD

Franchise Canada September | October 2022

NEXT GENERATION IN FRANCHISING

lexia Pilla always knew she wanted to own her own business. “But I didn’t really have a concept in mind,” she explains. “Which is why I decided to go the franchising route.” The young entrepreneur applied to a matching service that paired franchise concepts with prospective franchisees, based on personality tests. On the list of potential franchise fits: Fuzz Wax Bar, a membershipbased waxing-only salon concept. “I just fell in love—with the founders, the brand concept, and their values, frankly,” says Pilla. “Which was why I decided to go with them.” Fast forward five years, and Pilla certainly has gone far. She’s now the proud owner of three different Fuzz Wax Bar locations in Toronto. “My goal is to have the highest performing location in the franchise, of course,” says Pilla, with a smile. “That’s the goal I’m working towards.” Flipping the script The Fuzz brand was founded in Toronto by Jessie Frampton and Florence Gaven Rossavik in 2012. It now has 16 locations across the country and is looking towards U.S. expansion. As a franchisee with Fuzz, Pilla says, there’s a choice to either be a managing partner, handling the wax bar management day to day, or a semi-absentee owner, focused on growing the business. “Both ways are completely supported by the franchisor,” she says. “They do, however, have a clear multi-unit growth model when they bring on new franchisees, so opening multiple locations is definitely what Fuzz franchisees work towards.” Pilla was drawn to this ambitious company culture, and she loved that it was coupled with a strong foundation of support from the brand. “I had never run a business—I didn’t know what I was doing. I was brand new to it. So I really needed a franchise where training was very important to them. I needed someone that was going to hold my hand through the process, and Fuzz has extensive, amazing training.” She adds, “I knew I would have the support I needed.” After determining that Fuzz was the right fit for her, Pilla signed on to buy a franchise in 2017. But this came with its own challenges. “After signing, I really struggled to find a retail space that would fit,” she recalls. Eager to dive in, she asked the franchisors if she could work in some corporate locations to gain in-store experience. After working in three different wax bars, Pilla approached the franchisors to ask if they would consider selling her one of the locations, flipping it from a corporate to a franchised location. “It came about because I was struggling so hard to find a space, and I thought, ‘I really want to do this, I

want to get going.’ And we came up with a solution, which was fantastic.” Pilla took over the brand’s Leslieville location, tucked in a quietly trendy neighbourhood in Toronto. Along with her experience working in store, Pilla went through extensive esthetician training—to make sure she completely understood the services her business was providing—as well as corporate training from Fuzz that took her through every step of running the business. “As someone who had no experience, I needed that. They really shaped the business owner I am today,” she reflects. Today, the franchisor’s support is still her favourite thing about the brand. “I feel like I’m in contact with head office probably every single day. If I need extra training, if I need help training someone, if I need advice or need to vent, they’re always there, just a phone call away. And they really guide you through every step, every process.” Growing pains Once Pilla was well accustomed to running her first location, she set her sights on a second. Unlike the first, her second Toronto location was a raw space that needed to be built from the ground up. She took on the challenge and was all set for a grand opening—in March of 2020. Of course, the COVID-19 pandemic created a need to adapt these plans, and quickly. “Our opening date was pushed back several months. Once we finally opened, we were only open a couple of months before we got shut down again [by COVID lockdowns]. That was definitely a strain, and it was stressful to say the least.” While the shutdowns caused cash flow concerns and pushed back Pilla’s break-even, she was able to rely on the profits from her first location, along with government subsidies. Aside from the financial challenge of the pandemic, Pilla says the most difficult thing was being apart from her teams. “We have such tight-knit teams, and we’re

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NEXT GENERATION IN FRANCHISING

so used to seeing each other every day. As an employer and an owner, you feel accountable for your team’s wellbeing. So as much as we can do Zoom [activities] and we can check in, it’s not the same as being physically there together every day.” As pandemic restrictions eased, Pilla has come out the other end stronger—and with a third location. The newest, in Toronto’s historic Distillery district, opened in early 2022, and was a conversion from a competing brand. “Going from one to two [locations], I didn’t notice as much of a difference. But going from two to three is an adjustment!” says Pilla of the multi-unit life. She splits her time according to what each location needs each week, but tries to pop in on each store almost every day. “I love to be in store, and I can’t be in three places at once, obviously, so I feel as if I’m always missing some time with people because I’m circulating around. But that gives lots of opportunities for my managers to step in and step up. So there are opportunities for growth for my team as I grow, which is fantastic.” This sense of leadership is one of the lessons Pilla took from the pandemic. “I think the biggest [thing I learned] was not to focus on the trivial things or the small things, to not sweat the small stuff as much. I feel like the pandemic gave us all a different perspective—and it made us feel like we’re resilient, you know? We overcame this, we made it through—we can do anything.” Rising to the challenge As a young woman entrepreneur, Pilla says she’s had the frustrating experience of not being taken seriously. While it’s happened with outside stakeholders, “at Fuzz, I’ve never been treated differently, or lesser-than, because of my age or gender.” At Fuzz, “my age was never seen as a detractor, but rather seen as an asset,” she adds. “The fact that I didn’t have any preconceived notions and I was moldable was seen as a positive rather than a negative.”

Pilla says she’s found many opportunities for mentorship within the franchise system, both from the corporate team and her fellow franchisees. “I’m always picking the brains [of other franchisees] and seeing how I can copy what they’re doing, take a note from what they’re doing.” And that’s not to mention the two founders of the brand. “I feel like I know them personally, they’re so available to you. And obviously they’re two people I look up to very much—what they’ve built is so impressive, so incredible, that I’m honoured to be a part of it, honestly.” Ultimately, Pilla says what’s most rewarding about being a franchisee is the satisfaction of leading a team. “It’s so rewarding to see these people shine, see them excel. You become a family.” Because Fuzz has a membership-based model, Pilla has also become very close with her customer base, making for community on all levels. “We have fantastic clients … we know them by name and we see them every month. It just makes it really fun to come into work.” Pilla’s advice for anyone looking to buy a franchise is to choose a brand that aligns with your values. “I think that’s so much more important than going into an industry you love,” she explains. The practicalities of running a business and the ins and outs of the industry can be learned, but finding a company that offers the right support and values what you value is key. And no matter what, she says, keep pushing. “There will be bumps in the road, there will be small failures— that’s inevitable. But it doesn’t say anything about who you are. Who you are as a business owner is [shown by] how you pick yourself up from those challenges, and keep moving forward.”

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Franchise Canada September | October 2022

LEADERSHIP PROFILE

A SMOOTH TRANSITION

WAXON founder and CEO Lexi Miles Corrin on her passion for female empowerment, evolution within the beauty industry, and expecting massive growth in 2023 BY STEFANIE UCCI

ehind many franchise brands is a founder who had a dream to bring their vision to life. For some, that vision is sparked by their own experiences, and the desire to fill a gap in a lucrative market. Lexi Miles Corrin, founder and CEO of WAXON Laser + Waxbar, is no exception. Corrin’s franchise journey began in 2012 when she was navigating her career as a business management consultant. “I was travelling a lot for work and was the person who is our ideal client now,” she explains. “I used to like going to nail salons for my wax appointments because I wanted them to be fast, convenient, and cheap.” At the time, Corrin was spending a lot of time in the U.S. and discovered wax bars that were popping up all over the country. “I thought, ‘you know, this is just such an amazing concept, how does it not exist in Canada?’”

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LEADERSHIP PROFILE

After some heavy research, and using her background as a consultant, Corrin dedicated herself to establishing a business that was well run, efficient, and focused on the client experience and working culture for team members. Her intention was to open one location to start, and dive into franchising as a way to quickly grow the business. “My goal at the time was to open 100 locations in five years. Then, I very quickly realized that’s completely unrealistic, and I needed to open some more of my own locations before we could catapult forward. [I wanted to] be able to support our franchise partners effectively while making sure that we have a solid tool kit in place,” explains Corrin. With a strong corporate team behind her, the WAXON brand began to grow and Corrin’s franchise dream started to come true. Building women up through franchising Today, WAXON has 14 locations, seven of which are locally owned franchises. In addition, three franchise partners are multi-unit owners. The brand is slated to open 10 new wax bars next year, signifying substantial and thrilling growth. Why was the beauty industry so appealing for Corrin? “If I was asked this question pre-COVID, I would have answered it a bit differently,” she notes. She says she believed it was a great opportunity because she could cater her business to services that she would be interested in as a client. Although she lacks hands-on experience in the industry, that never stood in her way. “I love beauty esthetics,

but I have absolutely no experience as an esthetician … no one wants me to wax them, ever,” she says with a laugh. Working within a female-centred industry also drew Corrin to design a business where she could help empower women through the teams she builds and the people they hire. She notes that all of WAXON’s franchise partners were clients who fell in love with the brand and made the jump into business ownership. “What really jazzed me about franchising is the amazing franchise partners that are all women, who have totally different stories and [come from different] walks of life,” explains Corrin. “From leaving a career they just didn’t love, to wanting to pursue something on their own, to stay-at-home moms who are empty nesters and now want to do something for themselves for the first time. We have a business opportunity that can support them and allow them to pursue their entrepreneurial dreams.” For team members at each location, female empowerment revolves around offering a space where the “waxologists” and “laserologists” can build careers within WAXON, which Corrin says didn’t really exist previously in the esthetics industry. “They were always treated as hourly employees and now we give them the opportunity to be able to stay in a business for the long term and build their careers in esthetics. We hold on to people longer, as a result of building a really strong culture around them.” Of course, the clients feel empowerment within their own skin, too. “I love the idea of just being able to be you—our purpose is to provide a safe space to inspire you to live more confidently in your own skin,” adds Corrin.

Franchise Canada September | October 2022

LEADERSHIP PROFILE

Roll with the punches Like any franchise, Corrin notes that there will be “the not-so-glamorous days at WAXON” that franchise partners should be able to embrace. Rolling with the punches and facing challenges may include a last-minute situation “where your guest service employee doesn’t show up and you need to roll out of bed and run to your location to open it because the wax has to heat up.” But with the right drive and entrepreneurial spirit, franchise success is within reach, explains Corrin. Franchise partners should also appreciate and enjoy the idea of operating within a structured business model, where they have a very clear training program and tool kit to follow. “We provide direction on literally everything, and then it just takes being able to implement and follow that in order to create a successful location.” It also helps to align with the company’s core values and have a passion for the WAXON brand, clients, and team members who are an integral part of the daily operation process. “We need people who are going to maintain that culture, as well as the quality of service and brand integrity. That’s the most important,” notes Corrin. “What we really look for in our franchise partners are people who just absolutely love what we’re doing and want to be part of it because at WAXON, we build a family, and we want people that are really passionate about that.” More than just a routine wax Corrin says WAXON’s membership model is a unique concept in itself, and one that was missing from the Canadian beauty industry. With a leader like Corrin—who’s consistently one step ahead of the pack—there are even

more benefits and opportunities for franchise partners to flourish and evolve with their businesses. She points to the brand’s product line, online blog, and podcast as supplemental items and educational tools that “drive more clients and round out our brand’s integrity as a place that’s really so much more than just waxing and laser … So it’s more of a community vibe that we’re building, while driving more brand value for our franchise partners.” WAXON’s product line includes an exfoliating scrub, body oil and polish, a hand-held trimmer, loofah soap, and a line of intimate care items. The blog and podcast, dubbed “We Go There,” is a space “where there is no such thing as TMI…” per the brand’s website, with coverage ranging from women’s bodies, to quick tips for preparing for a waxing session, and even how to own a franchise with WAXON. For Corrin, at the heart of her franchise system is a passion for investing in a business that’s making leaps and bounds within the growing laser and wax industry. “I really take personally the investment that franchise partners put into our business. You’re taking a big risk regardless of what franchise you open, and I take that very seriously. Within WAXON, it’s about feeling comfortable and confident with the support that you’re receiving because we, as a team, really want to see each and every one of our franchise partners thrive.”

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

A DAY IN THE LIFE

Daniel Lambert and Jessika Venne, with the project managers of the master franchise team, Laurence Gauthier and Alexandre Belleville

Set It and Forget It

Aisle 24 master franchisees Jessika Venne and Daniel Lambert share how they manage their cashier-less grocery store location

BY JORDAN WHITEHOUSE

ost of us have been there: it’s late at night and we’re hungry, but our shelves are empty. We could head to the convenience store down the street, but we don’t really want to see anyone and we don’t really want chips or candy or overpriced Kraft Dinner. In cities across the country, there’s now a solution to this problem, thanks in part to Aisle 24, a cashier-less grocery market open 24/7. Aisle 24 now has more than 20 locations in Ontario and Quebec, and plans are in the works to open dozens more across Canada. Jessika Venne and her life and business partner Daniel Lambert are the Aisle 24 master franchisees in Quebec. They also run their own franchise location. Like many Aisle 24 locations that are found inside multi-residential

buildings, theirs is on the ground floor of an apartment complex in Old Montreal. And like every Aisle 24, customers use the company’s app to unlock the door. Once inside, they use self-checkout to pay for everything from dry and frozen goods to produce and bakery items to confectionary and snacks. When Venne and Lambert approached co-founders John Douang and Marie Yong in 2020 to learn more about the brand, they were instantly attracted to the simplicity and flexibility of the concept. Venne and Lambert are fulltime pilots, and although they weren’t impacted like many in the aviation industry during the pandemic, they wanted a plan B in case things went sideways in the future. “We wanted something that was easy to learn, simple to open, and that we could run while keeping our

Franchise Canada September | October 2022

A DAY IN THE LIFE

“We’re pilots, so our trainings are based on standard operating procedures that are usually done online. We know good online training, and we were really pleased with what Aisle 24 came up with.” Jessika Venne and Daniel Lambert

full-time jobs,” says Venne. “And the great thing about Aisle 24 is that your day doesn’t have to be routine. You can kind of adapt the schedule to … your life.” A typical day Lambert’s day usually starts at around 5 a.m. That’s when he visits the store before work to make sure it’s ready for the day. Venne typically visits in the evenings after work to make sure it’s ready for peak traffic, usually between 6 p.m. and 1 a.m. During both visits, they’ll do a thorough cleaning, enter delivered items into the system, organize and stock shelves, and refill the coffee machine. Stores are also equipped with multiple live-feed cameras, which give Venne and Lambert some flexibility in deciding when to visit. “You can have access on your phone to all of those cameras, so you can check on the store all day long without actually being there,” says Venne. “That means there are days when we just go once a day—or sometimes we’ll go once every two days, depending on what we see on those cameras.” Those cameras also allow the two to see when deliveries arrive, something that’s been particularly helpful over the past couple of years, as supply chain issues disrupt scheduled delivery times. Instead of waiting around the store all day, Venne and Lambert simply monitor the camera at the back of the store and drive down when

the delivery arrives. On Monday evenings, they spend an extra hour in the store to identify and place orders for the next week or so. They also use that time to do a quick inventory and a thorough re-stock of the shelves. As for accounting, it’s straightforward too, says Venne. “We use QuickBooks, which is pretty self-explanatory, and because all of the systems are automated, everything kind of talks to each other, you can easily do your accounting as you go. Once a week, though, we’ll sit down, look at our books, and make sure everything works out. Then at the end of the month, we send in our reports.” About 90 per cent of Aisle 24’s training for accounting and day-to-day operations happens online via a platform called Trainual. It includes modules on all hardware and software, such as inventory systems and digital labels, as well as operational manuals and guides packed with management tips. “It’s really well made,” says Venne. “We’re pilots, so our trainings are based on standard operating procedures that are usually done online. We know good online training, and we were really pleased with what Aisle 24 came up with.” A flexible franchise Venne and Lambert were also pleased with how simple it is to train others on those daily tasks and the operational technology. Venne trained her cousin, a student living in Montreal, to run things and even fix technical issues when the pair was away. “Some people might think that, because you own a franchise, your life is over because you have to be there all the time,” says Venne. “That’s just not true with Aisle 24. Nothing stops you from hiring an employee if you want.” In fact, it was that ease of training others that

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A DAY IN THE LIFE convinced Venne and Lambert to become master franchisees in Quebec. Another big benefit of being part of Aisle 24 is the daily interaction with passionate customers, says Venne. While cashier-less grocery stores may be more common in other parts of the world, they’re still a novelty in Canada. That excites customers, says Venne, and she enjoys seeing them happily explain how it all works to their friends. Many customers almost become “little ambassadors,” she says. Of course, there are challenges. The most significant right now are supply chain issues. Venne and Lambert try to be consistent with the products they offer because they know that consistency is part of what keeps customers coming back. With supply chain disruptions, however, that’s not always possible. As master franchisees, the two are also trying to build other Aisle 24 locations in the province. But again, because materials aren’t available or there are delays in getting them, it’s been somewhat of a struggle to keep those builds on schedule. The biggest lessons they’ve learned to help them through daily business life are patience and consistency, the couple says. “I’m a little OCD on cleaning, which is a good thing, because what Aisle 24 tries to do is differ-

entiate itself from your typical convenience store,” says Venne. “We’re not dusty or smelly … one of the big things is to keep the image of Aisle 24 as a modern, clean market with everything you need.” Flexibility is also huge for Aisle 24 franchisees—and franchisees in general—says Venne. Important skills like organization and accounting can be taught, but franchisees need to come with an enthusiasm for the business concept, a dedication to learning, and an openness to rolling with whatever obstacles come their way. Financial flexibility is particularly key right now for any franchisee, Venne adds. “You have to do your research and understand the true costs of opening a business. What we’re noticing now is that with COVID, there’s always extra costs. You need to have the flexibility in your finances to not get caught. Take the time to talk to your financial advisors, talk to your bank, look at your financing options. It will be worth it.”

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If you’ve read this far and want to learn more, visit

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

cfa.ca/lookforafranchise/ franchisecanada/

Franchise Canada September | October 2022

THE FIRST YEAR

Working It Out

Orangetheory Fitness franchisees Stephen Wilk and Dave Cannon prove that you can still make gains while facing setbacks BY SUZANNE BOWNESS

Stephen Wilk (left) and Dave Cannon (right)

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

THE FIRST YEAR

ne of the best ways to get to know a brand is by being a customer first. Orangetheory Fitness franchisees Stephen Wilk and Dave Cannon took that a step further: they actually met at an Orangetheory gym in Surrey, B.C., where they worked out for about four-and-a-half years. Both immediately appreciated the concept: daily, hourlong total-body workouts led by coaches who follow the same lesson plan globally. They also recognized how well a partnership could work with their combined working history. Cannon has experience in the sports marketing world, handling sales and marketing, while Wilk has operations experience in the automotive industry. What they couldn’t foresee were the struggles the fitness industry would face in response to a global pandemic. If the pandemic was a test for business owners, they also passed. Despite multiple lockdowns and challenges, they’re still going strong two years later. A prime location Given Orangetheory’s popularity, with a presence in 27 countries since opening its doors in 2012, the partners had to wait for a location to become available. Eventually, they secured their site in Vancouver’s River District in May 2019. “When one of these Orangetheory locations became available, we looked at each other and said, ‘let’s jump on this,’” recalls Cannon. Aside from the consistency of the workout, which features a 20-minute rotation of work on treadmills, rowing machines, and strength training throughout the hour, the franchisees also appreciated the brand’s growth and visibility, and the consistency of its workouts across the world. “Whether you’re in London, Shanghai, or Denmark, that’s the concept. So, there’s a huge community feel to it,” says Wilk.

Given that the fitness business is all about location, the duo says they got lucky. Orangetheory territories are based on population, and the River District is a prime residential and commercial community right on the waterfront. “We’re in a great area,” says Cannon. “There’s lots of residential, there’s great retailers around there. Number one, you always want to be close to a grocery store. We’ve got great retailers around us.” They worked with a real estate broker to find the right space for their studio and ended up choosing a 3,000-foot space at the base of a new 17-storey residential complex under construction. “We signed our lease in December [2019] and didn’t take possession of our studio until October of 2020. So, we really got to see it from an empty cavity, through hiring the contractors, through all the suppliers and vendors, and then the build process,” says Wilk. Orangetheory supplied the construction team and Cannon and Wilk were very involved in the space layout. At the same time, the franchisees also began their training, which starts at the Orangetheory head office in Boca Raton, Florida. Upon returning to Canada, they worked closely with staff based at the Canadian head office in Edmonton. From February to October 2020, they received weekly coaching from the national presales manager, who works with studios that are under construction. After opening their doors, they received instruction from the franchise business consultant, who provided 12 weeks of weekly calls with feedback on what they should expect throughout the opening process. They then transitioned to bi-weekly calls that focus on operations and marketing. The franchise also provides training support online for both owners and staff through its Orangetheory University. “The training in Florida created a great base, and then, on an ongoing basis, and pivoting during this little

Franchise Canada September | October 2022

THE FIRST YEAR

pandemic, the Canadian office has been a great support as we navigate this unique storm,” says Cannon. Unfortunately, the pandemic was a big part of the story for Cannon and Wilk from day one. Rolling with the punches “Our first day of business, I can vividly remember: February 17, 2020,” says Wilk. “We had nine days to get our team together, and on February 29—it was a leap year— we had our first kickoff party with founding member rates available on a one-day-only basis. We had an unbelievable turnout. So, February 17 is when we first met the team, we trained for nine days, February 29 we had our kickoff party, and March 16 is when we closed our doors with the pandemic.” The franchise remained closed until mid-June, came back in July, then went through the final three months of its sales process in a courtyard outside, where Cannon and Wilk played music, provided sample equipment for customers to try, and gave them a peek inside the studio. They followed up with a VIP party for new members, and an official grand opening on October 10. It appeared their shutdown woes were behind them until the pandemic led them to cease operations again, on November 7. When they opened the second time, they were in their studio, but had to pivot. “We reopened, but under a different format, which is not what Orangetheory is—it’s group fitness training,” says Cannon. “People came in to use our equipment, but we weren’t allowed to instruct any of our classes. That really was challenging, because it’s not our model.” But the new format remained the standard until June 2021, when they could reopen properly. “Since we’ve been back to our format, [we’re] gradually getting our members back who are comfortable loosening the restrictions, and [we’re] working on trying to retain our staff after coming

and going throughout those different months.” Today, the business is thriving despite the delays, with 15 staff members, including six coaches and nine sales associates, who mostly work part-time. Cannon and Wilk are appreciative of the tools and systems provided by head office, which help them concentrate on expanding their own business. “It just allows us to focus more on our business, on growing the membership and growing our staff, rather than putting operational things in place and building systems. Plus, they’re always tinkering with the systems and growing on that side,” says Wilk. In terms of recommendations for potential franchisees, Wilk and Cannon agree their success has been dependent on taking the time to find a great location, and then paying attention to hiring. It’s also important to keep an eye on the numbers, watch expenses, and find strategies to drive revenue. “It’s a sales-driven business,” says Cannon. “You’re constantly looking at marketing and engaging new members, and the success is in retaining those members, in customer relationships.” As a final piece of advice, Cannon and Wilk say that active ownership is key. “It’s not a business that you can do off the side of your desk,” says Cannon. “The most successful studios are the franchisees that are engaged, both in the studio and learning all the operational aspects.” Wilk agrees. “I think our success as a studio comes from having boots on the ground. Dave and I were the ones that were out in the courtyard at the kickoff party, making friends and meeting members of the community,” he says.

Learn more at LookforaFranchise.ca

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

ICONIC BRAND

THE M&M EVOLUTION How franchisees and store overhauls keep M&M fresh (and frozen) in customers’ minds BY DANIEL MCINTOSH

here’s a timeless adage about the nature of life and business: the only constant is change. It’s a line that Dan Vukovich, the senior vice president, international development, legal & franchising for M&M Food Market, leans on when explaining the brand’s development from a traditional meat locker into a forward-thinking franchise operation. “We’ve evolved so much and really accelerated the changes over the last number of years,” says Vukovich. M&M Food Market began as a family-owned operation in Kitchener, Ontario in 1980. M&M Meat Shops, as they were previously known, offered butcher-style service, as an alternative to pre-packaged, grocery quality meats. With growth on the horizon, the founders of M&M turned to franchising as the mechanism to carry out the growth of their modernized butcher shop concept. Today, M&M Food Market maintains 315 storefront locations and 2,600 express locations within retail stores across the country. Although the look and name have changed, the goal of providing restaurant-quality meats and dishes has stayed the same—in fact, they’ve expanded their offering to keep up with changing times. “A big transformation is the rebranding of products that we offer so we reflect the tastes and changes in consumer habits of our customers,” says Vukovich. Delicious developments Although frozen goods and convenience are still the core pillars of the business, everything from the packaging to the shopping experience has changed in the brand’s 40-year lifespan. For example, the menu is constantly evolving to cater to customers’ increased focus on nutrition. “We’ve worked very hard on eliminating artificial flavours, colours, and sweeteners from our menu, and introducing sustainable seafood options to reflect consumer preferences,” says Vukovich.

The shopping experience has also undergone significant changes. The company did away with the counter service, where employees showed and sourced selections from a store freezer. Instead, M&M Food Market stores now rely on a personalized, one-on-one shopping experience, “where you can get assistance when you want it and are able to shop at your convenience.” The brand also consistently rolls out new products to align with changing tastes and ingredient guidelines, courtesy of the food innovation team that experiments to keep the products fresh. “I don’t want to jump the gun, but every year we have new offerings coming in, and we’re pretty excited about it,” says Vukovich. “So, the next launch of our products will be in the fall and will be focused principally around the holidays.” Franchisee focus To keep new M&M products top of mind for consumers, Vukovich relies on the brand’s partners to effectively promote and roll out new marketing in-store, as franchisees are actively involved in their communities and have a strong understanding of their customers’ needs. “Franchisees give the organization roots in the communities

Franchise Canada September | October 2022

ICONIC BRAND

in which we’re expanding into,” he notes. “In our case, with M&M being a family-oriented company, many of our franchise partners are family-owned and operated.” To keep franchisees up to date on all relevant information, including new products, internal expertise teams guide in-class and on-site training for new franchisees. Field area managers guide franchise partners and team members on a day-to-day basis. M&M has also redeveloped the training for incoming franchisees. It begins with a two-week virtual program, followed by a week in-store, assisted by a corporate team member. They also make use of the cloud-based training platform, which provides daily, actionable insights that can be immediately implemented in-store. For franchisees like Heidi and Terry Kugler, M&M presented “the perfect job” for the young family when they started as meal advisors 19 years ago. When their Spruce Grove, Alberta location was up for sale, they jumped at the opportunity to become partners. Now, the Kuglers say the franchise system allows them to reap the rewards of owning a small business. Despite nearly two decades in service with M&M, they note that their partnership training introduced them to tools that they still use today. “The onboard learning program that we use as a company has the tools we need for our businesses and is incredibly useful on a daily basis. If it’s not there, then the training team at head office is there to help the franchise partners.” Grant Assman, who frequented M&M as a customer before becoming a franchisee in Mississauga, Ontario’s Erin Mills neighbourhood, says the revamped store aesthetic and product line impacted consumer awareness, increasing in-store traffic and margins at his location. “The investment that [M&M] made in the rebranding had a major impact on store profitability,” he explains.

The Express locations, stationed within the freezer section of partner retail locations, also help to position the brand in front of communities without a traditional store. “It’s given us a strong presence in communities and has really helped with building and reinforcing the brand across the country,” says Vukovich. Delivery and a new online shopping platform round out their methods for meeting customers where they are. Among the other changes were those implemented in response to COVID-19 measures. Vukovich says that even though he was pleased to be deemed an essential service—being in the grocery sector—there wasn’t a playbook for handling COVID. Beyond implementing new sanitation requirements, M&M doubled down on pre-existing delivery options and focused on internal communications between head office, franchise locations, and consumers. Investing in success The brand also invested in an e-commerce platform in 2021, which allows customers to prepare orders online and franchisees to provide curbside pickup. Assman says their frozen supply created a silver lining during the COVID crisis. “Our struggle was to keep up with the demand, as consumers realized that quality frozen food was a good alternative, as they could limit their potential exposure to COVID by buying frozen food which doesn’t spoil.” Shoppers who were stuck at home during the COVID crisis stocked up on frozen food, resulting in supply concerns. Vukovich says the corporate team strengthened relationships with suppliers to make sure that products were available where they were needed. “We were adapting and innovating on the fly, too, just to make sure that we continued with the quality, products, and service that consumers were expecting.”

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

ICONIC BRAND

Jake and Jessica Dyck, franchise partners from Leamington, Ontario, note how interactions with the corporate team keep them informed throughout their daily operations, which was a definite asset as they faced supply concerns. “We have bi-weekly conference calls as a group with our area manager and our franchise advisory council representative to ensure we are operating at the best level possible,” Jessica explains. “Need help with a specific topic? We have experts in all areas that are an email or phone call away.” Assman is also the president of M&M Food Market’s franchise advisory council, and he sees issues raised by individual franchisees addressed by the corporate team in real time. “The support that the franchisor provides the franchise body is a definite benefit of the M&M system,” he says. “That support comes in many forms, not just support from the area manager, but in development of new products for consumers, understanding consumer trends and needs, marketing, human resource issues, and IT.” As for prospective franchisees, M&M seeks a passion for the social interaction that goes into building relationships with customers. “Based on the roots that we had, and the way the brand was developed, we’re looking for franchisees who have community commitment in their DNA,” says Vukovich. “We typically have locations that have deep and long-standing roots within the community, and we look to develop that as one of our brand strategies.”

Assman adds that passion for the business of food is a great asset. “Although it’s a franchise, you’ll be a small business owner, so be prepared to invest time in your business to make it successful,” he says. “Also, your employees are the face of your business. Ensure that you invest in great staff and allow customers to develop trust and loyalty.” Vukovich concludes with a reminder of that very support system that’s made M&M a name brand. “With all the tools that we have available within the franchise system that we’ve developed over 40 years, and the work that we’ve done with numerous franchise partners, we want to minimize the challenges,” he says. “It just really comes down to individuals wanting to engage with their customers and love what they do and working within the system to achieve success.” For successful franchisees like Heidi Kugler, nothing compares to the feeling of building something of your own, with a strong brand behind you. “Every day I walk across the parking lot and look at the M&M sign, I have to remind myself that it’s ours,” she explains. “I get to watch it grow with hard work and determination.”

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

FIND YOUR FRANCHISE AT FRANCHISE.ORG

Unleash your potential as a franchise business owner. At the International Franchise Association’s website, franchise.org, you can search, select and compare thousands of franchise businesses by industry, investment level and keywords. Check it out today and be in business for yourself, but not by yourself.

SHOW ME THE MONEY

4 FRANCHISES FOR UNDER $50K 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 under $50K. A Buyer’s Choice Home Inspections

Mattress by Appointment

This home inspection brand partners with realtors, homeowners, and home-buyers to provide dependable home inspection services. The successful, tried-and-true business model has made A Buyer’s Choice an industry leader. With 139 franchise units in Canada, it is a wellestablished and trusted brand. Franchisees with A Buyer’s Choice are guaranteed to remain on the industry’s leading edge, with comprehensive and up-to-date training provided by the franchisor. Franchisees have access to the latest technology—from infrared cameras to an advanced report program—a proven marketing system, and regional and national partnerships with services like mortgage and insurance companies that ensure a reliable flow of referral business.

More than 100 years of combined experience backs the Mattress by Appointment brand, which boasts a network of highly experienced industry experts. The unique by-appointment model (made online and by phone) helps customers find a quality mattress while allowing franchisees to set their own hours rather than waiting for customers to walk in the door. Franchisees rest easy with the flexibility to set their own schedule and participate in a low-cost, high-income business model. In addition to an extensive training program, with more than 500 locations in North America, the brand’s network of franchisees are able to connect, share best practices, and help guide one another to success. Franchisees with the brand also have exclusive and protected territory rights and pay no franchise fees, royalties, or training costs.

Learn more at LookforaFranchise.ca

ButterChick Founded in 2017, ButterChick is a QSR/fast casual concept that serves meals inspired by Indian street food, with a menu of curries, snacks, fusion food items, drinks, and desserts. The brand was founded by the family behind KFI, Canada’s top producer of retail Indian sauces and chutneys, when they saw a gap in the QSR market for quality Indian cuisine served quickly. ButterChick’s unique concept uses a “no-chef” operating model that ensures high-quality, consistent dishes without the need for highly skilled kitchen labour. This model also makes the brand pandemic-resistant and delivery-friendly. Franchisees with ButterChick receive comprehensive instore training in food preparation, management, business, recruiting, and customer service. Franchisees also benefit from a vertically integrated supply chain, marketing, and help with real estate and/or construction.

Learn more at LookforaFranchise.ca

Real Property Management The rental housing industry is an essential service that is growing in the Canadian market each year, and Real Property Management is leading the way with more than 35 years of experience in North America. This rental property management brand has a vision to lead and redefine the industry. Franchisees with Real Property Management have access to cutting-edge technology and proven marketing solutions, as well as industry-tested systems and processes. The brand is well-established and trusted by investors to protect their rental properties. This system provides comprehensive training and access to a network of like-minded entrepreneurs, as well as industry experts that can provide insight to franchisees on all aspects of the business.

Learn more at LookforaFranchise.ca Franchise Canada September | October 2022

FRANCHISE FUN

ALL ABOARD THE SMOKE’S POUTINERIE ROCK N’ ROLL GRAVY TRAIN! Mark Cunningham of Smoke’s Poutinerie offers a glimpse into the art of balancing family time with the brand’s plans for GLOBAL DOMINATION!

t’s hard to miss the bold, in-your-face marketing and branding Smoke’s Poutinerie serves up! From the mysterious face of Smoke dotting their ads, to the signature red & black plaid that has become synonymous with the brand. “Smoke’s Poutinerie has taken the iconic Canadian dish and transformed poutine into so much more than fries, cheese curd, and gravy; it’s a whole new food category complete with unlimited variations of topping ingredients to choose from,” says Mark Cunningham. As the brand’s global chief operations officer, Cunningham leads the development and growth of the Smoke’s Poutinerie franchise model. The Ajax, Ontariobased company has made a name for itself through disruptive social media campaigns and epic brand activations like the “Smoke’s Poutinerie World Famous Great Canadian Cross-Country Plaid Gravy Train Fries Curd & Gravy Weird Wild Wacky Poutine Eating Tour 2022,” a

cross-country celebration of the “artery-clogging goodness” Smoke’s Poutinerie brings to the table. Cunningham says the “intensive, high-energy event brought the Smoke’s Poutinerie Rock N Roll Gravy Train to city stops along the route, showing those locations, their communities, and our fans that we’re much more than fries, cheese curd, and gravy!” Since its founding in 2009, the brand has expanded to the United Arab Emirates, with even more locations slated to launch in the Middle East. More than 500 restaurants are planned for traditional and non-traditional locations like airports, zoos, and amusement parks. Cunningham says he’s focused on bringing the “Psycho Circus” to every city and country in the world! Here, Cunningham takes us through the brand’s plans for GLOBAL DOMINATION, and his dreams and family goals, while reminding us of the importance of family and working to live, rather than living to work.

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

FRANCHISE FUN The most interesting thing I’ve done recently is… I decided to build a 22’ by 25’ garden shed on my property as a summer project. It was lots of fun and lots of work. I hope to have it wrapped up by the end of August. It’s always nice to plan and build something that you will use for years to come. In its best form, work is… Having fun, meeting new people, and finding great franchise operators for Smoke’s Poutinerie development that grow into great Business owners for the Brand. A good franchisee… Is focused, driven, and a people person who can deliver the Brand’s Signature Entertainment! We are an Entertainment Company that happens to sell Poutine! A good franchisor… Listens well to their franchise operators, customers, fans, and head office team to drive the company and Brand in the same direction together. My top advice for prospective franchisees is… To take your time in the process, ask a lot of questions, and roll up your sleeves to see how it’s done right. Enjoy the training experience and get ready for a wild ride on our Gravy Train! My top advice for new franchisors is… Set a development plan and take your time with franchise leads. Train them well, support them, and provide leadership. Build a strong Franchise support team. The most important thing in life is… We’re only here for a short time. Enjoy life, family, and friends.

One of the most enjoyable things to do is… Travel and see the world. It’s big and you’ll meet some great people along the way. The hardest thing for me to do is… Disconnect from work and only focus on down time. My favourite drink is… A nice cold pint of Guinness from St. James’s Gate, Dublin, Ireland. If I could change one thing… I would enjoy more of life, as I missed a lot in the past rushing to get to the next project. If I could meet anyone… It would be golfer Rory McIlroy and playing Royal County Down golf club with him. The person who has had the most positive influence on me as a businessperson is… Ryan Smolkin. He represents the Brand every single day with electric energy; he is a great leader and friend. Canadian franchising is… Growing. There is a long runway ahead to grow. Everything you touch will one day be franchised. My franchise interest began because… After many years in restaurant operations and being asked to travel to Dubai, United Arab Emirates to open a Second Cup café that took over a year to set up, build and ship product to. I then moved onto another country (Kuwait) two months later to open their first Second Cup. That was the start of a 12-country development in six years, travelling and visiting another 20 countries around the world for additional new developments. During that time, I also supported Canadian operations and development, and started focusing on nontraditional restaurants and

growing the U.S. market. I look back to those days of travelling more than 120+ days a year with a smile. I am stronger today from all my years working in different countries. The most positive influence on my life as a person is… My father, who always had a smile on his face every day and loved meeting new people. Plus, two great business leaders I worked for over the years: Alton McEwen and Bruce Elliot. The key to success is… Working hard, teaching and coaching the people around you to grow in their roles and driving for results. I’d like my friends to describe me as… A nice guy who is always there when needed. The accomplishment I look forward to the most is… Turning off the laptop for the last time and looking ahead to retirement and spending lots of time with my wife and daughter. My personal motto is… Enjoy the ride of life and have fun every day. One necessary item on my life’s “to do” list is… To spend as much time with my family and enjoy every day with them. My daughter wants to go to Paris, France and I’m looking forward to seeing that and the world through her eyes.

Learn more at LookforaFranchise.ca

Franchise Canada September | October 2022

Q A

ASK A LEGAL EXPERT Where do territory rights begin and end in my franchise? IN THE VAST MAJORITY of franchise relationships, the franchisor will grant some type of territory rights to the franchisee. These territory rights may be limited so the franchisee only obtains the right to operate their business from a specific location. In other circumstances, a franchisor may grant broad territory rights to a franchisee, including the exclusive right to operate the franchised business in a specific geographic territory. No matter what type of franchised business a franchisee is considering, close consideration of the territory rights being granted is a must. The first question that should be considered by a franchisee is whether the territory rights are sufficient for the type of franchised business they are acquiring. The scope of territory rights that a franchisor will offer to a franchisee will vary depending on a number of factors. Let’s use food service franchises as an example. A franchisee of a full-service dining restaurant will often be granted some form of protected radius, which is a geographical area around the franchise where the franchisor will not open a restaurant that operates under the same name and system. The size of this protected radius depends on many factors, including whether the franchised restaurant is located in a large metropolitan area or a smaller town or suburb. On the other hand, a fast food franchise that operates from a brick-and-mortar location will typically involve very limited territory rights, if any at all. Often a fast food franchisee will simply operate the franchised business only from the location identified in the franchise agreement and there will be no territory or protected radius rights granted by the franchisor. From a franchisee’s perspective, the major question in deciding whether a protected radius is needed, and its size, is if they believe that having another franchise of the same type operating in close proximity to their franchise would have any significant negative impact on their business. Franchised businesses that have no physical location, such as home-based or mobile businesses, most typically involve the granting of some form of trading territory to the franchisee. These types of service-based franchisees are typically granted the right to operate the franchised business within a specific geographic territory identified in the franchise agreement. Often, these are fairly large areas identified in the franchise agreement by a map or a reference to postal codes. In these circumstances, there are a number of issues that a franchisee needs to consider, including whether the territory rights are exclusive, meaning they are the

only franchisee of the system who can operate a franchised business in the territory, or non-exclusive, meaning that other franchisees of the system can also provide services in the territory. In addition, a franchisee must consider whether the territory is large enough and contains enough potential customers of the system in order to be successful. The second question that franchisees should consider is what exceptions there are to any territory rights that have been granted. Most franchise agreements that contain any sort of territory protection rights also contain a list of exceptions that often give the franchisor the right to: 1. sell the same or similar products or services on the internet, or through other channels of distribution such as catalogues, vending machines, or supermarkets; 2. establish franchised or corporately-owned units from non-traditional venues such as sports and entertainment facilities, airports, transit stations, and government buildings like hospitals and universities; 3. offer the same or similar products or services to national account customers, typically customers who have locations both inside and outside of the territory being granted to the franchisee. No matter the type of franchise one is considering, the nature of the territory rights being granted is always a significant issue. Franchisees need to carefully review the franchise documents, with the assistance of legal advice, to determine if the scope of the territory rights being granted makes sense for their business, and decide if they are able to accept any exceptions to those rights.

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

Blair A. Rebane Partner and National Leader Borden Ladner Gervais LLP (604) 640-4130 Brebane@blg.com

Q A

ASK A RETAIL EXPERIENCE EXPERT

Why should I use digital signage in my quick service or fast casual restaurant? THE RESTAURANT BUSINESS IS TOUGH. With so much competition, thin margins, and uncertainty throughout the supply chain today, fast casual and quick service restaurants (QSR) must do everything they can to get the most out of each guest. Like any retail business, driving traffic to your restaurant is critical. Increasing the average sale from guests is equally as important. This is where digital menu boards can help your business thrive. Did you know that 70 per cent of purchase decisions at QSRs are made at the checkout counter? This provides franchisees with an opportunity to influence guests as they decide what to order. Some retail industry experts refer to this as the “moment of truth”—the precise moment when a guest is in position to buy. In this moment, the guest looks to the menu board for inspiration on what to eat. Put yourself in their shoes. You’re standing at the QSR counter, stomach rumbling. You scan the menu for something tasty. Suddenly, the menu boards’ screens are taken over by cheese stretching from a hot slice of pizza as it’s pulled from a pepperoni pie. A cup of creamy ranch dressing and an ice-cold drink roll into frame. A bubble pops onto the screen next to the meal, offering “The Perfect Pizza Combo – Only $5.99.” Now compare that scene to one with a static print menu. Which menu do you think would entice her to order the $5.99 combo rather than the $2.99 slice? Of course, the mouth-watering video footage. The appetite appeal gained from digital menu boards leads to higher average sales. When used effectively, digital menu boards lead to a three-to-five per cent sales increase on average, compared to print menus. For a restaurant that generates one million dollars in revenue, that’s a $30,000 to $50,000 lift. Restaurants with digital menu boards also receive higher satisfaction scores from guests, a 35 per cent perceived reduction in wait time, and a 33 per cent increase in repeat visits. Digital menu boards allow QSRs to increase profits for minimal additional costs. As a franchisee, you have a lot to manage. Staff, ingredients, supply chains, point-of-sale systems, and more. Adding another technology element to your operation may seem daunting, but it doesn’t have to be. You can find a reliable company to partner with and take this load off your plate. Investing in the right digital menu board platform empowers you to run your restaurants more efficiently and effectively. Some platforms connect to your pointof-sale system, so pricing and product updates are

automatically reflected on your menu boards. This is even possible on a site-by-site basis, so each store’s menu can reflect what’s in stock, sold out, or on sale at that specific location. Promoting the right items at the right time becomes easier with digital menu boards, too. You can set your menus to automatically trigger relevant promotional content to your menu boards in real time based on a guest’s order. For example, when a clerk enters an order for a cheeseburger, a refreshing ice cream sundae ad instantly pops up on your promotional menu board screen with a message enticing the guest to add dessert to her combo. If you need to drive more traffic to your restaurant, there are other smart marketing tools you should consider. Outdoor-facing digital signage in your storefront window is one impactful way to capture the attention of people passing by. Dynamic video content drives attention and builds appetite appeal more effectively than a static poster. Consider trying this at your sites and see how it increases your traffic count. These are just some of the benefits of digital menu boards and examples of how digital signage can help drive traffic and increase sales. Making the most of every touchpoint with your guests and measuring the impact it makes on your business is essential in helping your restaurant thrive.

Alex Walderman Director of Business Development Avida alex.walderman@avida.ca

Franchise Canada September | October 2022

FRANCHISE TUTORIAL

TUTORIAL 15: THE FUNDAMENTALS OF FRANCHISING

TERM OF AGREEMENT AND RENEWALS ALL FRANCHISE AGREEMENTS HAVE A FIXED TERM. They come to an end. That’s the nature of a licensing relationship. A licence has a beginning and an end. You aren’t buying the right to use the brand, but instead leasing it, like the lease of a commercial space. At the end of the term, you have the ability to renew the agreement for a further term, or you can end the relationship. The length of the term will vary. Often the term is five or 10 years, and sometimes it’s as long as 15 to 20 years. The length of the term is outlined in the franchise agreement. It will often coincide with the length of your lease. The length is dependent upon the total investment amount. If you’ve invested over $1 million, you’ll typically require a longer term than, say, if you invested $100,000. The term should be long enough to pay off your business loans and get a return on your investment. At the end of the term, you typically have an option to renew. The option is usually your choice, provided that you meet the renewal conditions. Such conditions might include: • You’re in good standing and in compliance under the terms of the existing franchise agreement • You’ve notified the franchisor of your desire to renew (typically six months prior to the end of the term) • You sign a current franchise agreement, which may or may not have terms and conditions that are substantially different from the original agreement • You pay a renewal fee • You upgrade your location and equipment to the current standards, specifications, and/or image • You’ve secured a lease on the location • You and your staff complete renewal training • You sign a general release regarding the expiring license agreement Be sure to give the appropriate notice of your desire to renew. If you forget and miss the deadline, the franchisor may assume that you’re not intending to renew and find another franchisee to take over the location at the end of your term. The length of the renewal term is often the same as the original term, but is sometimes shorter. Some franchises allow unlimited renewals, while other franchises only permit one renewal term. Each franchise is different and you need to read the terms of your franchise agreement to get clarity.

Upon renewal, be aware that the new franchise agreement may be substantially different from the original. The franchisor may increase the royalty or other financial commitments, thus changing the financial returns of the business. This is common if it was a new franchisor and you were one of the first franchisees. For established franchisors, however, the financial terms typically remain the same and instead the revisions in the agreement reflect changes in law to more fully protect the franchisor and system-wide interests. There may also be changes to reflect new technology or adjustments to territories to reflect changes in population and demographics. As part of the renewal process, you may be provided with a disclosure document if you’re located in British Columbia, Alberta, Manitoba, Ontario, New Brunswick, or Prince Edward Island. Provincial regulations in general state that a renewal is exempt from requiring disclosure if there has been no interruption in the operation of the business, unless there has been a material change. The fact that you’re being required to sign a new franchise agreement that may be different could be considered a material change. Franchisors are wise to lean on the side of caution and provide full disclosure.

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

(Continued on page 96)

FRANCHISE TUTORIAL

TUTORIAL 16: THE FUNDAMENTALS OF FRANCHISING

RENEWAL FEES AND REDESIGN COSTS WHEN IT COMES TIME TO RENEW your franchise agreement, there will typically be some costs in the form of a renewal fee and redesign or remodelling costs. You’ll want to plan for these costs and be prepared financially when it comes time to renew your franchise agreement for a new term. The costs of renewal will be defined in your franchise agreement. Costs will vary from zero to a few hundred dollars to a percentage of the current franchise fee or, potentially, to the amount of the initial franchise fee. How much the franchisor will charge reflects their attitudes and market conditions. A low fee that basically covers the administrative costs communicates that the franchisor values its franchisees and retaining these relationships. A high renewal fee communicates that the franchisor places a high value on the brand. They know that if you don’t want to renew, they have other prospective franchisees who will gladly assume the franchise. The renewal fee represents the opportunity cost lost by not awarding it to someone else. With many franchisors, the fee is typically somewhere in the middle, representing both of these attitudes. On average, the renewal fee is between $3,000 and $5,000, paid in full at the time of entering into a new franchise agreement for the renewal term. It makes sense for the franchisor to encourage renewals and keep costs to renew low. The alternative is to spend a lot of time, effort, and money on finding new franchisees, finding new locations, and training the new franchisee. There is the potential loss of goodwill resulting from customers who had built relationships with the local franchisee operator, not to mention the strained relationships with remaining franchisees who see their fellow franchisees leaving the system. Upon renewal, there will typically be a requirement to upgrade and/or modernize. This may include changes to the branding elements, equipment and technology, and/ or remodelling the physical premises of your location. This requirement is found in your franchise agreement. If your agreement has a longer term, it may require that changes be made during the term as well, not just at the time of renewal. Franchisors will provide a reasonable amount of time to make the changes, but will often not renew your agreement unless the changes are made. Changes in the system are required in order for the brand to evolve, develop, and remain competitive. Clauses requiring change allow the system to evolve,

while maintaining uniformity and consistency over time. Franchisors will often involve the franchisees and allow them to provide input on the changes through a franchisee advisory council or committee. Examples of changes that might be required could be as simple as repainting the walls and replacing carpet with new colours. The colours that were in fashion in the ‘80s may look very out of date today. There may be strategic changes as well. Drive-ins were popular in the ‘50s, whereas today it’s the drive-thru. Or there may be menu changes. Adding pizza to the menu would require pizza ovens and other modifications to the kitchen. All of these changes are at a cost, ranging from a few hundred dollars, to hundreds of thousands of dollars. Some franchisors will offer financial assistance to facilitate these changes. Some franchise agreements will set a cap as to the cost of these changes, but it’s very difficult for franchisors to forecast what the changes and the applicable costs will be five to 10 years into the future. As a result, the franchise agreement will speak of required upgrades in general terms. Another cost that may be incurred at time of renewal is training to upgrade the franchisee and staff. If there’s new equipment, your employees will need to be trained on the new equipment and processes. You’ll need to cover costs of your staff as they go through the training, as well as paying the travel, accommodation, and meals for the trainer to come to you or, alternatively, for you to go to head office. Before you renew your agreement, have a full understanding of what the total costs are going to be and ensure that you have access to the funds required. Your franchisor will assist you. You’ll want to ensure that you have sufficient time in the renewal term to get a return on your new investment. Successful franchisors will be sensitive to this fact, while at the same time balancing this against the need to keep the brand current and contemporary. It’s in the best interests of the brand and the system as a whole.

Franchise Canada September | October 2022

FRANCHISE TUTORIAL

STUDY QUESTIONS TUTORIAL 15 1. T he length of the Term of Agreement is always 10 years. True or False? a) True b) False 2. You should give notice of your intent to renew your franchise agreement: a) i mmediately after signing your initial agreement b) after the term of your initial agreement has expired c) at least six months prior to the end of your term 3. Upon renewal, your new franchise agreement may be substantially different from the original. True or False? a) True b) False 4. I f you choose not to renew your franchise agreement: a) the franchisor has the right to issue the franchise to someone else b) you give up your rights to use the brand and operating system c) you may not be able to continue to operate the same business independently d) all of the above

(Continued from page 94) If you choose not to renew the franchise agreement, the franchisor has the right to issue the franchise to someone else. You would be giving up your rights to use the brand and operating system of the franchise. Most franchise agreements have a non-competition clause that would prevent you from continuing to operate the same business independently. You would have to go into another line of business, but, after 10 years, you may be ready for a change. In many cases, however, if you’re looking for an exit strategy, you would be better off financially to renew the franchise agreement and sell the franchise assets to a new party and transfer the licence. This allows you to get a greater return on your investment or, in some cases, minimize your losses. Be sure to read and fully understand your franchise agreement with regards to the term and renewal. Have a franchise lawyer review the new agreement and assist you in getting clarity as to your new obligations, which may be substantially different from the ones you had previously. A good understanding of the terms of your new franchise agreement will allow you to better plan your business and your personal future.

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

TUTORIAL 16 1. R enewing your franchise agreement might require updates to: a) b randing elements b) equipment and technology c) the physical premises of your location d) all of the above 2. Some franchisors offer assistance or set a cap for the cost of these changes. True or False? a) True b) False 3. T he cost associated with renewing your franchise agreement: a) is always a few hundred dollars b) is always the same amount as the initial franchise fee c) is always a percentage of the current franchise fee d) varies depending on the franchisor and market conditions 4. You and your staff might have to upgrade your training when you renew your franchise agreement. True or False? a) True b) False Answer Key: 1) c 2) d 3) a 4) b Answer Key: 1) d 2) a 3) d 4) a

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

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

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

2011–2022 Recipient CFA Franchisees’ Choice Designation Contact the COBS Bread Franchising Team E franchise@cobsbread.com P 1 866 838 COBS (2627) W www.cobsbread.com/franchising

We are an international retail beauty company that specializes in eyelash extension services and products in our upscale studios. We have a goal of making you look and feel your best. Eyelashes are one of the easiest things to improve a customer’s overall confidence and beauty. Franchise Units in Canada: 1 Franchise Fee: $69,011 Investment Required: Inquire Available Territories: All of Canada In Business Since: 2011 CFA Member Since: 2021 www.dekalash.ca

JOIN A $6 BILLION INDUSTRY

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

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

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Brilliant Breakfast! Eggsmart’s promise it to serve a great breakfast at great value with high quality ingredients each and every time. We are continuously working with a team of chefs to maintain a menu featuring latest culinary trends utilizing the freshest ingredients. At Eggsmart, we are dedicated to building strong franchise relationships with people who have passion for fresh food industry and a drive to succeed. At over 45 locations country wide, Eggsmart continues to focus on growth. Tariq Noqrashy, Director, Franchising & Real Estate Development (416) 688-9509 • tariq@chairmansbrands.com

Founded in 2019, eSupply Canada Ltd. is an Indigenous-owned online distributor of office, janitorial, and industrial supplies. With an ecommerce site that spans over 500,000 products, we provide our customers with unparalleled product breadth and depth, and ship to homes, communities, and places of business from coast to coast to coast. As an Indigenous company, we not only value but welcome diversity, and the principles we uphold sets us apart from our competition. Request more information at www.esupplycanadafranchise.ca

www.eggsmart.ca

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

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

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

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

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

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

Welcome to the largest Canadian-owned quick serve chicken restaurant and one of the fastest-growing franchises in the country. Mary Brown’s Chicken continues to expand across Canada with over 220+ stores now open. Projections are to reach 300 locations by the end of 2023. It’s a growth plan we’d love you to be part of! Our food is exceptional and our numbers are impressive. In the last year alone, we experienced a remarkable 20% System Sales Growth and over 13% increase in Average Unit Count. Our genuine hospitality, 100% Canadian heritage and Crave Delicious menu keep our Guests coming back again and again. Our Chicken is fresh Canada Grade A, hand cut and hand breaded in-store. Our Taters are also handcrafted in-store from farm fresh Canadian potatoes. Even our Coleslaw is made fresh in-store! Our approach is time-proven, with 50+ years of success dating back to 1969. Add to that our comprehensive Franchisee support including Training, Operations, Financing and Marketing and you’ll see that Mary Brown’s is an exciting opportunity that you don’t want to miss. Email franchising@marybrowns.com and get started today. marybrownsfranchising.com

Franchise Canada September | October 2022

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Maverick’s Donuts began operations in 2016 with one small location in the heart of central Ottawa, spending the first 4 years refining its recipes over and over, and building a name in Ottawa for being the one true “Maverick” of the donut world. When the pandemic hit in 2020, Maverick’s refined its concept and successfully opened its first suburban locations in Ottawa’s west end. With so much hype leading up to its opening, Maverick’s saw its highest single-location sales ever! With sales continuing on strong throughout the pandemic, Maverick’s is the next step in the evolution of what defines a successful retail donut shop. Maverick’s Donuts is now at the forefront of incredible growth. With an experienced team of operations and franchise specialists, along with experienced trainers and support staff, we invite you to learn more about us to see if we are a fit for your business aspirations.

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

www.mavericksdonuts.com/franchise

NiceJob is a reputation marketing platform designed to help franchise businesses get the reputation they deserve on sites like Google, Facebook and more. It’s the easiest way to boost your reviews, referrals and sales. NiceJob is proudly Canadian and used by over 15,000 small businesses. As a CFA member, you’ll receive 40% off your first 3 months, as well as meaningful discounts for multi-location deals. To learn more and to connect with the NiceJob team, please visit https://nicejob.grsm.io/franchisecanada

“PIRI PIRI ROTISSERIE & GRILL”, is a revolution in the Quick Service Restaurant Industry where good, fresh food is prepared in front of customers in a very quick manner. Not fast food, but real authentic home style food, served fast!! Founded in 2012, with 6 restaurants open and 3 in development, Piri Piri Rotisserie & Grill is destined for growth throughout Canada, a unique concept with minimum competition that has proven to work in practice. PIRI PIRI Franchising Inc. is now on the look-out for “Partners in Growth”. Single unit, Area Development and Master franchise opportunities available. Restaurant operators and entrepreneurs are invited to come on board and join a winning concept with global potential! To learn more about this franchise opportunity, visit: https://franchise.piri-piri.ca/

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The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Still family-owned, we have helped hundreds of families open and operate our 145+ locations across Ontario and specialize in hand-tossed, Artisan-style pizzas that are complemented by an extensive menu of proven favourites. Our 59+ years of success continues as a direct result of our uncompromising commitment to providing quality ingredients and product innovation. In 2015 we became the first Canadian pizza company to introduce pepperoni sourced from beef and pork raised without the use of antibiotics or added hormones. We have since expanded our ‘Raised Without Antibiotics’ profile to include bacon, chicken wings, chicken pollini, grilled chicken, and smoked ham. In 2021, we introduced the first pea protein-based pepperoni as a plant-based alternative to our diverse menu, as well as plant-based chick’n bites, thus further expanding our reach to include vegans, vegetarians and flexitarians alike. We provide comprehensive training, easy ordering from our HAACP approved commissary, location identification & design, operations support and innovative marketing initiatives that bring customers through your door. Pizza Nova is the Official Pizza of the Toronto Blue Jays™, Toronto International Film Festival, and the CNE. For more information on Franchise Opportunities please contact Meraj Jamal, Franchise Development Manager Phone: 416-439-0051 ext. 1016 Email: meraj@pizzanova.com

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

TORONTO BLUE JAYS™ bird head design and all related marks and designs are trademarks and / or copyright of Rogers Blue Jays Baseball partnership, used under licence.

Pizzaville is a 100% Canadian owned and operated franchise chain of pizzerias, serving delicious stone-baked pizza and panzerotti to Southern Ontario communities since 1963, under the same ownership since 1979. Stone baking is the original and traditional way to bake pizza and it’s what makes our pizza special. With 86 locations (85 franchisees) and growing, the company is a recognized and dependable brand with a high standard for consistent quality product and first-class customer service. Franchise Units in Ontario: 85 Franchise Fee: $25K Investment Required: $400-$600K (Includes FF) Start-Up Capital Required: $200-$250K Training: Before Opening Support for first 3 months of opening Available: Locations in Ontario (4 new locations) Business Founded: 1963 Current Owners: 1979 Franchising Since: 1980 CFA Member: 2004

Recipe Unlimited Corporation is Canada’s leading full service restaurant company. A nationally recognized franchisor of choice with more than 1,000 restaurants located in more than 300 communities across Canada, including international locations. Home to iconic brands; Swiss Chalet, Harvey’s, St.Hubert, The Keg, Montana’s, Kelseys, Bier Markt, East Side Mario’s, Landing Group, New York Fries, The Pickle Barrell, State and Main, Original Joe’s, The Burger’s Priest, Blanco Cantina, Anjeo, Fresh, and Ultimate Kitchens. 905.760.2244 EXT 2255 FRANCHISING@RECIPEUNLIMITED.COM RECIPEFRANCHISING.COM

For more information or if you are interested in becoming a Pizzaville Franchisee, please email franchising@pizzaville.ca www.pizzaville.ca/page/franchising-info

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RICKY’S ALL DAY GRILL is part of the Ricky’s Group of Family Style Restaurants with 80+ locations across Canada. RICKY’S offers a variety of restaurant franchise options, all with stylized and comfortable décor and innovative breakfast, lunch and dinner menus. • On-going support programs provide the systems and programs your restaurant needs, including a Certified Kitchen Manager Training Program, server training, quarterly area meetings and regional District Managers. • In-house marketing team provides best-in-class promotions • Menu development team keeps the menus fresh, creative and interesting • Integrated or separate lounge adds another profit centre • Customized conversions of existing restaurants/locations • Hotel partnerships with customized designs available • Total investment is between $650,000 and $950,000, depending on location and model PRIME LOCATIONS ARE AVAILABLE ACROSS CANADA Call us at 1-888-597-7272 Email franchising@rickysr.com and ask for an information package. Check out our website: www.rickysfranchise.com

Snap-on® is a world leader in the design, manufacture and marketing of innovative, top-quality, value-added tools, software and services to the automotive, aviation, marine, RV, ATV, and related industries. Our unique network of more than 388 stores in Canada is a crucial link to our customers. As a Snap-on Franchisee you’ll take your well-merchandised “Mobile Store” to your customer’s place of business and provide personalized service and solutions associated with the world-renowned Snap-on brand. Custom business software, franchise financing and customer credit financing is offered. No royalty or advertising fees apply. If you are ready to be your own boss and drive your own future, contact Snap-on today. To learn more about Snap-on franchise opportunities, visit www.snaponfranchise.ca François Le Page National Franchise Manager Francois.LePage@snapon.com | 514-583-7627 Snap-on Tools of Canada Ltd. 6500 Millcreek Drive, Mississauga, ON L5N 2W6

We make restaurants work for you!

Streamline your franchise payments with Telpay’s all-in-one comprehensive electronic payment solution, Telpay for Business. Reduce costs and improve payment workflow by replacing cheques and expensive wire transfers with electronic payments. Make payments to any Canadian and international suppliers, employee payroll direct deposit, government remittances, plus receive money with pre-authorized debits. Schedule a time to chat with us to learn more at sales@telpay.ca. To learn more and book a demonstration, visit www.telpay.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 360 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 360 Minimum cash investment: $100,000 Total cash investment: $186,000 to $207,500 plus working capital. For more information on The UPS Store opportunity, call 1‐888-875-0007 or visit www.theupsstore.ca.

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TINT WORLD® Automotive Styling Centers™ is America’s largest and fastest growing automotive accessories and window tinting franchise, specializing in window tinting, protective films, vehicle wraps, audio and electronics, car and truck accessories, wheels and tires, detailing and ceramic coating, and installation services, and Mobile ServicesTM in marine, residential, and commercial window film, protective coatings, and installation services. TINT WORLD® was founded in 1982 in south Florida and began franchising in 2007 and grew to over 100+ locations in the United States and Canada with a target to have 300 store locations open by 2025. As a TINT WORLD® franchise owner, you’ll enjoy the franchise corporate support in many areas of your franchise including continuous business consulting and operational support; plus, you’ll benefit from unmatched purchasing power, comprehensive marketing campaigns, promotional materials, email campaigns, digital and social media programs, web search engine optimization, and video production to promote business in your area.

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

For franchise info contact: www.tintworldfranchise.com 888-629-8777

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WHAT’S NEXT

DON’T MISS OUR NOVEMBER/DECEMBER 2022 ISSUE! The Franchising Excellence Issue At the Canadian Franchise Association (CFA), we’re pleased to celebrate all the good that franchising can do, from helping enterprising Canadians break into business, to continuing the legacy of long-standing corporations and driving attention toward charities that need our support the most. In the November/ December 2022 issue of Franchise Canada, we highlight extraordinary franchises that have excelled in serving their communities and supporting their franchisees. We also shine the spotlight on the CFA Franchisee of the Year Award winners, providing an inside look at what it takes to build and maintain a thriving franchise business. The Franchising Excellence issue will also include the full roundup of our 2022 CFA award winners and an introduction to our newest association members, in addition to regular department articles featuring inspiring success stories, expert advice from franchise professionals, and much more. Celebrate the industry’s success and look for your next opportunity in this upcoming issue of Franchise Canada!

WATCH OUT FOR THESE EXCITING FEATURES IN OUR NOVEMBER/DECEMBER 2022 ISSUE:* HOSPITALITY FROM HOME: Travel franchises are starting to see more activity following a long period of pandemic-induced economic slowdown. From hotel chains and travel agencies to cruise ships, we look at the myriad of hospitality franchises that are helping Canadians make vacation memories. THE BUSINESS OF BEAUTY: You can’t leave your primping and pampering to just anyone. Luckily, these esthetic establishments are leading the pack when it comes to making Canadians look good while also making strides in franchising. Looking to invest in a spa franchise? We introduce you to a suite of beauty service franchises that are operating with style.

AWARD-WINNING FRANCHISES: The 2022 CFA Awards of Excellence in Franchising recognize franchise brands that have demonstrated exceptional dedication to franchisee relationships. This year, the CFA recognizes grand prize winners Inspiration Learning Center (Traditional Franchises) and EverLine Coatings (NonTraditional Franchises), along with Gold Franchisee of the Year winners Days Inn by Wyndham (Traditional) and Paul Davis Restoration (NonTraditional). MULTI-UNIT FRANCHISING: Want to grow your franchise empire? This primer introduces the basics of multi-unit franchising. We walk through the factors to consider when looking into owning and operating multiple franchise units, including infrastructure, resources, and legal aspects.

NEW MEMBER FOCUS: The CFA is pleased to welcome new members to its community of franchise brands from across Canada. For prospective franchisees looking to break into the industry, one of the new members who joined us in 2022, including emerging and established brands alike, could just be the perfect match for your business needs.

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

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

ADVERTISERS’ INDEX Blanco Cantina................................................... 30 www.recipefranchising.com/ blanco-cantina/

International Franchise Association .............................................................................................. 88 www.franchise.org

COBS Bread............................................................ 34 cobsbread.com/franchising

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

Dairy Queen.. ........................................................... 18 www.dairyqueenfranchising.com

Mamma’s Pizza................................................... 44 www.mammaspizza.com

Deka Lash.................................................................. 22 www.dekalash.ca

Mary Brown’s Chicken.................................. 21 www.marybrowns.com/franchising/ franchise-inquires/

Driverseat.....................................................................9 www.driverseatinc.com/franchise Eggsmart. . ..................................................................... 7 www.eggsmart.com eSupply Canada Ltd. .. ................................. 24 www.esupplycanadafranchise.ca Famoso Italian Pizzeria + Bar............... 19 www.famoso.ca Fatburger................................................................... 35 www.fatburgercanada.com Hallmark. . ....................................................................43 www.hallmark.ca Harvey’s...................................................................... 30 www.recipefranchising.com/harveys/

BRANDS SUPPORTING KIDS AND FAMILIES

Maverick’s Donuts.................................................. .................................................. Inside Front Cover www. mavericksdonuts.com/franchise Neighbourly............................................................ 39 go.nbly.com/CFA NiceJob................................................................ 14-15 nicejob.grsm.io/franchisecanada Piri Piri Rotisserie & Grill............................... 11 https://franchise.piri-piri.ca Pizza Depot............................................................. 44 www.pizzadepot.ca Pizza Nova . . ............................................................... 17 meraj@pizzanova.com

Pizzaville.. .................................................................... 23 www.pizzaville.ca/page/franchising-info Recipe Unlimited............................................... 30 www.recipefranchising.com Ricky’s All Day Grill........................................... 33 www.rickysfranchise.com Snap-on Tools.............................................. 48-51 www.SnaponFranchise.ca Swiss Chalet........................................................... 30 www.recipefranchising.com/ swiss-chalet/ Telpay..................................................................... 12-13 www.telpay.ca The Burger’s Priest. . ......................................... 30 www.recipefranchising.com/ the-burgers-priest/ The UPS Store......................................................... 41 www.theupsstore.ca TINT WORLD®. . ............................................. 52-53 www.tintworldfranchise.com X-Golf............................................................................ 36 www.XGolfCanada.com

Pizza Pizza................................................................ 20 www.pizzapizza.ca/franchising

EDUCATION FRANCHISES ACROSS CANADA

SPECIAL FOCUS ON HEALTH AND BEAUTY MAY | JUNE 2022

A Canadian Franchise Association Publication / FranchiseCanada.Online

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GIVING BACK

Harvesting Goodness

KFC Canada’s Harvest Program is challenging food insecurity and promoting sustainability across Canada BY DANIEL MCINTOSH AT THE END OF THE DAY in any restaurant or food service establishment comes the harrowing issue of disposal. In many cases, all the leftover, unsold product is simply thrown away, despite still being perfectly edible, which can lead to clogged-up landfills, wasted food, and further carbon emissions. KFC Canada has some ideas to mitigate that. Since 2016, KFC Canada’s Harvest program has been committed to donating surplus chicken to local charities across Canada, in addition to the other community initiatives they support on the local franchisee level. “Giving back has been engrained in KFC’s DNA,” says Catherine TanGillespie, the president and general manager of KFC Canada. “The Colonel helped people wherever he went, and we are ensuring this tradition stays alive in Canada through Harvest.” Since the program launched in 2016, KFC has donated more than $292,000 worth of food to 244 charities across Canada. The effort toward curbing food waste doesn’t just start in the restaurants. KFC also addresses the issue at the supply level, only purchasing as much food as it expects to sell based on daily projections. “In situations where we find ourselves with surplus chicken, donating to those in need helps us recover the product and reduce our carbon emissions, while also helping those in need,” says Tan-Gillespie. Beyond food waste, KFC Canada also supports social purposes in franchisee communities. The corporate

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team always welcomes franchisees to contribute to local charities. In the past, partners have contributed to Breakfast Programs of Canada, Skylark Mental Health Foundation in Ontario, and children’s hospitals in their respective territories, further emphasizing good social purpose at all levels of the franchise. In 2020, as the COVID-19 pandemic raged on, and food bank use continued to increase, the Harvest program donations went from KFC only giving out chicken on the bone to sending out wider menu options, including sandwiches, lettuce, and tomatoes, ensuring “every morsel of food goes to our people and our communities.” That year, 85,042 pounds of food was donated to charities across Canada. The pandemic also inspired further action, as KFC Canada urged customers to consider food insecurity through its One Bucket, One Meal initiative. The brand donated one meal for every bucket sold to Food Banks Canada, raising 200,000 meals for those in need in just a week. KFC Canada extended its

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

work to 2021’s holiday season, where they sold holiday sweaters with 100 per cent of proceeds going to Food Banks Canada. It’s all part of KFC’s plan to provide more than finger lickin’ good chicken. “We’re also dreamers who are determined to make a positive impact in any way we can,” says Tan-Gillespie. “Everything we do at KFC ladders up to the values that built this brand — our values around our food, our people, and our planet.” With more than 23,000 restaurants across 140 countries, KFC commands a global presence that puts it at the forefront of development in food systems. Its charitable operations set an example for other franchises to follow. It’s part of what earned the brand the Canadian Franchise Association (CFA)’s Outstanding Corporate Citizen Recognition Award in 2022. Tan-Gillespie says that KFC Canada is committed to expanding its charitable programming in the future. In fact, KFC is continually rolling out more social purpose programs committed to becoming a net-zero business at all levels, from corporate staff to franchisees and restaurant teams. “Our motto is that we are dedicated to feeding people, not landfills,” she concludes. “It’s a win-win.”

Learn more at LookforaFranchise.ca

Franchise Canada September/October 2022

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ASK THE EXPERTS

CFA CODE OF ETHICS

GIVING BACK