FDM December 2018

FranchiseDictionary FranchiseDictionary FranchiseDictionary FranchiseDictionary DECEMBER 2018

FRANCHISEDICTIONARYMAGAZINE.COM

$5.95

THE ABC’S OF FRANCHISING

Hommati Changing the way real estate agents do THE ABC’S OF FRANCHISING business

THE ABC’S OF FRANCHISING

THE ABC’S OF FRANCHISING

Game Changers

Brands that make a difference

42

46 49

IFA President Robert Cresanti on game changers

This franchise is turning heads with a unique service

36 The sky’s the limit for Hommati’s Jerry Clum

Interested in owning a franchise?

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YOUR FUTURE IN FRANCHISING

IS BRIGHT

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Register today for FREE at FranchiseExpoSouth.com USE PROMO CODE DICTIONARY #FranchiseExpoSouth

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con·tents

kən�tents/ noun

1. Your December lineup of stories and features 2. An amazing resource for franchisees

24

86

DEPARTMENTS 12 Letter from the Publisher 14 Letter from the Editor 17 Buzzword

16

What’s trending now.

27 28

Update

30

Legal Advice

32 34 82 84 86

Franchising’s latest headlines.

Franchisee of the Month

Going with a company that's got your back.

How game-changer franchises handle legal issues.

Franchising 101

Franchisors want to know that potential franchisees are a good fit.

Entrepreneur

Renewing a love for science in children.

Interview

Diana Capirano on franchise consulting.

Spotlight

Trending businesses you want to know about.

Last Word

Pizza with a purpose.

December 2018 7

con·tents 52 FEATURES

16

70 44

38 Franchising: The Ultimate Game Changer

By its very nature, franchising is a game-changer and a disruptor.

40 Specializing and how it’s Changed Franchising

Brands are shifting to specializing with staff who are experts in what they offer.

42 Franchising’s Impact Runs Deep

An interview with IFA President/CEO Robert Cresanti.

44 Game Changers: Brands that Make a Difference 46 Turning heads with a unique product 54 Filling a niche in the market 62 Raising the bar on service 66 Helping the community 70 Creating opportunities 74 Ones to watch 77 Unique business opportunities

78 Service

Service businesses have created a haven for people looking to leave the white-collar business world and own a blue-collar business.

80 Breaking Down the FDD: Part Five Items 12 & 20: Territories and Units

8

FranchiseDictionaryMagazine.com

www.ReviewMyFDD.com Providing you

PEACE OF MIND when buying into a franchise!

December 2018 Publisher/CEO Alesia Visconti

Editor-in-Chief Jill Abrahamsen

avisconti@franchisedictionarymagazine.com

editor@franchisedictionarymagazine.com 888-315-9549, Ext 505

VP of Franchise Expansion Joan Winchester joan@franchisedictionarymagazine.com Direct: 610-724-7084

Senior Editor Mary Lynn Mitcham Strom

Director of Franchise Expansion Madhavi Patel madhavi@franchisedictionarymagazine.com Direct: 609-865-5742

Associate Editor Maria Tattoli Web Designer Audra Defalco

DECEMBER CONTRIBUTORS Jonathan Barber, Geoff Batchelder, Diana Capirano, Nancy Friedman, Michelle Hummel, Jessica Melendez, Nicole Micklich, Paul Segreto

on the cover FranchiseDictionary THE ABC’S OF FRANCHISING

FranchiseDictionary FranchiseDictionary FranchiseDictionary FranchiseDictionary DECEMBER 2018

FRANCHISEDICTIONARYMAGAZINE.COM

$5.95

THE ABC’S OF FRANCHISING

Hommati Changing the way real estate agents do THE ABC’S OF FRANCHISING business

THE ABC’S OF FRANCHISING

THE ABC’S OF FRANCHISING

Game Changers 42

46 49

10

Offering innovative services like virtual staging, aerial videos and photography using drones, 3D interactive tours, and virtual reality tours, Hommati gives real estate agents the tools to get their listings noticed.

CONTACT US

Brands that make a difference

IFA President Robert Cresanti on game changers

HOMMATI: A GAME CHANGER FOR REAL ESTATE AGENTS

This franchise is turning heads with a unique service

36 The sky’s the limit for Hommati’s Jerry Clum

Franchise Dictionary Magazine, 345 Route 17 South, Upper Saddle River, NJ 07458 888-315-9549 • info@franchisedictionarymagazine.com

franchisedictionarymagazine.com Entire contents copyright ©2018

FranchiseDictionaryMagazine.com

Love what you do...make a difference

www.littlebeakers.com December 2018 11 To learn more, call 833-KIDS-LAB or info@franchisefoundry.com

let·ter

\�le-tər \ noun

1. A welcome note from our publisher/CEO 2. Alesia Visconti on game changers

People drawn to the franchise industry typically don’t like status quo or limitations.

They like opportunities—both giving them and receiving them. That sentiment is echoed by the entrepreneurs behind the brands recognized throughout these pages: they like to change people’s lives, which as it turns out, changes their own. Robert Cresanti, President and CEO of the International Franchise Association (IFA), expresses that on page 42 in “Franchising’s Impact Runs Deep.” I had the honor and pleasure of meeting Robert at a recent IFA event. Indeed, helping others realize their dreams is a strong creed of the IFA. The idea of dedicating this issue’s theme to “Game Changers” was an easy decision.

Franchises are inherently game changers because they veer away from traditional, limiting paths and instead, create opportunities in exciting and lucrative ways. But coming up with just 100 or so brands? Yikes—that was the difficult part! So, we decided to be game changers ourselves—rather than doing a traditional ranking of brands, we instead looked at things from a different perspective, and came up with our own criteria for inclusion. The Game Changers mentioned and profiled on the following pages meet all or most of the criteria below. With that said, a special note to my team who put this issue together: I also think you all are Game Changers and in turn, enable Franchise Dictionary Magazine to be one as well. And with that, I say congratulations to all!

Yours in FRAN-ship,

Alesia Visconti Publisher/CEO avisconti@franchisedictionarymagazine.com

Game-Changers: • Fill a niche in the market • Raise the bar on service • Help the community • Create opportunity for aspiring business owners • Turn heads with a unique product

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Publisher/CEO Alesia Visconti poses with IFA President and CEO, Robert Cresanti (left) and IFA Chairman, Liam Brown at a recent franchising event.

December 2018 13

let·ter

\�le-tər \ noun

1. A welcome note from our editor 2. The passion for franchising is contagious

At one time, I thought the franchise industry was just about fast food. But now being immersed in this industry, I have learned that franchising is so much more than that. It is a game changer. It changes the way people own businesses, the way people do business, and it changes lives every day. I used to think people were limited by their career choices, but now I see so much opportunity. Thanks to franchising, you never have to be stuck in a job or worry about a career break.

The industry is a big game changer for veterans too, who get a shot at business ownership with discounted franchise fees.

As editor-in-chief of this magazine, I get to talk to people who have changed their lives through franchising. I love hearing their stories and sharing them. My family will tell you that I spend way too much time talking about the merits of this industry. I admit it—I’m obsessed with franchising. And I'm not alone.

To compile this issue of game changers, I’ve had the pleasure of interviewing dozens of entrepreneurs, learning the inspiration behind their concepts, the trials and tribulations of launching their businesses, and the paths that finally led them to franchising. This issue—dedicated to game changers—celebrates these innovators.

On the following pages, we feature 100 brands that have helped reinvent the industry. Some offer a service that makes life easier for people. Others create opportunities for those who never imagined they could be business owners. While some outstanding brands create a culture of community service throughout their franchise system, helping countless lives everyday. You might never have thought of franchising as a game changer, but this issue, and the innovative entrepreneurs inside, promises to change that—and hopefully, a whole lot more.

All the best,

Jill Abrahamsen Editor-in-Chief editor@franchisedictionarymagazine.com

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A franchise opportunity with a built-in customer base > > > > > > >

Low start-up costs 20 years proven success Established clients Impressive sales growth High client demand Excellent support Business-to-business

“WE STRIVE AND THRIVE TO MAKE IT HAPPEN”

www.justletmedoit.com • 704-960-4554

We bring major brands directly to our franchisees

December 2018 15

A business to feel good about • Low overhead • Fast startup • Home-based WE GET THE LINT OUT

We help our customers protect their homes.

Dryers run hot and lint is highly flammable—a dangerous combination. A devastating event can easily be prevented with one simple call to the experts at Dryer Vent Squad.

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• High margins • Recurring revenue

www.dryerventsquad.com

888-DRYER-04 franchise opportunities available

buzz·word

\ 'bəz-'wərd \ noun

1. A compilation of franchising trends 2. What franchise experts are talking about

Breaking the Stereotypes W

ho says that you have to be a man to be a home inspector? Or that millennials can’t be responsible business owners? Not Brigette Malik. This 28-year-old entrepreneur is breaking stereotypes. As owner of a The Inspection Boys franchise in Nassau County, New York, this woman is running a thriving business that has been traditionally dominated by men.

“I come from a family of contractors, so it was a no-brainer for me,” she says. Malik got her start working as a home inspector for insurance companies. She loved the work, but found it difficult going it alone.

She looked at franchising as a way to own a business with a built-in support system and was drawn to The Inspection Boys for its large territories and innovative market-

ing. “I got a gigantic territory that I can grow into,” she says.

Malik enjoys advising potential home buyers and helping them avoid pitfalls. “It’s very rewarding work,” Malik says.

As a new mother, Malik is happy that her business can be run from home, and she can book jobs around her schedule.

As far as being a woman in a male-dominated industry, Malik has it figured out.

“I am as capable as any man. My training prepared me for the work. While some folks don’t expect a young woman to be a home inspector, they quickly realize that I know what I am doing.”

For more information, visit www.theinspectionboys.com.

—Jill Abrahamsen

December 2018 17

buzz•word Tradeshow Happenings Our team had a blast at the Atlanta Franchise Show in November.

We got to check out some new brands and meet up with old friends.

For more information, visit www.franchiseshowinfo.com

1 2

3

4

Show Time UPCOMING SHOWS Visiting trade shows is a great way for investors to meet franchisors face-to-face. Below are some you’ll want to put on your calendar.

5

The Franchise Show www.USFranchiseShows.com.

January 11-12, 2019 World Trade Center Boston, MA Franchise Expo South www.mfvexpo.com January 24-26, 2019 Greater Fort Lauderdale / Broward County Convention Center Ft. Lauderdale, FL

6 1. Founder and CEO of www.stemtree.com, “Dr. Bell” poses with our November issue.

2. Editor-in-chief, Jill Abrahamsen enjoyed giving out magazines and talking to aspiring business owners.

3. Expert Chris Conner educates show attendees about the benefits of franchising.

4. Patchboys.com COO Curt Swanson (left), and CEO/founder Leo Goldberger tell visitors about the benefits of their home-based franchise.

5. Newly franchised, www.theoriginalhotdogfactory.com is turning heads with a creative twist on an old favorite.

Founder Dennis McKinley (left) and Ijeoma Onuosa are enjoying their creative hotdogs.

6. “Executive Leprechaun” Lori OBrien gave out samples of the adult alcohol-infused ice cream she serves at the newly-franchised www.daddyosicecream.com

The Franchise Show www.USFranchiseShows.com.

February 16-17, 2019 Meadowlands Exposition Center Secaucus, New Jersey IFA2019 International Franchise Association's Annual Convention www.franchise.org/convention February 24-27, 2019 The International Franchise Association’s Annual Convention is franchising's biggest event for business development and personal growth.

Mandalay Bay Las Vegas, NV

December 2018 19

buzz•word

GET REAL WITH YOUR BUSINESS EMAILS Writing is a task that is harder for some and easier for others. In business, people tend to get too formal and stiff. Before composing, think about your writing voice. The goal is to convey your thoughts the way you would if you were talking.

Try this: “Did you get that warranty paperwork yet?”

Instead of this: “Please allow this correspondence to inform you that the warranty paperwork dated ….”

But not like this: “Dude! What’s up? Yo, listen dawg, that warranty paperwork is headed your way STAT!” There is a comfortable middle ground known as business friendly, and it’s the proper voice to use when composing a business email message.

Nancy Friedman is a popular speaker and author of nine books on customer service and sales.

Contact her at 314- 291-1012 or nancy@telephonedoctor.com or visit www.nancyfriedman.com 20

3 Must-Haves for a Lead-Generating Website Are you getting phone calls from your website? Are visitors filling out online forms to learn more? Are people finding you on the first page of a Google search? A good website will drive sales while you sleep. Here are three must-do tips to ensure your website is working for you.

Clearly communicate the problem you solve.

On average, you have three seconds to make a great first impression on a new website visitor. So work fast and clearly communicate the problem you solve on your homepage, without requiring anyone to scroll down. Be clear about which areas you serve and why customers should choose you.

Create a long homepage, so visitors can scroll.

Since more Web traffic is coming from mobile phones and those users tend to scroll ver-

sus click, design your website with a longer homepage. Think about the most important pages of your website and make sure you can enter them from your homepage. These sections can include testimonials, blog topics, case studies, explainer videos, pictures of your staff/ products/portfolio, calls-to-action to “read more.”

Grab email addresses.

Think of the most powerful giveaway you can offer in exchange for a first-time user’s email address. This could be an e-book, free consultation, coupon, contest entry, free trial, anything. Since users don’t give away contact information freely, its important to have a very strong offer.

Michelle Hummel is CEO of Web Strategy Plus. Contact her at michelle@webstrategyplus.com, visit www.WebStrategyPlus.com. or call 877-224-0478

Interested in exhibiting? Please contact Joan Winchester at joan@franserve.com / 610.724.7084

FRANCHISING & YOU Saturdays at 9:30 a.m. est on blogtalkradio.com

Dream it. Wish it. Do it.

SPONSORED BY

December 2018 21

buzz•word

Winning a contest was a game changer for this veteran Army veteran David Linhart never really thought he was going to win when he entered a contest for a free franchise. “I thought it would be cool, but I never won anything, so I threw my hat in the ring and didn’t think about it again until I got a call that I was a finalist,” says Linhart.

Arizona master franchisees Wayne Borelli, a disabled Air Force veteran, and his wife, Samantha, awarded Linhart the business. They opened the contest to veterans and offered a free Husse franchise. Linhart was chosen and took ownership on Veterans Day 2016.

Originally founded in Sweden in 1987, the company is now growing throughout

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the United States. This low-cost, homebased business delivers all-natural dog and cat food to customers.

Paying it forward, business ownership has enabled Linhart to help others. He gives his time to an organization that sends troops packages from home. He recently worked on a project called “Bones From Home,” which sends care packages to our four-legged heroes who serve.

Linhart is thrilled with the way things worked out. A pet enthusiast, he is a great fit. “This business is thriving. We are now serving 171 animals and growing.”

Learn more at www.husse.com.

—Jill Abrahamsen

Water is for Swimming not for basements

The Water Damage Restoration

NO GOOD-BYE, ‘TIL IT’S DRY www.thedryboys.com • 844-99-DRYBOYS December 2018

23

buzz•word

The ultimate game changer How Jibu uses franchising for the greater good Jibu is a game-changer if there ever was one.

Founded by Galen and Randy Welch in 2012, Jibu uses a franchise model to bring safe drinking water to millions of families in Africa. The company found a way to purify, bottle, and sell water at a price that is affordable to the urban poor—significantly less than bottled water—yet still profitable for franchisees.

Jibu is quickly scaling a network of locally owned franchise business owners, starting in urban areas of Uganda, Rwanda, and Kenya.

Many of these franchisees are young women.

The anchor product is affordable, convenient, high-quality drinking water. Their market is the vast millions of families living in communities unable to afford many of life’s most basic necessities.

Jibu franchisees make money aiding communities and generating hundreds of new jobs. In 2016, the company was accepted into UNH’s Social Sector Franchising Accelerator

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program, which helps companies refine their systems with help on franchisee selection, motivation and engagement, as well as teaching the skills needed to build a strong sales culture in a developing country. It also exposes university students to the world of franchising through participation as student researchers and assistants.

Working in conjunction with the International Franchise Association (IFA), UNH paired Jibu with Peter Holt, CEO of Joint Chiropractic, a member of the IFA’s Social Sector Task Force.

Drawing on a wealth of franchising experience, Holt was able to advise the company on issues he had worked through before. “Jibu faced many of the same problems that most commercial franchises do. There was a direct application from the industry in resolving Jibu’s issues,” he says.

Learn more at www.jibuco.com ­­—Jill Abrahamsen

contactus@webstrategyplus.com

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FranchiseDictionaryMagazine.com contactus@webstrategyplus.com

up·date

\�əp- dāt\ noun �

1. The latest headlines in the franchise industry 2. Quick news bites to inspire you

A paw-fect ending

»

PET SUPPLIES PLUS DONATES MORE THAN $20,000 TO HELP ABUSED AND NEGLECTED ANIMALS Pet retail franchisor Pet Supplies Plus recently stepped in to help the team at a Knoxville, Tennessee, animal shelter after the organization rescued 119 Yorkies, Chihuahuas, and other smaller-breed dogs from a horrible puppy mill last month. In an effort to get the dogs back to good health, Pet Supplies Plus donated more than $20,000 worth of products and supplies. The corporate team from Pet Supplies Plus was able to provide wet dog food, deworming medicine, flea/tick prevention collars, bandages, medical supplies, beds, food bowls, and other necessary grooming supplies, such as brushes and nail trimmers.

December 2018 27

fran·chi·see \ fran-chī-zē, -chə-\noun

1. An outstanding franchise owner 2. Going with a company that's got your back JAY & CHRYSTAL GREEN

JUST LET ME DO IT! Commerical Services Greater Albuquerque, NM Area

W

By Jill Abrahamsen

e’ve heard it said over and over, “Franchising is being in business for yourself, but not by yourself.” And that is exactly why Jay and Chrystal Green decided to invest in Just Let Me Do It! Commercial Services—they wanted support.

“Even though I was very handy, I was a little hesitant. I wasn’t sure I had the skills needed to run this business,” says Jay. After meeting with founders Colleen and Curtis Pyle, Jay’s mind was at ease.

In fact, he couldn’t wait to get started. “Their enthusiasm was contagious,” he says. The Greens took ownership in April 2018. Today, they run the greater area of Albuquerque, New Mexico. “Right out of the gate, we were impressed. We had tremendous support, thorough training, and everything we needed to be successful,” says Jay. As founders, the Pyles take franchisee support seriously. Just Let Me Do It! Commercial Services is a 24-hour business, and one night Jay found himself in need of assistance at 2:00 a.m. Curtis answered the call right away and talked him through the job. Jay was relieved and impressed. “You just don’t find that level of 28

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“Right out of the gate

we were impressed with the level of support and training.”

commitment everyday,” says Jay. Jay and Chrystal run their business out of their home and they’re able to juggle the work while still keeping their day jobs. Jay plans to take on business full-time fairly soon. “I didn’t think the work would pick up as quickly as it did,” he says. We had jobs in the first week of opening, and we didn’t have to do any marketing. Corporate has relationships in place with major retailers and restaurants, and we reap the benefits,” he says.

Another reason the Greens chose Just Let Me Do It! was for the flexibility. “Since most of the clients are major retailers, a lot of the work can be scheduled during off-hours, and within our time frame,” says Jay. “We also like that corporate takes care of all the back-office tasks, so we can focus on the business at hand.”

The Greens are looking forward to growing the business.

“We couldn’t be happier.”

For more information, visit www.justletmedoit.com.

The Greens enjoy running a business together (opposite page and top). Just Let Me Do It! co-founder Curtis Pyle shows franchisee Jay Green the ins and outs of the business during training (above).

December 2018 29

le·gal·ese /lēgə’lēz/noun

1. The formal and technical language of legal documents that is often hard to understand.

2. Straight talk from Jonathan Barber

How Game-Changer Franchises Handle Legal Issues

G

ame-changer franchises are filling niches, raising the bar on service, helping communities, building cult followings, creating opportunities for others, and generally turning heads everywhere. Aside from growing their franchises, game changers are truly interested in their franchisees’ well-being, and so they’re also rethinking how they view—and handle—legal issues.

Instead of dropping the hammer and collecting, game-changer franchisors are electing to help franchisees get past hurdles. Here, we’ll show you a few ways franchisors are changing the game and looking out for their franchisees on the legal front. Incidentally, this strategy is great for business because when the system works together, the brand takes off.

THE FRANCHISEE-FRIENDLY FRANCHISE DISCLOSURE DOCUMENT We all know that the franchise disclosure document (FDD) is flat-out hard to read. Even though the federal franchise rules require FDDs to be “written in plain English,” lawyers just have a field day typing up run-on sentences chock full of four-syllable words. At the end of the drafting process, the franchisor has a 200-to-300-page document that they don’t fully understand.

Fortunately, there is a growing movement, 30

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particularly among younger, more entrepreneurial franchisors, to keep FDDs short, sweet, and to the point. My firm has recently drafted a few that, including the franchise agreement and all exhibits and addendum, come in at (or under) 100 pages. While the FDD and franchise agreement are at the heart of the franchisorfranchisee relationship, there is so much more that goes into running a successful franchise.

The FDD shouldn’t be something that scares away prospective franchisees. In fact, it’s the franchisor’s biggest sales piece, and it should be drafted and treated like that.

HANDLING FRANCHISEE PROBLEMS A “default” occurs when a franchisee breaches the terms of his franchise agreement. Traditionally, when a franchisor caught wind of a franchisee doing something wrong, the franchisor would send a Notice of Default and then, if warranted, terminate that franchisee’s franchise agreement. Now, however, there is a growing trend among newer, younger franchises, in which the franchisor is more willing to work with franchisees to fix things.

A great example of this is when a franchisee gives a franchisor notice that the franchisee will not be able to meet its financial obligations

“Game-changer franchises are rethinking how they view— and handle—legal issues.”

for one reason or another. The franchisee may have cash-flow issues, staffing problems, or even personal things going on that could lead to this problem.

At this point, a franchisor has two options.

On one hand, the franchisor could put the franchisee in default and proceed with terminating their franchise agreement once the opportunity arises. Then the franchisor could legally go after the franchisee for past due royalties, liquidated damages, attorney’s fees, and other expenses through the franchisee’s personal guaranty.

That could be devastating to an individual franchisee and his family. Nevertheless, this has happened many, many times in just about every franchise system out there.

On the other hand, the franchisor also has the option to work with the franchisee. The franchisor could waive, reduce, or defer royalties for a

few months. He may even send some support staff to help the franchisee operate the business more efficiently. The franchisor could even facilitate the sale of the business to another franchisee or someone outside of the system. In certain cases, the franchisor may even opt to buy the business and take it on as a corporate or affiliate location. These options show that the franchisor puts the health of the overall franchise system and its individual franchisees above its own interests.

Jonathan Barber exclusively practices franchise law as a partner at Barber Power Law Group, in Charlotte, North Carolina. He has assisted hundreds of clients world-wide with their FDDs and franchise purchases. Barber also represents emerging and established franchisors. Contact Barber at 980-202-5679 or JBarber@barberpowerlaw.com.

December 2018 31

fran·chis·ing \ fran-chī-z-ing \verb

1. The right to sell a company’s goods or services in a particular area 2. Covering the bases with Paul Segreto

TWO-WAY STREETS

R

Franchisors want to know that potential franchisees are a good fit

ecently, a group of people inquired about a franchise opportunity with a fast-growing, emerging brand my firm had been representing for the past year.

The candidates were financially qualified for several locations. We had multiple calls, including an FDD review, and on every call the group’s focus was on location and getting started ASAP. Despite their aggressive nature, we kept them on course and guided them through the process. During Discovery Day, they met the brand’s founders for the first time.

Here’s where things went south. The five candidates kept themselves busy talking to each other. They spent their time scribbling notes, running numbers, talking about location, all amongst themselves. They made no effort to speak with the founders, ask them questions, or interact at all. They merely told the founders how they should change this or revise that—and how they’d like to do so when they opened their business.

Seeing how quickly this meeting was going off course, we tried to create interaction 32

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between the parties. The founders worked hard to engage with the candidates, asking questions, trying to determine if there was a fit. When a founder asked the group, “Why this brand? What do you like about it?” The response was cool: “We know we can make money and when we do, we’ll commit to other locations.”

A day later, the group had signed a letter of intent on a location, procured a cashier’s check for the franchise fee, and they were ready to sign the franchise agreement that very day. The franchisors, however, weren’t interested. They didn’t believe these individuals would follow the processes and procedures the founders had meticulously developed and invested in for more than eight years. The founders knew their system was working quite well, as evidenced by high customer satisfaction and great unit economics including excellent profit margins. Long story short: They rejected the candidates.

This scenario isn’t uncommon—in fact, it’s unfolding more and more as franchisors are focusing on finding the right candidates

for their franchises. Processes have evolved from applications and financial qualifications to evaluations of whether candidates are right for the franchise system and with where the system is today. Want to own a franchise?

Start by working on your relationship with the franchisor.

COMMUNICATION IS KEY A statement frequently heard is the franchise relationship is interdependent—the franchisor and the franchisee are dependent upon each other. Your success is our success, and our success is your success. Franchisors are emphasizing strong foundational components of relationships built on open, two-way communication, as opposed to the old cliché, “You’re in business for yourself, but not by yourself.” Many believe the franchise relationship is like a marriage, complete with a courtship before the I do’s.

Candidates are known to push through the process entirely focused on whether the opportunities are right for them. They give little to no thought about the franchisor’s perspective. Many believe the franchisees are the only ones making big commitments in ‘buying’ the franchise. They think the franchisor should be grateful, never giving thought

to what that franchisor brings to the table.

Franchisors want to know that their franchisees are good fits for the brand—and for them, too. That’s where my group of candidates went wrong. The founders passed on their application because they believed the values they worked so hard to build throughout the brand—the ones their franchisees instilled every day—would ultimately be missing under this group’s management.

Had they tried to demonstrate that they were team players and interested in a relationship that worked both ways, the outcome could have been different. Learn from their mistake: A little genuine interest in the franchisors—along with the brand—could be the most important step toward sealing the deal.

Paul Segreto is a recognized entrepreneur, franchise and small business professional. His expertise includes startups and turnarounds, strategic planning, business and franchise development, branding, social media and digital marketing with primary focus on restaurants and service-driven businesses.

Segreto founded Franchise Today podcast in 2009 and Franchising & You podcast in 2018.

He is CEO of the Franchise Foundry. Contact Segreto at paul@franchisefoundry.com

December 2018 33

en·tre·pre·neur änn-trə-p(r)ə-'nər\noun

1. One who manages and assumes the risks of a business 2. Renewing a love for science in childen

U

By Jill Abrahamsen

ber-smart, passionate, humble, and caring are qualities that

are hard to find wrapped up in the same package, but the combination perfectly describes entrepreneur Cinttya Morgan. Founder of Little Beakers Science Lab for Kids, Morgan developed an innotive business concept that gets kids excited about science.

“I knew I wanted to be a scientist since I was little. My mom gave me a chemistry set when I was nine years old and I was sold,” she says.

As a highly-regarded research chemist with a Masters in chemical engineering and materials science, Morgan developed several patents in the polymer and aerospace industries. She loved her work, but knowing how science is taught, she became concerned for the future of her field. “Kids learn by doing, not by memorizing facts from text books,” she says.

“There needs to be more fun to spark excitement in science. Hands-on learning is the way to go.”

Morgan created something that could include as many kids as possible by making the services affordable and accessible. Little Beaker’s “open lab” is a walk-in service with no appointment necessary.

Children and caregivers can explore the lab, choosing experiments from the “Little Beakers Procedures Book.” Kids have fun creating and testing polymers, volcano-like reactions, the physical effects of rockets and tornadoes, and explosions.

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Pricing is about $12 per hour. Memberships are also available. There are many revenue streams for franchisees including classes, camps, and special events, like birthday parties, parents’ nights out, along with group events like field trips.

Morgan is quick to point out that this business is not about performing goofy science shows. “This is a hands-on science lab where everyone joins in the fun of creating and learning.”

A 3,000- to 4,500-square-foot space is needed to house Little Beakers, but the location doesn’t have to be prime retail.

“Sometimes schools will bring in groups of 150 kids, so we need a big space. Business parks are perfect,” Morgan says.

Morgan would like to partner with people who are passionate about kids, learning, and science, although no specific scientific background is necessary.

Morgan loves what she created and is so excited for the future. “Kids are inspired.

They get to do everything themselves and get messy. What’s nice for parents is we clean up the mess.”

For more information, email info@franchisefoundry.com or visit www.littlebeakers.com

“Kids learn by doing. Not by

memorizing facts from text books.�

Entrepreneur Cinttya Morgan is passionate about instilling a love for science in kids (top). Children get a handson experience with Little Beakers Science Lab for Kids.

December 2018 35

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FRANCHISING The Ultimate Game Changer

Y

by Alesia Visconti

ears ago, a traditional career plan went something like this: Go to school, get good grades, get a job, work hard (for someone else), do your job for 30 years, and retire (whether you really want to or not). Franchising says, “nonsense!” to all that. By its very nature, franchising is a game changer and a disruptor.

It’s easy to understand why owning a franchise is so appealing: It’s the American Dream. Being your own boss, owning your own business, and being in charge of your own destiny is what most people want. Franchising enables that dream to become a reality.

IT’S POSSIBLE In the past, owning a franchise was often out of reach. Numerous brands required sizable investments, plus upfront money for expensive leases in prime locations. Nowa-

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days, though, with so many home-based or small-storefront franchises, ownership costs can be incredibly manageable. And there are more choices than ever. While food brands are often the first to come to mind, the reality is so many options exist—more than 80 subcategories, in fact. Which franchise you own really comes down to personal preference.

While it’s true that the ‘newest and hottest’ brands on the market create a lot of excitement and buzz—and can provide outstanding opportunities for early investors— there is also great merit in owning what we call legacy brands, those brands that have stood the test of time. These brands know how to re-invent themselves, and they excel in staying current. Whether you prefer to get more on the ground floor of an emerging brand—a diamond in the rough—or find the security of a legacy brand more suited to your goals, the flexibility, freedom, and financial rewards of owning your own business and being your own boss are very rewarding.

GET IN THE GAME The franchise industry is certainly a game-changer for stay-at-home-moms.

Home-based brands allow them the best of both worlds—being business owners who can provide for their families and doting moms who can be there for their kids. These women can scale up when their kids go back to school without fretting about gaps on

their resumes or being seen as dinosaurs in their fields.

Another game-changing aspect of franchising is that there’s no mandatory education level as a prerequisite. People with varying levels of education can do well as franchise owners and prosper in their businesses. This provides opportunities for a vast array of talented people.

Veterans are another group that view the franchise industry as a game changer. The franchise world recognizes that veterans typically make outstanding franchise owners, and the symbiotic relationship has long been in place. Many brands participate in the VetFran Program, which offers financial incentives for veterans for starting their new franchise businesses.

Of course, anyone who has been downsized or laid off can also benefit from the franchise industry. As corporate budgets shrink, incredibly talented people have less opportunity for stability, let alone advancement and financial security. Franchise ownership is a beacon of light in an otherwise cold and lonely tunnel.

Perhaps the biggest game-changing aspect of franchising is the work-life balance franchise ownership offers. Being your own boss and designing your own future impacts all areas of your life, from finances to family time. For many, that is the biggest—and the best—game changer of all.

Alesia Visconti has 20-plus years helping others find their career bliss. She is the CEO of FranServe Inc, the world’s largest franchise consulting & expansion organization. Her motto in life is “work hard, play hard, help others, repeat.” She and her expert team of franchise consultants are passionate about helping others achieve their dreams of business ownership through franchising. Alesia is a self-proclaimed nerd and loves all things “superhero.” For more information visit www.franserve.com. To reach Visconti, call 800-206-5454 or email avisconti@franserve.com

December 2018 39

Specializing

by Jessica Melendez

...and how it's changing franchising A

t one point or another, you’ve probably heard this figure of speech: “Jack of all trades, master of none.” But that phrase doesn’t just apply to people. Businesses used to operate along that premise, too. Think of huge department stores that sell absolutely everything, or big gyms with all kinds of exercise machines available, even salons that offer hair, nails, and a slew of other beauty services. Well, good news: Times are changing.

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“No where is franchise

specialization more prevalent than in service-based industries.”

Today you’ll find a market of niche small businesses—hubs that specialize in one expertise. Franchising is no stranger to this business concept; in fact, many brands are shifting to specializing in one product or service with staff who are experts in what they offer. It makes sense as customers get expertise and businesses benefit from lower overhead costs—niche businesses typically require fewer staff members, smaller spaces (less rent!), and fewer supplies. No wonder the movement has evolved so fast.

No where is franchise specialization more prevalent than in service-based industries. Take fitness, for example. For a while now the industry has pigeonholed exercise, offering fitness studios that specialize in one type of fitness: spinning, yoga, boxing, and so on. More recently, rowing gyms, like City Row, have come on the scene. They use rowing as the main calorie-burning exercise. Who would have thought that rower you see in most Cross-

Fit Gyms would be the next big thing?

The beauty industry is benefiting, too.

When Allie Webb, the founder of Drybar salons, came up with the idea of having a salon that offered only blowouts, she encountered plenty of nay-sayers who thought she would fail. With salons all over the country, Webb made Entrepreneur’s “100 Brilliant Ideas of 2010.” Webb paved the way for other blow-dry salons, and now you can see a variety of franchises that focus on one service—and being the best at it.

The home-service industry is another example of specialty service businesses.

Take The Patch Boys, for instance, which focuses on repairing holes and cracks on walls—that’s it. The Dryer Vent Squad focuses solely on dryer-vent cleaning and iTrip focuses exclusively on property management of vacation rentals. These are just a few specialty concepts out there, and if this trend continues to grow, soon we will be surrounded by a bunch of experts in their own crafts.

A trainer and mentor for FranServe, Inc., the world's largest franchise consulting firm, and the CEO of WestStar Franchise Group, Jessica Melendez coaches and educates prospective franchise owners and helps them find businesses that align with their personal and professional ambitions. As a franchisor and president of Dryer Vent Squad, Melendez has first-hand experience in all aspects of franchising, which makes her an excellent resource for prospective franchisees. Contact Melendez at 915-202-8272 or Jessica@weststarfranchisegroup.com

December 2018 41

“One of the great joys of my job is seeing

opportunities created and lives changing for the better. It happens every day through franchising.”

FRANCHISING’S IMPACT RUNS DEEP An interview with IFA President/CEO Robert Cresanti

J

By Jill Abrahamsen

ust like some of the most inspired entrepreneurs we’ve interviewed, Robert Cresanti is bursting with excitement for what he does. As the President and CEO of the International Franchise Association (IFA), he lives and breathes franchising. It’s not just his job, it’s his passion.

When Cresanti learned that this issue of Franchise Dictionary Magazine was dedicated to game-changing franchise brands, he was thrilled. Cresanti was quick to point out, though, that franchising, by definition, is a game changer. “It helps people. It turns lives around. It affords opportunities to those who might not have had them otherwise,” he says. “It gives everyone a fair chance at the American Dream.”

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IFA President/CEO Robert Cresanti (left) is passionate about franchising because it gives “everyone a fair chance at the American Dream,” he says. IFA's annual convention brings together more than 3,000 franchising professonals who join together to learn, network, and share best practices (above).

According to Cresanti, franchising is particularly beneficial for immigrants. “Through franchising, first-generation Americans can find enormous success in this country, creating better lives for themselves and their families,” he says. “Immigrants are willing to work hard and follow a system—and there’s a big payoff. There are many success stories about people who came to this country with nothing and rose to success through franchising.”

Beyond creating wealth, franchisors help communities in unique ways—another game-changing aspect. Cresanti and the IFA recognize those efforts through Franchising Gives Back’s annual awards program. “From supporting Little League baseball teams, to donating food for homeless shelters, to organizing marches for cancer research, franchise businesses give back to their communities. Big or small, the combined local contributions of franchising create a significant impact worldwide,” he adds. “Franchising Gives Back recognizes the leaders who are giving back

to move communities forward and inspiring their peers to do the same.”

Cresanti is very enthusiastic for the future of franchising. “The future is very bright and as a community we can guide it. One of the great joys of my job is seeing opportunities created and lives changing for the better. It happens every day through franchising,” he says. “We want to see everyone get their piece of the American Dream.”

Celebrating 56 years, the International Franchise Association is the world’s oldest and largest organization representing franchising worldwide. IFA works through its government relations and public policy, media relations and educational programs to protect, enhance and promote franchising and the more than 733,000 franchise establishments that support nearly 7.6 million direct jobs, $674.3 billion of economic output for the U.S. economy and 2.5 percent of the Gross Domestic Product (GDP).

For more information, visit www.franchise.org

December 2018 43

• Filling a niche in the market • Raising the bar on service • He ness owners •Turning heads with a unique product • Filling a community • Creating opportunity for aspiring business owne market • Raising the bar on service • Helping the community heads with a unique product • Filling a niche in the market • R opportunity for aspiring business owners •Turning heads with bar on service • Helping the community • Creating opportunit product • Filling a niche in the market • Raising the bar on ser piring business owners •Turning heads with a unique product Helping the community • Creating opportunity for aspiring b a niche in the market • Raising the bar on service • Helping th ers •Turning heads with a unique product • Filling a niche in t ty • Creating opportunity for aspiring business owners •Turnin BRANDS THAT Raising the bar on serviceA• Helping the community • Creating MAKE DIFFERENCE a unique product • Filling a niche in the market • Raising the b by owners The Franchise Dictionary for aspiring business •Turning heads with a unique pr Staffopportunity for aspiring b • Helping the communityMagazine • Creating a niche in the market • Raising the barEach onoffers service • Helping th very franchise is a game-changer. an opporfor business with much less risk—and much more ers •Turningtunity heads withownership a unique product • Filling a niche in t going it alone. Franchise ownership has changed ty • Creatingsupport—than opportunity for aspiring business owners •Turnin lives for the better. Some brands have a commitment to community.

Raising the Others bar on service • Helping community are market disruptors, coming on the the scene with innovative • Creating concepts. •And there area those that offer and solve a unique product Filling niche in niche the services market • Raising the b for consumers. for aspiringproblems business owners •Turning heads with a unique pr On the following pages, we celebrate 100 brands that are mak• Helping the • Creating opportunity for aspiring b ing community a difference. Our team reviewed several-hundred exceptional franchise businesses before finalizing list.on These brands satisfy a niche in the market • Raising the our bar service • Helping th criteria (below), and we categorized each brand by its strongest ers •Turningour heads with a unique product • Filling a niche in t feature for ease of reading. ty • CreatingGame opportunity for aspiring business owners •Turnin Changers: • Fill a niche in the market Raising the bar on service • Helping the community • Creating the bar on service a unique product• • •Raise Filling a niche in the market • Raising the b Help the community for aspiring business heads with a unique pr • Createowners opportunity•Turning for aspiring business owners • Turn heads with a unique product • Helping the community • Creating opportunity for aspiring b a niche in the market • Raising the bar on service • Helping th 44 FranchiseDictionaryMagazine.com ers •Turning heads with a unique product • Filling a niche in t

Game Changers E

elping the community • Creating opportunity for aspiring bus niche in the market • Raising the bar on service • Helping the ers •Turning heads with a unique product • Filling a niche in t • Creating opportunity for aspiring business owners •Turning Raising the bar on service • Helping the community • Creating h a unique product • Filling a niche in the market • Raising the ty for aspiring business owners •Turning heads with a unique rvice • Helping the community • Creating opportunity for ast • Filling a niche in the market • Raising the bar on service • business owners •Turning heads with a unique product • Filling Turning heads withopportunity a unique product he community • Creating for aspiring business ow brands will on makeservice you look twice with 46 These the the market • Raising bar • Helping the commun an eye-catching product or unique service. ng heads with a unique product • Filling a niche in the market Filling afor niche in thebusiness market owners •Turning heads w g opportunity aspiring Check out these who recognized a need and 54• Helping bar on service theinnovators community • Creating opportunit answered it with a specialized product or service. roduct • Filling a niche in the market • Raising the bar on servi businessRaising owners •Turning heads with a unique product • Fillin the bar on service These brandsopportunity offer a service that helps people. he community for aspiring business ow 62• Creating They pride themselves in the customer experience. the market • Raising the bar on service • Helping the commun ng headsHelping with a the unique product • Filling a niche in the market community amazing business franchisors goowners above and •Turning beyond g opportunity aspiring heads w 66forThese to serve theirthe communities. bar on service • Helping community • Creating opportunit roduct • Filling niche in the market • Raising the bar on servi Creatinga opportunities business owners •Turning heads a unique product • Fillin jobs and makingwith business ownership more 70 Creating accessible is opportunity what sets these brands he community • Creating for apart. aspiring business ow the market • Raising Ones to watchthe bar on service • Helping the commun ng heads with product • Filling niche inhave the market They may be new to franchising, but a these brands 74a unique the right stuffbusiness to compete with the big •Turning guys. g opportunity forallaspiring owners heads w bar on service Helpingopportunities the community • Creating opportunit Unique•business roduct • Filling niche in the market Raisingoffer the bar on servi traditional franchises, these• companies 77a Not unique modelheads for business ownership. business ownersa•Turning with a unique product • Fillin he community • Creating opportunity for aspiring business ow December 2018 45 the market • Raising the bar on service • Helping the commun

n the market • Raising the bar on service • Helping the commun arket•Turning heads with a unique product • Filling a niche in pportunity for Turning heads with a unique product • Filli Creating opportunity for aspiring business owners• Filling a

Hommati

The story behind Hommati is part love story and part entrepreneurial journey. Innovator Jerry Clum was living alone in a very large house after his kids went to college. He decided to sell, and, in the process, he fell in love with his real estate agent. Soon he was inspired to create Hommati, an ingenious new franchise that lets real estate agents use cutting-edge technology to sell homes.

“I convinced my real estate agent to have dinner with me, and we hit it off right away.

Being business-minded professionals, we often discussed our work and we would share our frustrations concerning our respective indus46

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tries,” he says. “In learning about some of the newest challenges in the real estate industry, I saw a huge opportunity to be able to build a business model around it. For me, the bigger the problem, the bigger the opportunity. And this was a good one.”

Clum did his research, including going out in the field with real estate agents, and came to the conclusion that he could fill a niche with a unique business model. He launched Hommati in 2017. Offering innovative services like virtual staging, aerial videos and photography using drones, 3D interactive tours, and virtual reality tours, Hommati gives real estate

nity • Creating opportunity for aspiring business owners • Fillin n the market • Raising the bar on service • Helping the commu ing a niche in the market • Raising the bar on service • Helping niche in the market • Raising the bar on service • Helping the

“In learning about some of the newest challenges in the real estate industry, I saw a huge opportunity to be able to build a business model around it.” agents tools to get their listings noticed quickly.

“Millennials are going to be the majority of home buyers soon. They were born using technology and expect a digital experience in almost everything they do,” Clum says. “Now, 92 percent of homes are being found on the Internet. Why show a picture of a vacant house when you can virtually stage it?

It makes all the difference and is significantly less expensive and more efficient than physical staging.

With Hommati, we are setting the trend rather than following one. We are adding tremendous value for real estate agents by offering them more ways to market homes and to get leads at a cost that is unprecedented. It’s a win-win for all.”

Offering franchise opportunities since January

Innovator Jerry Clum (inset picture, opposite page) created Hommati, a franchise business that offers innovative ways to help real estate agents get their listings noticed more quickly. Services include virtual staging, aerial videos and photography using drones, 3D interactive tours, and virtual reality tours.

2018, Hommati is growing quickly with 30 territories already awarded. “While we want to grow quickly, we feel it’s important to control our growth and only award franchises to the candidates that best fit our model. We are very particular about who is awarded a franchise.

We’re looking for franchisees who are extremely passionate about this concept, who are good communicators, and who want to follow a system,” Clum says.

A home-based model, Hommati franchisees enjoy low overhead, quick ROI, and recurring revenue.

Investors can run the business as owner-operators and scale as they grow. “There is really nothing else like it out there. We are changing the way real estate agents do business.”

Learn more at www.hommati.com

December 2018 47

n the market • Raising the bar on service • Helping the commun arket•Turning heads with a unique product • Filling a niche in pportunity for Turning heads with a unique product • Filli Creating opportunity for aspiring business owners• Filling a

THE FUN BUS It’s not everyday that you see a shiny, bright green school bus driving down the road. Offering the ultimate in mobile franchising, THE FUN BUS brings fun, fitness, and learning to children in schools, daycare, and at special events. Owners enjoy low overhead and quick ROI with this home-based business. Learn more at www.funbuses.com

Diesel Barbershop A self-described “mancave for haircuts,” Diesel Barbershop is a modern-day version of the corner barbershop. Customers get services like the signature “Diesel Plus” (haircut, neck shave, shampoo, scalp massage, hot towel face treatment, and shoulder massage), while they watch sports on TV, play video games, or enjoy a local craft beer or soda. Learn more at www.dieselbarbershop.com

Schooley Mitchell Schooley Mitchell acts as a go-between for businesses and their vendors, helping them get reduced rates on operational services such as cable, telephone, and shipping. It’s a no-brainer for customers, because most services are offered on a contingency basis, where the client only pays a portion of their savings realized through Schooley Mitchell’s advice. Learn more at www.schooleymitchell.com

Poke Burri With creative menu items like sushi donuts, tempura fried bacon, and pizza-shaped sushi, Poke Burri is turning heads with unique offerings. The newly franchised, Atlanta, Georgiabased restaurant is getting lots of attention on social media.

Learn more at www.pokeburri.com

nity • Creating opportunity for aspiring business owners • Fillin n the market • Raising the bar on service • Helping the commu ing a niche in the market • Raising the bar on service • Helping niche in the market • Raising the bar on service • Helping the

Bio-One Bio-One is a game-changer franchise and then some. As a bio-hazard and decontamination service, the franchise turns heads by offering unique services. Among other jobs, the company safely cleans up after homicides and suicides, takes care of messes left by hoarders, properly removes medical waste, disposes of rodent waste, and disinfects areas affected by rats, mice, pigeons, cockroaches, and other rodents.

This niche business allows entrepreneurs to own a business with low overhead and high profit margins. While Bio-One may not be for everyone, it is a business to feel good about.

With a company credo “Help First, Business Second,” Bio-One is dedicated to helping people

“We make a difference instead of just making a living.” in times of crisis. “We make a difference instead of just making a living,” says Jason OBrien, president and CEO of Bio-One, Inc. Bio-One is in demand—and it often makes headlines. When a gunman opened fire on a crowd of concert-goers at Las Vegas’ Mandalay Bay back in 2017, Bio-One took care of the cleanup. “We were hired directly by the FBI. Several of our franchisees responded to the call, putting their families and businesses to the side to help,” says OBrien. “Our culture is a family-like atmosphere. It’s a camaraderie similar to what you would find in the military.”

Though Bio-One’s services may be unique, many people want in. In fact, OBrien turns down potential investors on a regular basis. “If a potential franchisee is only interested in the bottom line, we will look elsewhere,” he says. “While there is a lot of potential to make a lot of money, we want to parter with people who are committed to helping others. That’s what we’re all about.”

Learn more at www.biooneinc.com

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n the market • Raising the bar on service • Helping the commun arket•Turning heads with a unique product • Filling a niche in pportunity for Turning heads with a unique product • Filli Creating opportunity for aspiring business owners• Filling a

Senior Helpers Town Square An innovative adult day care, Senior Helpers Town Square is a simulated village made to look like it’s from the 1950s. With a goal to trigger memories for people with dementia, the centers contain a number of vignettes that offer interactive activities for seniors, such as a full-service 50’s diner (top, left) and a movie theater that plays classic films. Using what's called “reminiscence therapy,” Senior Helpers Town Square uses these prompts to help elicit long-term memories, reduce anxiety, and improve mood and sleep quality in those with dementia.

Learn more at www.shtownsquarefranchise.com

Smoke’s Poutinerie Serving a new twist on the classic Canadian dish poutine, Smoke’s Poutinerie’s menu consists of gravy-covered fries loaded with a variety of more than 30 toppings. This fast-casual dining experience draws huge crowds, especially with the young, downtown, urban population. Learn more at www.smokespoutinerie.com

Blue Moon Estate Sales Putting a franchise system behind an estate-sales business was just what the fragmented market needed. With standardized systems in place, Blue Moon Estate Sales professionalized the industry. Franchisees benefit from mutual collaboration and indepth training. Learn more at www.bluemoonestatesales.com

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nity • Creating opportunity for aspiring business owners • Fillin n the market • Raising the bar on service • Helping the commu ing a niche in the market • Raising the bar on service • Helping niche in the market • Raising the bar on service • Helping the

Maui Wowi® Hawaiian Coffees & Smoothies A mobile smoothie and coffee shop, Maui Wowi brings a little Aloha to tournaments, festivals, concerts, and even indoor events with a wheeled “Ka’anapali Cart.” Founders Jeff and Jill Summerhays built the business to provide their ’ohana (family) a healthy alternative to sugar and fat-laden foods that are typically found at events. Learn more at www.mauiwowifranchise.com

Options For Senior America Offering a low-cost business that helps seniors stay at home longer, Options for Senior America delivers unique services including its seven-day “live-in” program, which enables a more comforting and cost effective way of providing seniors 24-hour coverage. Learn more at www.optionscorp.com

Row House Row House offers an updated workout with an old favorite—the rowing machine. This boutique fitness gym offers group classes and an efficient, low-impact, high-energy, full-body workout for any fitness level.

The goal is to unite people of all shapes, sizes, and abilities through a love of rowing. Learn more at www.therowhouse.com

Vapor Galleria Getting in on the movement away from tobacco, Vapor Galleria offers unique vaping stores and e-Liquid tasting bars. Their proprietary products and e-liquids are manufactured in their own labs to ensure consistency and quality control. Learn more at www.vaporgalleria.com

B. GOOD Just like the name suggests, B. GOOD has a mission to make a positive change in the fast-casual space by serving healthy, sustainably sourced, and hand-prepared fresh food. Sourcing as much as possible from local, independent farmers, they are committed to social and environmental impact. Learn more at www.bgood.com

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n the market • Raising the bar on service • Helping the commun arket•Turning heads with a unique product • Filling a niche in pportunity for Turning heads with a unique product • Filli Creating opportunity for aspiring business owners• Filling a

Cinnaholic The folks at Cinnaholic offer more than just your average “old fashioned” cinnamon roll. They serve the ultimate do-it-yourself cinnamon roll. Customers can choose from a variety of frosting flavors and add as many toppings as they like. The result is an eye-catching, Instagram-worthy concoction, that turns heads and keeps folks coming back for more.

An added bonus: The rolls are vegan. Learn more at www.cinnaholic.com

9Round

9Round answers the demand for a fun and efficient exercise routine.

Members get a full-body workout that combines cardio and resistance training by going through a 30-minute circuit of nine stations. Franchisees enjoy a fast-growing business with low cost of entry. Learn more at www.9Round.com

Kono Pizza

Much neater and more portable than a traditional slice, Kono Pizzas are cone shaped and filled with fresh, quality ingredients.

Offered as a mobile concept, franchisees can set up shop at concerts, festivals, and sporting events. Kiosk models are also available. Learn more at www.konousa.com

Waters Edge Wineries Waters Edge Wineries enables an investor to start up his own winery in a retail setting. The company considers it a “micro-winery,” since you won’t grow or crush grapes like at traditional vineyards. Instead, you outsource those functions to a network of growers, which lowers the cost of ownership. Learn more at www.watersedgewineries.com 52

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nity • Creating opportunity for aspiring business owners • Fillin n the market • Raising the bar on service • Helping the commu ing a niche in the market • Raising the bar on service • Helping niche in the market • Raising the bar on service • Helping the

Sharkey’s Cuts for Kids Once a dreaded necessity for both parents and kids, haircuts are now a fun activity for the whole family. While getting a trim at Sharkey’s Cuts for Kids, children can sit in novelty chairs, watch cartoons, or play video games. Sharkey’s also offers haircuts for parents. Learn more at www.sharkeyscutsforkids.com

K9 Resorts Daycare & Luxury Hotel

Think a five-star hotel for dogs is over the top? Think again. This fast-growing franchise is turning heads and winning over customers by offering highend services like luxury boarding and hospital-grade ventilation systems.

Learn more at www.k9resorts.com

Challenge Island Challenge Island gets kids interested in learning by taking an innovative approach to teaching STEAM (science, technology, engineering, math, and art). Creating age-appropriate themed challenges, inspired by the ones from the hit show “Survivor,” Challenge Island enables kids to have fun while developing important life skills such as collaboration, compromise, resilience, and critical thinking. Learn more at www.challenge-island.com

Clean Juice Clean Juice founders Landon and Kat Eckles were looking to live a healthier lifestyle and spend more time with family. In doing so, they created Clean Juice, the only juice franchise that is USDA certified organic. This fast-growing brand has gained a loyal customer base for its high-quality, fresh ingredients and excellent service. Learn more at www.cleanjuice.com

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che in the market • Raising the bar on service • Helping the com heads with a unique product • Filling a niche in the market • R a unique product • Filling a niche in the market • Raising the b a niche in the market • Raising the bar on service • Helping the

Bar-B-Clean If your grill isn't properly cleaned, harmful carcinogens and food particles can be transferred to your food. Bar-B-Clean provides a simple solution with a professional grill-cleaning service.

Having a clean grill keeps the family healthy, deters critters from visiting, prevent fires, and can extend the life of your grill. Find out more at www.bar-b-clean.com

Experimac Macintosh owners tend to be very brand loyal, but those devices can be pricey. Experimac created a solution by offering a service that buys, sells, and repairs used Macintosh computers, laptops, and mobile devices. The company is big on service and prides itself with its warranty. Their pre-owned certification program gives customers “the premium Apple products you love, without the premium price.” Learn more at www.experimac.com

BirthdayPak BirthdayPak franchise owners work with local business owners to feature their brand in a uniquely mailed gift package sent directly to women in their community. It offers first time and continued engagements with upscale businesses and an exclusive group of affluent consumers. Learn more at www.birthdaypakfranchise.com

Blo Blow Dry Bar Blo Blow Dry Bar caters to women who want a quick, convenient, blow-out service. Rather than having to schedule an appointment, women can walk in and freshen their looks after work or on their way out on the town. Guests choose from signature styles featured in the Blo “hair menu,” from smooth and straight to runway-inspired curls. Learn more at www.blomedry.com

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The Patch Boys The innovators at The Patch Boys saw a hole in the market—and in walls—and filled it with a simple, yet brilliant concept. The company provides drywall repair services that are typically too small for contractors and a nuisance for most homeowners. This home-based business offers low overhead and high margins. Find out more at www.thepatchboys.com

RX2Live RX2Live franchisees partner with doctors and help them grow their businesses by offering add-on services like chronic-care management, weight-loss programs, genetic blueprinting, and thermal imaging. Find out more at www.rx2live.com

Aussie Pet Mobile Offering the ultimate in convenience for pet owners, Aussie Pet Mobile brings grooming services for cats and dogs right to a customer’s home. The experience is less stressful for pets and a time saver for pet parents. Franchisees enjoy recurring revenue and flexible schedules.

Find out more at www.aussiepetmobile.com

CertaPro Painters Any homeowner can tell you that service from local painting companies can be hit or miss. CertaPro Painters has changed that by putting a franchise model in place. Delivering top-notch customer service, CertaPro respects customers schedules by arriving on time and completing work efficiently and neatly. Find out more at www.certapro.com

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Showhomes

First impressions count—especially when it comes to selling houses.

Showhomes recognizes this and offers a way to sell homes faster. They match high-end vacant homes for sale with people who own beautiful furniture, artwork, and accessories, and need temporary housing. They also offer live-in professional caretakers who keep homes in show-to-sell condition. Learn more at www.showhomesfranchise.com

GYMGUYZ Filling a need for more convenient and accessible workouts, GYMGUYZ brings the gym to the customer. GYMGUYZ comes to a client’s home, office, or even to a public place and delivers a customized workout, while leaving no room for excuses. Learn more at www.gymguyz.com

Pool Scouts By franchising pool services, Pool Scouts is professionalizing the industry. Customers no longer have to wait around wondering if the pool guy will show up or go out of business before the season is over. Learn more at www.poolscouts.com

Green Home Solutions Residential air pollutants can wreak havoc on your health, and many times victims feel ill and don’t know why. Draperies and carpets can contain mold, airborne allergens, and off-gasses which cause symptoms like headaches, fatigue, skin infections, asthma, and even neurological issues.

Green Home Solutions recognized the problem and has built a franchise business around solving it by using plantbased enzymes to get rid of mold and odors. Find out more at www.greenhomesolutions.com 56

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Screenmobile Ripped window and door screens come with the territory if you have children or pets. And while fixing screens is relatively easy in the scope of home repairs, you still need to find the right person to do the job. Screenmobile comes to a customer’s house and fixes the screen on the spot. For franchisees, it’s a very simple model and a business that’s in demand.

Learn more at www.screenmobile.com

HomeVestors / We Buy Ugly Houses Selling homes can be challenging. And for those who want to sell a house quickly, it’s not a simple undertaking. We Buy Ugly Houses buys homes in any condition and offers cash. The demand is huge. From the need to sell an inherited property quickly, to relocating or job transfer, to divorce, there are lots of reasons folks use the service. Learn more at www.homevestorsfranchise.com

NerdsToGo We have become increasingly reliant on technology and computers, so when one of these devices doesn’t operate correctly, we need help. NerdsToGo offers a convenient and responsive way to get devices fixed with a 24/7 service that comes to you. Learn more at www.nerdstogo.com

101 Mobility Delivering solutions for people that are faced with limited physical mobility, 101 Mobility sells, rents, installs, and services products to give people full access to their homes and more. Products include stairlifts, ramps, and residential elevators. Learn more at www.101mobility.com

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The Flying Locksmiths The Flying Locksmiths franchise offers all-inclusive security services. They handle jobs ranging from replacing door hardware to installing high-tech security systems. The company prides itself in delivering fast and friendly service. They consider themselves to be a blend of old school ideals and newage technology. Learn more at www.flyinglocksmiths.com

Spray-Net Spray-Net delivers on-site factory painting solutions that save time and money. The result is a permanent factory-finish that looks just likenew—not repainted. One sprayed application results in the equivalent of four brush and roller coats, but in a fraction of the time. Learn more at www.spray-net.com

Outdoor Lighting Perspectives Outdoor Lighting Perspectives (ODL) helps people make their landscapes look beautiful. Trained outdoor lighting designers focus on highlighting all the best features of a property to increase curb appeal and create a welcoming ambiance. A holiday decorating service adds an additional revenue stream. Learn more at www.outdoorlights.com.

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Monster Tree Service Trees are big business and Monster Tree Service is taking full advantage by franchising services. Monster is committed to trimming, pruning, or improving the health of trees rather than removing them. As certified arborists, they can transplant large trees effectively and safely. Franchisees enjoy repeat business and may have opportunities to enter into government contracts.

Learn more at www.monsterfranchising.com

InXpress InXpress helps small and mid-sized businesses grow by providing access to best-in-class shippers at discounted rates typically offered only to large corporations. The carriers benefit by outsourcing some of the customer service to InXpress, and the franchisees earn money by finding customers who are looking for a combination of lower costs and better service. Learn more at www.inxpressfranchise.com

Real Property Management Real Property Management gives property investors peace of mind with professional, reliable service. Learn more at www.propertymanagementfranchise.com

HOODZ A properly cleaned kitchen exhaust system means cleaning beyond what you can see.

Grease travels throughout the entire exhaust system. Poor ventilation of grease and the failure to adequately clean it, can contribute to the rapid spread of fire. HOODZ offers a solution with a mobile cleaning service. Learn more at www.hoodzinternational.com

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Saladworks Saladworks is big on customer service and is always trying to improve. It provides fresh, made-to-order, entrée-sized salads as a quick and healthy meal for consumers on the go. Saladworks goes the extra mile with online ordering, and Interactive Allergen Menu. Learn more at www.saladworks.com

WOW 1 DAY PAINTING Creating "Wow" by delivering speed and quality, WOW 1 DAY PAINTING is putting a new spin on a traditional industry. Customers don't even smell paint fumes after the job is done since they use zero VOC paint, which is better for breating and for the environment. Learn more at www.wow1day.com

Furniture Medic Furniture Medic fixes rips, tears, knicks and all the other unpleasant things that happen to funiture over time—either from regular wear and tear, a house full of children and pets, or damage from fire or water. Technicians come to the customer's house and do the work right on site, saving time and money. Learn more at www.furnituremedic.com

FirstLight Home Care FirstLight Home Care prides itself in offering an excellent customer experience. The brand is dedicated to client happiness, peace of mind, and quality of life. The ClientFirst program matches caregivers to clients based on interests and hobbies, so the initial transition goes smoothly. Learn more at www.firstlighthomecare.com 62

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Tutor Doctor Knowing that everyone has different learning styles, Tutor Doctor offers an at-home tutoring service giving personalized lessons that meet each student’s needs and learning abilities.

They work with students of all ages from children through adults. Franchisees enjoy recurring revenue with a home-based business they can feel good about. Learn more at www.tutordoctor.com

Snapology Snapology is all about learning through play. The goal is to teach STEAM (science, technology, engineering, art, and mathematics) in a hands-on, interactive way. Snapology’s curriculum allows students to progress and explore at their own pace. This low-cost, home-based, mobile business teaches robotics and STEAM principles through classes, camps, and parties. Learn more at www.snapology.com

The Cleaning Authority An Eco-friendly company, The Cleaning Authority is committed to protecting the environment, using only environmentally responsible or sustainable cleaning products. Their "Detail Clean” program goes deep in certain areas on a rotating basis. Learn more at www.thecleaningauthority.com

The inside coup Creative franchisees will enjoy running The inside coup. A high-end direct mail magazine with a catalog look and feel, it provides cross media solutions including mobile, digital, email and social technologies for powerful, data driven marketing campaigns. This home-based business delivers ROI for its advertising partners and a solid recurring income for franchisees. Learn more at www.theinsidecoup.com

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Husse

No need to lug those giant, 40-pound dog food bags around when you can call Husse. Originally founded in Sweden in 1987, Husse sells and markets a wide range of premium quality dog and cat food, cat litter and various accessories throughout the world. They deliver the products with Husse vans directly to the customer's door with no extra charge. Using top-quality, human grade and GMO free ingredients to produce super premium quality food for dogs and cats, this home-based business has low overhead and offers a flexible schedule. Learn more at www.husse.com

Delta Life Fitness The innovators at Delta Life Fitness recognized the need for quick, effective, and convenient workouts for women. They provide childcare and make the classes super accessible and effective. Their tone-and-torch workouts burn more calories in less time. Members use battle ropes, kettle bells, and a machine that simulates flipping tires. Learn more at www.deltalifefitness.com

Lice Lifters A lice infestation can cause even the calmest parents to freak out. Lice Lifters understands that and makes the experience much less stressful. Experienced, certified and compassionate lice technicians use an all-natural treatment service for head lice removal. Putting kids—and parents—at ease, customers can enjoy snacks, movies and wi-fi while they are getting combed out. Learn more at www.licelifters.com

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Class 101

Class 101 helps high school students get into better colleges and qualify for higher amounts of scholarships and financial aid. Often, students don’t get enough, or any, financial aid and end up at the wrong school. Class 101 offers a unique program to address this issue. Starting in 10th grade, students work individually with college planners and meet once a month for hour-long sessions throughout the year. The sessions prepare the student to take ACT and SAT tests, improve GPA, and work on building a large list of schools that are potential fits.

Learn more at www.class101.com

Fitness Machine Technicians Fitness Machine Technicians specializes in the maintenance and repair of equipment for commercial and home exercise facilities. They are very customer focused and are committed to delivering reliable repair and preventive maintenance services with a quick turnaround time. Franchisees enjoy quick start ups with low overhead. Learn more at www.fmtfranchise.com

Stemtree

Breaking away from the traditional classroom setting, Stemtree offers a one-on-one learning environment that enables students of all abilities to become confident, capable learners. The after-school program provides hands-on activities that reinforce key concepts and empower students to be creative, think critically, and be better problem solvers After-school pick up is available for an added level of service. Learn more at www.stemtree.com

Corporate Caterers Click, deliver, eat is the simple concept that Corporate Caterers brings. Easy on-line ordering has helped Corporate Caterers gain a loyal base of thousands of corporate clients across the country. Offering a family friendly schedule to franchisees, only breakfast and lunch is offered on weekdays. Learn more at www.corpcaterers.com

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Huntington Learning Center Back in 1977, founder Eileen Huntington gave up her safe, tenure-track career as a teacher to start a tutoring business. She saw how kids struggled with basic writing, reading, and math skills and knew she could make a difference. The company continues her mission to give every student the best education possible. “We have created an industry that changes lives every day. We have created multimillionaire franchisees, who are leaders in their communities. We helped improve the lives of hundreds of thousands of students and families,” says Huntington. Learn more at www.huntingtonhelps.com

Kona Ice Shaved ice is their business, but fundraising is Kona Ice's mission.

Every year, franchisees raise millions for community organizations across the nation. Among Kona's many programs is CANS FOR KONA, a canned food drive that helps schools raise money and TEAM UP, a program that helps local sports teams purchase items like new jerseys and equipment. Find out more at www.kona-ice.com

LearningRx Learning RX helps struggling students with reading, memory, attention, and learning with their innovative “brain training” programs. Through a series of intense—but fun—mental exercises, the program works on the way the brain thinks, learns, reads, and remembers. Find out more at www.learningrx.com

Big Blue Swim School With the goal to encourage transformations in kids, Big Blue Swim Schools teaches basic swim skills and helps children develop important life skills like courage, perseverance and hard work.

Learn more at www.bigblueswimschool.com

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SOLDIERFIT The goal for the team behind SOLDIERFIT is to create a sense of family and community with workout programs that incorporate strength, cardiovascular, endurance and core training. Members get unlimited access to the gym and body assessments every 30 days. Founder Danny Farrar encourages franchisees to help the community. A veteran himself, he created www.platoon22.org to raise awareness about the suicide epidemic facing our Veterans and First Responders. Learn more at www.soldierfit.com

Sport Clips While this niche hair cutter is all about sports and treating their customers like MVPs, community servce is at the core of Sport Clips. Through their Haircuts with Heart programs, Sport Clips’ Team Members embrace charitable endeavors. Sport Clips stores across the nation have worked together to raise nearly $5 million for the VFW Foundation through their annual “Help A Hero” fundraiser. Learn more at www.sportclips.com

ComForCare Home Care

With a mission to help people live their best life possible, ComForCare helps people stay in their homes longer. They assist with everyday activities while maintaining one’s sense of freedom, dignity and connections to friends and family. Their DementiaWise® program engages and enhances the lives of people with Alzheimer’s disease and other forms of dementia and gives support and education to the family. Find out more at www.comforcare.com

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Office Pride Committed to a high level of customer service, this faith-based commercial cleaning service honors God first in all they do. Their core values include respect, honesty, integrity, loyalty, accountability and doing the right thing. The company prides itself in growing people and has a high employee retention rate as well as a loyal customer base. Learn more at www.officepride.com

i9 Sports With a goal to instill a love of sports in children, this homebased franchise offers youth sports leagues, camps, and clinics that are more fun than competitive with a focus on sportsmanship. Kids develop athletic ability, a love of team sports, and an understanding that how you play a game is as important as the score. This is a feel-good business for anyone who likes to be around children and develop relationships. Learn more at www.i9sportsfranchise.com

Mosquito Joe With a motto of “making outside fun again,” Mosquito Joe provides a service that improves the quality of life. Customers are grateful to enjoy time together outside without the concern of being bitten or exposed to diseases. Franchisees get extensive training and support with a low-cost franchise fee that has a fast start-up and recurring revenue. Learn more at www.mosquitojoe.com

911 Driving School If you're a parent, you probably know that kids will listen to other adults before they listen to you. And when it comes to teens and driving safety, you want your kids to listen—very carefully. That is the premise behind 911 Driving School.® Every instructor at 911 Driving School® is a police officer, firefighter or EMT. 911 Driving School® was founded by a police officer and designed to be staffed by public safety personnel.

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FASTSIGNS FASTSIGNS® attracts veterans and first responders by offering 50 percent off the franchise fee and reduced royalties for the first year. With a commitment to serving the community, franchisees participate in philanthropic efforts, including providing free or discounted signs and graphics, volunteering time, and hosting events. The company recognizes these efforts through the FASTSIGNS® CARES program.

Exceptional customer service and high-quality products have earned the company a loyal base of business clients and an excellent reputation. Learn more at www.fastsigns.com

Rush Bowls

Rush Bowls is all about helping others. They are big supporters of the Make-A-Wish Foundation and There With Care (therewithcare.org). Both are great organizations that help sick children. Customers get a quick and complete meal-in-a-bowl made of fresh fruit topped with granola and honey and blended with protein, vitamins, and other nutritious ingredients. This is an easy business to run in a high-growth industry with hours that make for a nice work-life balance. Learn more at www.rushbowls.com

Kitchen Tune-Up The folks at Kitchen Tune-Up help people renovate their kitchens without spending a fortune or being displaced from their homes for weeks. Offering four service options at different price points, many projects can be completed in a few days. Learn more at www.ktufranchise.com

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The Lash Lounge Lash extensions are huge in the beauty business and this niche salon offers great lash and brow services. VIP packages guarantee repeat business and a steady client base. Few recognized brands mean little competition, and there’s low start-up costs thanks to minimal inventory and manager-run studios. Learn more at www.thelashlounge.com.

ActionCOACH Business owners enlist ActionCOACH professionals for a number of reasons—to help them develop their teams, streamline their processes, even address the bottom line. The brand offers low investments and high profits, and attracts new franchisees with proven systems, multiple revenue streams, and an in-demand service. Learn more at www.actioncoach.com.

Express Employment Professionals This professional staffing firm helps job seekers find full-time, part-time, and temporary work in a variety of fields. With more than 800 franchise locations, this Oklahoma City-based business is growing. Learn more at www.expresspros.com.

Fish Window Cleaning Whether you need a one-time window cleaning at home—or you have a business that needs a cleaning every week—these handy pros can tackle the job. With 270 franchise offices nationwide, the company offers extensive training and support, including a corporate call center. Plus, the initial investment is low—under $100,000. Learn more at www.fishwindowcleaning.com.

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PuroClean Property damage from floods and fires occur every day—and when insurance companies need professionals to clean up the mess, they turn to PuroClean. Along with reconstruction and restoration from natural disasters, the company specializes in mold removal and biohazard cleanup—and they’re on call 24 hours a day. A fast-growing business, PuroClean offers franchisees flexibility and the opportunity to set up their own teams of experts. Learn more at www.puroclean.com.

Deck Medic When your deck needs attention, this niche business can help. With a five-step deck restoration process, the pros at Deck Medic come in and clean, strip, clean again, prep, and stain your deck to bring it back to its former glory. With low investments and the chance to create cycles of repeat business—plus flexible hours and seasonal work—the company offers a perfect work-life balance for franchisees. Learn more at www.mydeckmedic.com.

Money Mailer

This direct-marketing company works with local businesses to promote and mail coupons to 10,000-household zones. You get training and a proven blueprint for a successful franchise, and since it’s a work-from-home business, low overhead costs and flexible hours. Learn more at www.moneymailerfranchise.com.

Apple Spice Box Lunch Delivery & Catering An upside of long business meetings is lunch—especially when it’s made of fresh, healthy food. Apple Spice Lunch Delivery & Catering delivers hot, boxed lunches to corporations. Franchisees benefits from support on all fronts—financials, site build-out, sales, marketing, and on-site training. Learn more at www.applespice.com.

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The Inspection Boys In 2017, there were six-million home sales—and five-million inspections. That’s a lot of business for The Inspection Boys. This company, which inspects complete properties for buyers and assesses electrical, plumbing, drywall, mold, (among other things), for current homeowners, lures franchisees with opportunity. Corporate marketing strategies help you get noticed Day One; development positions at headquarters provide incentive to advance; and of course, training will help jumpstart your success. The Inspection Boys is one of the most inexpensive investment opportunities in the home sector arena. Veterans get special discounts, and there are special introductory offers for owners who sign on before December 31. Learn more at www.inspectionboys.com.

Pearle Vision

This well-known eye-care center brings doctors and opticians together under one roof, so patients get a holistic, one-stop-shop experience. At the intersection of retail and healthcare, this company may be more recession-proof than others.

The company attracts new owners with brand recognition (it’s been a household name since 1961 and franchising since 1981), strong systems and support, even business coaches to help maximize ROI. There are advantages for owners of single eye-care centers—and they compound for entrepreneurs who want to own more. Learn more at www.pearlevision.com.

Mosquito Hunters

“Take back your yard!” That’s the motto of this new company, which specializes in controlling tics and mosquitoes around residential and commercial properties. A growing health concern, mosquitoes are more than just an annoyance, and the need for removal is growing. Franchisees run the business likes executives—never strapping on sprayers themselves—and manage their teams. A central call center helps books jobs for franchisees, saving them time and money.

Learn more at www.mosquitohunters.com.

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ArteVino Studio Who says art is just for big-city critics? ArteVino’s BYOB classes let wanna-be artists express themselves on paper in step-by-step classes run by experienced artists. Aside from classes, revenue stems from parties and team-building exercises.

The brand is offering franchising opportunities at lower rates than the competition. Learn more at www.artevinostudio.com.

Assisted Living Locators The elder-care market is thriving—and only promises to grow. This free referral service assesses the needs of your elderly loved ones—and then helps you find a place where they can get it. For franchisees, the company offers financial stability, consistent growth, and brand power. Learn more at www.assistedlivinglocators.com.

Mr. Handyman

Be it a small home repair or big renovation, Mr. Handyman can handle it. With territories available, this company offers in-demand services and flexible business schedules. Learn more at www.mrhandyman.com.

JDog Junk Removal & Hauling Moving, spring cleaning, storage—whatever needs to be hauled away, the experts at this environmentally conscious company can handle it. They offer a full range of junk-removal services for residential and commercial customers, and they’re a veterans-only run business. With special offers and discounts, the company creates ownership opportunities for veterans and their families. Learn more at www.jdogjunkremoval.com.

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The Waffle Experience Named as a must-try on MSN’s prestigious list, 50 Best Things to Eat Before You Die, The Waffle Experience serves waffles like you’ve never had before. Made from brioche bread dough and infused with herbs and other additions like fruit and meats, this brand has quickly become a destination restaurant with long lines of customers wanting in. Learn more at www.thewaffleexperience.com

The Shoe Shine Guys A truly innovative business concept, The Shoe Shine Guys is a shoeshining service on wheels. Offering the ultimate in convenience for corporate clients, they come on site to business offices, such as law firms and corporations, collect and shine shoes right in their van, and return them all in the same visit. Franchisees create regularly-scheduled service times for predictable, repeat business. Learn more at www.theshoeshineguys.com

Help Your Diabetes Help Your Diabetes (HYD) is a program designed to help get clients off their medications in a natural way. It includes lab analysis, weekly meal plans, proprietary nutritional supplements, weekly training videos, along with unlimited support. Franchisees get in on the ground floor of an innovative concept with gigantic exclusive territories. Learn more at www.HelpYourDiabetes.com

The Original Hot Dog Factory Offering a new twist on an old favorite, The Original Hot Dog Factory offers more than 20 creative hot dog options, including the Jamaican jerk chicken with grilled pineapples and island sauce and the taco dog with chili, cheese, and guacamole. This Atlanta-based favorite is now offering franchise opportunities. Learn more at www.theoriginalhotdogfactory.com

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Just Let Me Do It! Commercial Services A handyman service for major retailers and restaurants, franchisees get to walk right into established relationships with clients when they invest in Just Let Me Do It! Commercial Services. This allows franchisees to get to work quickly, with jobs waiting for them on dayone of opening for business. A turnkey business, corporate takes care of the day-to-day duties: answering phones, emails and tracking jobs from start to finish. Learn more at www.justletmedoit.com

Let Mommy Sleep Any parent knows that newborns are demanding. Even when the pain of sleepless nights has long passed, the memory of exhaustion lives on. Let Mommy Sleep founder Denise Stern built an entire franchise business based on this premise. A simple service, Let Mommy Sleep sends registered nurses and certified caregivers to the homes of new mothers to care for babies overnight while mom gets some shut-eye. Learn more at www.letmommysleep.com

Enhance IV Once a luxury reserved only for professional athletes and celebrities, IV therapy has finally gone mainstream.

Now more accessible, it offers regular people quick-fix hydration, nutrition, and antioxidants. Newly franchised, Enhance IV offers a full menu of IV infusions, offers treatments to help patients boost energy and metabolism, reduce stress, detoxify, and improve immune function.

Learn more at www.enhanceiv.com

Jon Smith Subs Known for its marinated sirloin steak subs and numerous other made-to-order subs, Jon Smith Subs is committed to the customer experience. In fact, this fast-casual restaurant even delivers food right to the table. Learn more at www.jonsmithsubsfranchise.com

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che in the market • Raising the bar on service • Helping the com heads with a unique product • Filling a niche in the market • R a unique product Ones to Watch • Creating opportunity for a munity • Creating opportunity for aspiring business owners •T

StretchLab Stretching helps people reduce the risk of injuries, regain mobility, and improve flexibility and range of motion in a simple, natural way. Recognizing this, StretchLab offers a unique opportunity with one-on-one assisted stretching and group stretch classes. Learn more at www.stretchlab.com

Dryer Vent Squad Dryer Vent Squad provides a valuable, inexpensive service to homeowners that saves time, money—and could potentially save homes and lives. Since approximately 80 percent of all U.S. households have a clothes dryer, there is a huge base of potential customers. Learn more at www.dryerventsquad.com

Factory Donuts With fun designs are amazing flavors, Factory Donuts are a made-to-order cake donut. Customers get their choice of icing, finished with a topping and drizzle. The business model at Factory Donuts is about simplicity and efficiency. Learn more at www.factorydonuts.com

Midtown Chimney Sweeps Midtown Chimney Sweeps is the first chimney sweeping franchise in the U.S. By applying proven systems, customers get reliable and consistent customer service from clean-shaven, uniformed professionals. Franchisees enjoy a low-cost, home-based business with recurring revenue.

Learn more at www.midtownsweeps.com

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mmunity • Creating opportunity for aspiring business owners • F Raising the bar on service • Helping the community • Creating aspiring Unique businessBusiness owners• Opportunities Filling a niche in the market • Raisi Turning heads with a unique product • Filling a niche in the m Not traditional franchises, these companies offer a unique model for business ownership.

Allstate Insurance

Allstate has grown to be a leader in the insurance industry.

From helping pass historic seatbelt legislation to responding to national catastrophes, Allstate's history is rich. Investors can maximize revenue through multiple product offerings and own multiple locations. Learn more at www.allstateagent.com

Naturals2Go Offering more healthy options than you'd find in a traditional vending machine, Naturals2Go has options like seeds and nuts, beef jerky, and protein bars. A scalable business opportunity, Naturals2Go helps investors place vending machines in great locations. The company uses the latest technology in vending and gives tremendous support to investors. Learn more at www.naturals2go.com

WaterStation Technology Plastic water bottles last for 1,000 years before they are disintegrated.

Waterstation Technologies built a business around reducing that problem.

This eco-friendly business offers consumers self-serve purification systems that produce premium mineral water that is not only more affordable than most bottled water, but much more ecologically responsible. Offering a passive ownership model, investors enjoy other revenue streams, including digital advertising. Learn more at www.waterstationtechnology.com

SIGNWorld SIGNworld provides commercial custom signage and graphics. This is a flexible business opportunity for people-oriented individuals who can manage a sales and production business. Learn more at www.signworld.org

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SERVICE Service businesses have created a haven for people looking to leave the white-collar business world and own a blue-collar business.

by Geoff Batchelder When you think of business game changers, you probably think of Amazon—the online giant that disrupted the retail industry and changed how we buy things. Then there’s PayPal, another game changer, which revolutionized how we pay for things. But what are the game changers in franchising? Do they exist?

Of course they do. Now while I love Subway’s fresh baked bread and Jimmy John’s fast delivery as much as the next guy, I don’t consider them game changers. To me, they’re just another way to get a great sandwich. Franchise game changers either take time-proven concepts and adapt them to efficient franchise models or they change the way business is done in specific categories. By changing the game in franchising, you can take customer service to new heights or change who might be able to own the business.

Here are some companies—and some ways—franchises are changing the business world for the better.

FREEING UP THE OWNER Residential and commercial cleaning services are a good example of game-changing franchises. Services like Merry Maids® and ServiceMaster Clean® have brought a higher level of service, branding, and professionalism to what used to be an owner-is-the-cleaner industry. Similarly, CertaPro Painters® has added a national accounts 78

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“If you are thinking you

can’t be part of a painting company because you don’t know your way around a brush, you’re wrong.” program, a national call center, and professional branding and marketing to a typically “Stan-in-the-van” industry. The Flying Locksmiths has brought a national accounts program, volume purchase agreements, a national call center with online booking and executive ownership at the franchise level, to the access control sector. Fish Window Cleaning, 1-800-Got-Junk?®, ServPro®, and Lawn Doctor have also brought nationalbrand services to their respective sectors.

These businesses have created a haven for people looking to leave the white-collar business world and own a blue-collar business, without having to do the blue-collar work. Typically, these businesses can’t be displaced by the Internet and can’t be sent offshore—a relief for those who have been impacted by those shifts before.

ALL ABOUT THE CUSTOMER Franchises like Merry Maids® and CertaPro Painters®, among others, have brought a higher level of customer service and professionalism to their industries. Owners tend to have experience in customer service rather than say painting or cleaning. And often, thanks to the franchise model, they are able

to devote time to professional branding and advertising. (Franchisees have an advantage here—they can pool resources in a way that independent business owners aren’t able to.)

Such franchises have transformed time-proven industries by using an executive ownership model, where the owner focuses on running the business and market development, rather than being the on-call technical expert that delivers the service.

If you are thinking you can’t be part of a painting company because you don’t know your way around a brush, you’re wrong.

Franchises like CertaPro® prefer you train in their own systems and let you manage and grow the business instead of performing the actual work.

Service sector franchises offer lower startup costs, lower monthly overhead costs, and higher net profit margins. However, if you are looking for a business with “glam-factor” and a nice shining storefront, this might not be the sector for you. With offerings in more than 300 different business format categories, the franchise industry has something for everyone who has the desire to break away from the corporate world and take the plunge into business ownership.

Geoff Batchelder has been a franchise consultant and franchise development expert for the last 10 years after spending 25 years focusing on business development in the high-tech industry. Contact him at 1-877-222-3722 or geoff@compassfranchisegroup.com.

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SPECIAL SECTION: PART 5

Breaking Down

the FDD

Items 12 & 20: Territories and Units

By Nicole Micklich

B

efore you purchase a franchise, you should understand how much and what type of competition you might face from your franchisor and from other franchisees. The FDD provides information to help you investigate.

You can find this information in Items 12 and 20 of the FDD. ITEM 12: TERRITORY Under Item 12 of the FDD, the franchisor must disclose whether the franchisee is given an exclusive territory. An exclusive territory is a geographic area granted to a franchisee, within which the franchisor promises not to open itself or allow another franchisee to open a unit selling the same or similar goods or services.

If the franchisor is not offering the franchisee an exclusive territory, then Item 12 must issue the following warning: “You will not receive an exclusive territory.

You may face competition from other franchisees, from outlets we own, or from other channels of distribution or competitive brands that we control.”

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warning, even if it reserves the right to make sales in the franchisee’s territory through alternate channels of distribution, like the Internet, or through competitive brands that it owns or controls. So whether or not the franchisor grants exclusive territories, the franchisor must provide detailed information about the territories it assigns and sales restrictions within the territories. That means that no matter what, Item 12 must disclose the franchisor’s rights to sell within the franchisee’s territory.

ITEM 12 SHOULD DISCLOSE: • Whether the franchisor can solicit or accept orders from customers within the franchisee’s territory • Whether the franchisor reserves the right to use alternate channels of distribution within the franchisee’s territory, like the Internet, telemarketing, or a catalog • Whether the franchisor will pay the franchisee for soliciting or accepting orders within the franchisee’s territory • Whether the franchisee is prohibited or restricted from soliciting or accepting orders from outside his or her territory, including whether the franchisee has the right to use alternate channels, like the Internet, telemarketing, or a catalog

• Plans the franchisor has to operate a competing franchise system offering goods or services similar to those offered in the system described by the FDD ITEM 20: OUTLETS AND FRANCHISEE INFORMATION Item 20 tells you about the ownership of other units. This item must include five tables that are supposed to capture changes in the ownership of units. The first table is a summary of the units in the system and shows the net changes in the total number of outlets, franchisor- and franchisee-owned, over the preceding three-year period. You should understand whether the total number of units in the system is increasing or decreasing and at what rate. And then, you need to figure out why and what that means for your chances of success.

Check in with current and former franchisees. If you buy a franchise, your contact information may be disclosed to other buyers when you leave the franchise system. Item 20 of the FDD should include a list with the contact information of all current franchisees in the system—or, if there are 100 or more franchisees in the state, the current franchisees where the prospect will do business. Item 20 also must disclose limited contact information for every former franchisee who was terminated, not renewed, or otherwise stopped doing business as a franchisee, during the most recent fiscal year.

You should not hesitate to contact franchisees and ask questions as part of your analysis.

Nicole Micklich is a franchise attorney with Garcia & Milas. Contact her at 203-773-3824 or nmicklich@garciamilas.com

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in·ter·view

\�in-tər- vyü \ � noun

1. A Q&A session with an industry expert 2. Diana Capirano on franchise consulting

Diana Capirano's expansive career includes

Q

corporate franchise sales and development, marketing and operations, merger and acquisitions, structuring and negotiations, as well as business ownership. Diana helps prospective business owners decide on the franchise investments that best suit their goals. Contact her at diana@focusfranchise.com

Why did you choose to become a franchise consultant?

Q

A

Interestingly, I was presented this awesome opportunity through another franchise consultant. After my decision to leave corporate life, I was looking for a senior-care franchise as I wanted a rewarding business and had a burning desire to help others. After my franchise consultant got to know me better, she suggested what she believed to be a great fit—becoming a franchise consultant myself. I did my due diligence and vetted this business like other franchise opportunities. As it turned out, becoming a certified franchise consultant was a business that I would have never found without her. I am grateful because in many ways, it fulfills my need to help people of all ages become independent business owners. I also get to help the franchise brands I represent, my affiliate (FranServe), and the overall economy.

What skills and qualities should someone look for in a franchise consultant?

A

Trust: Developing trust is first and foremost. My clients are trusting me with personal information and putting faith in me to guide and counsel them for possibly one of the biggest milestones in their lives. They are trusting me with their financial well-being and their futures. My clients appreciate my genuine concern, total honesty, and continual value-added counsel. Every client’s situation is unique. You cannot approach this business in a generic way.

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Active Listening: You have to be a good listener to help clients find the right business. My personal experience is a great example: My consultant heard that I had a burning desire to help people on a bigger level. As consultants, we cannot make assumptions, we have to ask detailed questions and listen to answers with intent. A caring consultant asks probing questions to help their clients discover their desires, interests, and even help paint a picture of the future.

Resourcefulness: There are varying degrees of knowledge regarding franchising. Many people listen to others—friends, a risk-adverse spouse, other family members. My job is to be an unbiased educator as well as an adviser. I teach clients about the industry, tell them what to expect from the process, explain things in as much detail as they need. I like to send great links— like Franchise Dictionary Magazine—and even books about franchising, so that they can self-educate. I have developed a great network of franchisors, franchisees, lenders, attorneys, CPAs, and professionals who can help clarify and assist. Like any great quarterback, a consultant can call the plays but she still needs the entire team to execute and score the touchdown!

Accessibility and Responsiveness: Work with a consultant that is communicative, keeps you informed, and checks in at key points. Let’s face it: Many people starting out on this venture have no idea what to expect. All of us communicate differently, but the key is to communicate often and have a purposeful interaction.

QA

What would clients say about working with you?

I’m genuinely interested and honest. I build relationships, not “close deals.” I treat clients like family. I’m often told by clients and franchisors that I’m a nurturer. If something isn’t right, I will tell clients to move on or walk away.

My style is to stay connected even after the placement with a franchise is made. I attend Discovery Days with my clients, and I’ve even helped them pick out furniture for their offices. Also, I love to help my clients network with other clients. For example, my Lash Studio placement in Pittsburgh will need an exterior sign from my sign franchisee; and my food franchisee in Detroit will need his windows cleaned by the B2B window cleaning franchisee in the same area. Developing these collaborative relationships begins with an introduction and having worked with me as their common denominator.

December 2018 83

spot·light

\�spät-�līt \ noun

1. Trending franchise businesses you want to know about 2. A great place to show off your franchise

Dryer Vent Squad® Deck Medic® Since 1990, Deck Medic has established itself as the number one outdoor wood restoration company in the Chicagoland area. Deck Medic® has its own line of proprietary cleaners, strippers, and 100-percent oil-based stain that can only be purchased by franchise owners.

Excellent customer service and the trademark Five-Step Wood Restoration Process sets Deck Medic apart. For more information, visit www.mydeckmedic.com

® 84

WE GET THE LINT OUT

Dryer Vent Squad® provides a valuable, inexpensive service to homeowners that saves time, money—and could potentially save homes and lives. Since approximately 80 percent of all U.S. households have a clothes dryer, there is a huge base of potential customers. Dryer vents need to be cleaned and maintained on a regular basis. Dryer Vent Squad® takes away the worry and lets families reclaim time and money. For more information, visit www.dryerventsquad.com

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The Inspection Boys® If you’re looking for a lowcost, high-reward business, check out The Inspection Boys. Offering a service that’s in demand, but in a newer franchise system, franchisees reap the benefits of huge territories with a triedand-true business concept.

The company prides itself in its cutting- edge marketing, using the latest in search engine optimization and social media to promote the brand at a corporate level. This home-based business offers low overhead, big margins and quick ROI. Leanr more at inspectionboys.com or call 1-800-819-4403.

The Waffle Experience® The Patch Boys® Want to run a homebased business with low overhead and high profit margins? Check out The Patch Boys®.

America’s most trusted drywall-repair company, The Patch Boys® takes care of damaged drywall caused by clumsy accidents or water damage.

These jobs are usually too small for contractors, and most homeowners don’t have the time or skill to take care of drywall repairs themselves.

When you join The Patch Boys® family, you become a part of an entrepreneurial community that works together to advance the brand. For more information, call 844-99-PATCH, or visit www.thepatchboys.com

Named as a must-try in MSN’s 50 Best Things to Eat Before You Die, The Waffle Experience is on the fast lane for franchising success. With a cultlike following, customers are standing in long lines to try TWE’s decadent dishes, which are made from locally sourced natural and organic ingredients and paired with flavor-infused waffles. A favorite, “Praise the Lard” features house-braised pork belly, a cage-free egg, arugula, roasted tomato, ricotta, cracked pepper agave syrup with a lardon-studded herb waffle. Franchisees enjoy a family-friendly schedule, low investment, and protected territories. For more information, call 916317-6057 or visit

Just Let Me Do It! Commerical Services® If starting a business with an existing customer base sounds good to you, consider Just Let Me Do It! Commercial Services. With corporate contracts in place, franchisees have jobs waiting for them on day one of opening for business. A handyman service for businesses, franchisees enjoy a turnkey model with low start up costs and high margins. The 20-year-old company has a proven business model and is now offering franchise opportunities. For more information, please call 704-960-4554 or visit the website, www.justletmedoit.com

www.thewaffleexperience.com

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last word

\ last \ \ wərd \ noun

1. A stellar business concept 2. Keys to becoming a standout franchisor

Pizza with a purpose Malawi’s Pizza is on a Mission to Save the World 1. Have a mission: Founder Blake Roney was on a humanitarian trip in Malawi when he realized the people in the struggling African nation needed more than occasional outside help. They needed food on a regular and sustained basis. He created Malawi’s Pizza, a company created with the core mission of doing good by donating a nutritious meal to a child in Malawi for every meal sold.

2. Create an excellent product: Malawi’s Pizza is made to order and cooked in a stone oven with fresh ingredients.

3. Make it fun: African-inspired decor, including a very large acacia tree (above), creates a fun environment. Dessert pizzas, like the Oreo Cookie Crumble and Berries and Cream (above), keep customers coming back for more.

4. Be innovative: The Malawi’s Pizza Food Lab serves as a production kitchen to supply proprietary products to franchise locations. The Food Lab not only helps maintain food consistency and a reliable supply chain, but also acts as a creative kitchen where new dishes and specialty items are created and tested.

5. Make the customer feel good: Malawi’s Pizza gives consumers a delicious way to make a difference by doing something everyone loves to do—eat pizza.

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America’s first and most trusted drywall repair franchise company

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EXCEEDING FRANCHISEES' EXCEEDING FRANCHISEES’ EXPECTATIONS FOR OVER EXPECTATIONS FOR MORE THIRTY-FIVE YEARS THAN THIRTY-FIVE YEARS

Raymond A. Garcia Experience…

Experience...

I. Milas Raymond Jane A. Garcia Imagination…

Nicole JaneL.I.Micklich Milas Imagination...

Commitment…

Nicole L. Micklich Commitment...

Success…

Success... ® 44 Trumbull Street, New Haven, CT 06510, USA 44 Trumbull New Haven, 06510, USA Phone: Street, 203.773.3824 Fax:CT203.782.2312 Phone: 203.773.3824 Fax: 203.782.2312

www.garciamilas.com August 2018 88 www.garciamilas.com