FDM-March2019

FranchiseDictionary MARCH 2019

FRANCHISEDICTIONARYMAGAZINE.COM

$5.95

THE ABC’S OF FRANCHISING

Wellness & Beauty A little indulgence is just what the doctor ordered

Can an add-on franchise boost your business?

VALIDATION: Get the inside scoop before investing

28

22

32 Taking over the top spot in the family business

Business partners on a mission to make a difference

Franchise professionals join forces to help others

Interested in owning a franchise?

The world’s largest franchise consulting and expansion organization

www.franserve.com 800-206-5454

Let our team of

Superhero Consultants

help you find your perfect franchise Our services are 100% free to you. Similar to recruiters, our fees are paid by the organization.

INVEST IN A FRANCHISE YOU CAN FEEL GOOD ABOUT

THE “CLEANER GREENER SEALER”

Get in on the ground floor of this exciting franchise opportunity • Low start-up costs • Recurring revenue • High margins • Proven business model • Home-based business • Large territories WWW.GREATSEALCOATING.COM • FRANCHISE@GREATSEALCOATING.COM • 888.201.6109

CHANGE YOUR FUTURE... AND THEIRS Through Challenge Island Franchise Ownership

The World’s Highest-Ranked STEM/STEAM Franchise for 2019

by Entrepreneur Magazine

NEARLY 100 FRANCHISES

Across the United States and internationally

HOME-BASED / MOBILE BUSINESS With large, protected territories

LOW START UP COSTS

Scalable model and multiple profit centers

FUN, FULFILLING CAREER

Allows you to make a difference and an income

STANDARD-ALIGNED CURRICULUM

Created by an award-winning educator and author

FRANCHISING@CHALLENGE-ISLAND.COM

985.209.8430

WWW.CHALLENGE-ISLAND.COM

C A PI TA L I Z E O N A B O O M I N G N E E D

SENIOR CARE, ONLY BETTER With nearly 75 million individuals aged 51-69 in the U.S., the need for elder care has significantly grown over the years, making it a $400 billion industry and counting! This means that the market for senior care businesses will continue expanding.

While there are countless franchise options to choose from, Senior Helpers owners are uniquely positioned to capitalize on a booming need while delivering a meaningful and necessary service to elderly individuals and their families.

Leading In-Home Care Franchise Opportunity • Average Annual Gross Revenues *$1,075,795 • Low initial investment range • Positioned for growth with territories open across the US

• Strong income potential • Extremely experienced corporate support staff and state of the art training for staff and caregivers

Harness the growing need for quality in-home care by becoming a Senior Helpers franchise owner today.

Ready to learn more?

Seniorhelpersfranchise.com | 877.406.8749

*Discounted franchise opportunities for military and first responders

*See Item 19 of our April 9, 2018 FDD for further details (*2017 gross revenue for franchised businesses that have been operating 60 months or more. As of December 31, 2017 there were 207 franchised businesses that had been operating 60 months or more. Of these 207 franchised business, 76 (37%) of them had greater than average annual gross revenues of $1,075,795. The gross revenue figure does not include any deduction of costs or expenses incurred by the franchised businesses.) Some outlets have earned this amount. Your individual results may differ. There is no assurance that you’ll earn as much.

This information is not intended as an offer to sell a franchise. It is for informational purposes only. Currently, SH Franchising, LLC is not registered in Rhode Island. We cannot offer a franchise in Rhode Island until we have complied with applicable pre-sale registration and disclosure requirements. SH Franchising, LLC is the franchisor and is currently headquartered at 901 Dulaney Valley Road, Suite 700, Towson, MD 21204.

Residents of NY: This advertisement is not an offering. An offering can only be made by a prospectus filed first the with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. Minnesota State Registration Number: F-7348.

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con·tents

kən�tents/ noun

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

22 28 DEPARTMENTS 12 Letter from the Publisher 14 Letter from the Editor 17 Buzzword What’s trending now.

25

Update

28

Franchisee of the Month

Franchising’s latest headlines.

When passion drives you, success follows.

30

Legalese

32

Entrepreneur

56 58 66

The benefits of an add-on franchise.

Taking the reigns of the family business.

Interview

A passionate CEO talks about her emerging brand.

Spotlight

Trending businesses you want to know about.

Last Word

Helping other businesses while building your own.

March 2019 7

con¡tents 42

40

48

FEATURES 36 Beauty and the Bucks

Personal-service providers are here to stay.

38 Well & Good

A little indulgence could be just what the doctor ordered.

48 More than Skin Deep

Beauty and wellness franchises tap ever-growing consumer demands.

50 Strategizing Validation

Get the inside scoop from other franchisees before you make your final decision.

52 Step Out of Your Comfort Zone

Keeping an open mind could lead to big dividends.

54 Charisma

Is the leader’s appeal important to franchise owners?

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Want to know more about franchising?

March 2019 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

Senior Editors Mary Lynn Mitcham Strom, Mary Vinnedge

joan@franchisedictionarymagazine.com Direct: 610-724-7084

Associate Editor Maria Tattoli

Senior Executive Coordinator Michele Goitiandia

Web Designer Audra DeFalco

michele@franchisedictionarymagazine.com

Contributors Geoff Batchelder, Diana Capirano, Jessica Melendez, Jason Power, Jerry Rieder

You don't have to wait until our next issue.

Sign up for our Newsletter It's free!

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Follow us for the latest industry news

on the cover

FranchiseDictionary MARCH 2019

FRANCHISEDICTIONARYMAGAZINE.COM

$5.95

THE ABC’S OF FRANCHISING

Wellness & Beauty A little indulgence is just what the doctor ordered

Can an add-on franchise boost your business?

VALIDATION: Get the inside scoop before investing

28

22

WELLNESS & BEAUTY The quest for wellness has been addressed by franchisors in many different ways with more diverse and innovative concepts than you probably imagine. They may have different business models and offer different services, but they all have one thing in common: They cash in on a growing trend.

32 Taking over the top spot in the family business

Business partners on a mission to make a difference

Franchise professionals join forces to help others

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

FranchiseDictionary THE ABC’S OF FRANCHISING

www.FranchiseDictionaryMagazine.com Entire contents copyright ©2018

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

March 2019 11

let·ter

October 2019 50 Remarkable Female Franchisors WOW

2019

WOMEN OF W OND ER FranchiseDictionary THE ABC’S OF FRANCHISING

The WOW 50 meet all or most of the following criteria. These women:

• Empower other

women to succeed

• Help others with their business

• Fill a niche in the market

that benefits families and other women

• Disrupt a business category

• Inspire others to make change

Whatever their story, these fearless women all had the courage to take a risk. They inspire us, motivate us, and awe us. Do you know a WOW franchisor?

Or are you one yourself? We’d love to hear from you. Please fill out the nomination on our website.

FranchiseDictionary THE ABC’S OF FRANCHISING

FranchiseDictionaryMagazine.com

\�le-tər \ noun

1. A welcome note from our publisher 2. Alesia Visconti on franchising I'm very fortunate in that I love my job. Playing a role to help people become business owners is one of the most rewarding experiences I’ve encountered in my career, and having just returned from the annual conference for the International Franchise Association, I feel extremely grateful to be in this industry. Evident at the convention was this: The No. 1 goal in the franchise industry is to help entrepreneurs find career bliss through franchise ownership.

Never is this more apparent than when we go to franchise expos and shows throughout the country and spend time educating people about the benefits of franchise ownership. We meet with wonderful people full of passion and seeking to find the perfect franchise that fits their needs and budget. They are excited about jumping into the wonderful world of self-employment and mapping out their own future!

I am proud to be the owner and CEO of Franchise Dictionary Magazine as it serves as a true resource, a beacon of light if you will, in what could be a confusing journey. Ahead on these pages are opportunities to discover and explore. As you research many of the wellness and beauty brands, you’ll discover two delightful components: 1) personal services are obtained in person. No one is getting a haircut over the internet. 2) Many brands have recurring revenue—which lends itself to a quick ROI. With those two factors in mind, I invite you to peruse our content, absorb the material, and allow yourself to be motivated to move forward to a better future, a more stable income, and a better work-life balance.

Yours in FRAN-ship!

Alesia Visconti Publisher/CEO avisconti@franchisedictionarymagazine.com

DO YOU ENJOY YOUR WORK? 86% of our franchise owners say they enjoy operating their business.*

84%

would recommend to others interested in joining a franchise system.*

CALL TODAY Find out what it takes to own your own business and future.

*Survey performed by Franchise Business Review Known as the “Paramedics of Property Damage,” PuroClean® provides fire and smoke damage remediation, water damage remediation, flood water removal, mold removal, and biohazard cleanup to commercial and residential customers across North America.

Water

Fire

For franchise information, call 855-503-4242 or visit PuroCleanFranchise.com

Mold

Biohazard

March 2019 13

#FranServe2019

ELEVATE YOUR BUSINESS!

FranServe 2019 Convention & Expo July 7-10 Denver, CO

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

let·ter

1. A welcome note from our editor 2. One big happy family

Family businesses may evoke images of old couples sitting in front of the general store or scenes like Grant Wood’s famous painting American Gothic, but in truth, families run many top franchise brands.

Kitchen Tune-Up® President Heidi Morrissey never intended to work in her family's business—much less run it. It took years of her father’s convincing to get her on board. But once she joined up, Morrissey went all-in and tackled marketing and sales as well as a major rebranding of the company. She eventually took the top spot and carries on her father’s vision with the same passion that drove him to launch the brand in 1986. See the full story on page 32.

Husband-and-wife Michael and Jennifer Blair run Deka Lash, which specializes in eyelash extensions. Their daughters, Demi and Karli, who inspired the company’s name, also have a hand in the business. The Blairs attribute their successful partnership to their complementary skill sets. Check out the details on page 45.

The franchise model has a family feel even with brands that are led by non-relatives. Many have big reunions, such as the FastSigns® annual convention featured on page 25. But the major draw for investors is support. Good franchise brands support their franchisees just as families support one another.

If you’re ready to become part of a franchise family, read on. The following pages present many terrific opportunities. Could one of them be for you?

All the best,

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

www.franserve.com

\�le-tər \ noun

www.ReviewMyFDD.com Providing you

PEACE OF MIND when buying into a franchise!

ANCHISE OPPORTUNITIES AVAILABLE • Large, protected territories • Fast startup, low overhead • Flexible, home-based business

Franchise Opportunities Available

We inspect and respect your home TheInspectionBoys.com

800-819-4409 800-819-4403

A FRANCHISE YOU CAN TRUST

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buzz·word

\ 'bəz-'wərd \ noun

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

For the Fun of It Funtopia wraps healthful pursuits in an enjoyable package Making kids happy is what Hemal Patel likes best about owning his Funtopia business in Maribyrnong, Australia.

“I admit that being the favorite adult in the room is pretty cool,” he says. Although Patel enjoyed his job as a banking manager, he desired more, which prompted his investment in Funtopia. “I wanted to make a difference and have more fun with my work,” he says.

Patel was impressed with Funtopia’s innovative concept from the get-go. Combining sports with fun, this one-of-akind adventure park lets visitors experience rock-wall climbing with imaginative scenarios such as riding dinosaurs or jumping off skyscrapers. They further ramp up interest for customers with activities that include rope courses, zip lines, ninja courses, and artificial caving.

At first, Patel came to Funtopia as a customer bringing in his kids for a good time. But after a few visits he started considering the company as an investment opportunity. “I saw huge potential. Everyone wants their kids to be happy and healthy, and that’s what Funtopia is all about,” he says. “The minute my kids and I stepped through the doors, I was sold. It’s such a cool place and has a great philosophy. It promotes healthy lifestyles. What could be a better investment? I feel good about what I do and have a solid business in a growing area.”

Patel loves being a business owner but is happy to be part of a franchise system. “The support is amazing. I never feel like I’m alone in this.”

For more information, visit www.funtopiaworld.com.

—Jill Abrahamsen

March 2019 17

buzz•word

FDM’s Jill Abrahamsen was thrilled to have an easy setup at the Franchise Show.

Working Smarter I’m a big fan of anything that simplifies my life. The expression “work smarter, not harder” definitely resonates with me.

So I was super-excited to discover EZ Backdrops™. In the past, I’ve either had to lug big displays through airports or ship them with fingers crossed that they would arrive at the right place at the right time.

But this nifty item takes away those hassles.

The fabric display fits into a tiny bag that you slip inside a carry-on tote and weighs only five pounds. These backdrops have no heavy frames or confusing

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assembly that can be difficult with other types of displays.

Setup is extremely easy. EZ Backdrops have two bungee cords to secure along a standard booth frame and a few clamps to hold everything in place. Another plus is that the backdrop doesn’t infringe on your booth space because it sits in the back.

Once the show is over, you just fold it up, put it in the bag, and you’re done.

For more information, check out www.ezbackdrops.com —Jill Abrahamsen

Show and Tell Our Franchise Dictionary Magazine team made our rounds in February, first at the New York/New Jersey Franchise Show, then to the International Franchise Association's annual conference (IFA2019) in Las Vegas.

1

Plan Ahead UPCOMING SHOWS Visiting trade shows is a great way for investors to meet franchisors face-to-face. Below are six to put on your calendar.

The Franchise Show www.USFranchiseShows.com March 2-3, 2019 Del Mar Fairgrounds San Diego, California

2

The Franchise Show www.USFranchiseShows.com March 16-17, 2019 Orange County Convention Center Orlando, Florida Multi-Unit Franchising Conference 2019 www.multiunitfranchisingconference.com

3 1. FDM’s Michele Goitiandia greets visitors to the booth at the New York/New Jersey Franchise Show.

March 24-27, 2019 Caesars Palace® Las Vegas, Nevada

4

2. Dennis Colivas of National Event Management works his magic to keep the show running smoothly.

The Franchise Show www.USFranchiseShows.com March 30-31, 2019 Ohio Expo Center Columbus, Ohio

5

3. At IFA’s annual convention (IFA2019), FDM's CEO/Publisher Alesia Visconti meets up with former presidential candidate and businesswoman, Carly Fiorina.

4. Huntington Learning Center franchisors Anne and Eileen Huntington stopped by the FDM booth at IFA2019.

The Franchise Show www.USFranchiseShows.com April 6-7, 2019 Dulles Expo Center, Chantilly, Virginia The Franchise Show www.USFranchiseShows.com April 27-28, 2019 Donald E. Stephens Convention Center, Rosemont, Illinois

5. The FDM team at IFA2019: Joan Winchester, Alesia Visconti, and David Craighead.

March 2019 19

buzz•word

NextGen grand prize announcement (above) and the competition’s 20 finalists (left).

Three top winners (below, from left to right), founders Diana Rosario of What’s Your Flan, Jeremy Hassell of City Cave, and Brooke Gagliano of Frutta Bowls.

Final Countdown 20 young entrepreneurs compete in the NextGen in Franchising Global Summit Thousands of young entrepreneurs from around the world vied for a spot in the NextGen in Franchising Global Summit, a twoday educational and networking program that took place at the International Franchise Association’s annual convention in February. Those thousands were whittled to 20 finalists, who competed in the next round of events at the Las Vegas convention. They presented their business concepts and plans to a panel of seasoned CEOs and other executives and got the opportunity to network with leading franchisors, franchisees, and suppliers as well as other young entrepreneurs.

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From there, the field was narrowed to three finalists who won cash awards. The grand prize winner was Jeremy Hassell, founder of City Cave, a destination for holistic wellness and clinical services for achieving optimal physical and mental health. Runners up were Diana Rosario, founder of What’s Your Flan, which puts a twist on the Filipino leche flan dessert, and Brooke Gagliano, founder of Frutta Bowls, a healthier alternative for a fast casual restaurant specializing in acai, pitaya, kale, oatmeal bowls, smoothies, toast, and more.

For more information, visit www.nextgenfranchising.org.

buzz•word

2

1 1. IFA President/CEO Robert Cresanti leads the charge at the “Franchising Gives Back Volunteer Day of Service.”

2. Franchise professionals kick off the IFA convention by volunteering their time to help a Title I elementary school in Las Vegas, Nevada.

Helping Hands Kicking off IFA's annual convention by doing good The International Franchise Association always kicks off its annual convention with a service day. On Feb. 23, at its 59th convention, the “Franchising Gives Back Volunteer Day of Service” took place in Las Vegas, Nevada.

A group of franchise professionals did various projects for Richard J. Rundle Elementary, a Title I elementary school in Las Vegas. The volunteers built picnic tables, painted classrooms, and completed other to-do-list tasks for the school, which has many low-income students. In addition, a donation was made to the

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school on behalf of the program.

Service has become part of the culture in many franchise systems and has made a huge impact worldwide. The Franchising Gives Back program recognizes the contributions of franchise business leaders year-round. At an annual celebration, Franchising Give Back Awards salute the best, most innovative community leaders and charitable programs as well as the impact of these efforts across the U.S. and around the world.

Learn more at www.franchisinggivesback.org.

SPECIAL EVENT!

Ready to be your own boss?

Meet with Franchise Brands Face-to-Face

FIND YOUR PERFECT-FIT FRANCHISE! July 7 from 12-3 PM

Gaylord Rockies – Denver Colorado at the

FRANSERVE EXPO AND CONVENTION Free Admission! www.franserve.com • 800-206-5454

Join us in creating a world of healthy fun! www.funtopiaworld.com/franchise

up·date

\�əp- dāt\ noun �

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

A Sign of Success

TOASTING AND TEACHING AT THE FASTSIGNS® ANNUAL CONVENTION Hundreds of FastSigns® franchisees came together at the company’s annual international convention in President and Founder of Sales Gravy, Orlando, Florida recently. The sign and visual graphics Inc., Jeb Blount with FASTSIGNS CEO, franchisor’s four-day gathering was themed “BreakCatherine Monson. through to Peak Peformance,” with 632 attending to learn, share best practices, and toast outstanding franchisees. Olympic medalist Apolo Anton Ohno gave the inspiring keynote address. Additional speakers included author, speaker, and President and Founder of Sales Gravy, Inc., Jeb Blount who spoke on Sales EQ and The Real Secrets to Leading High Performance Sales Teams. At the conference's annual “Breakfast with a Purpose,” attendees packaged more than 17,000 meals for hungry families through the Orlando nonprofit organization Feeding Children Everywhere. In addition, convention-goers heard the great news that system-wide sales reached a record $503 million in 2018.

For more information, visit www.fsfastsigns.com March 2019 25

up•date

Leading the Charge At the International Franchise Association’s annual convention in February, attendees were treated to top-notch speakers, including Gary Vaynerchuk, CEO and co-founder of VaynerMedia, and Carly Fiorina, the first woman CEO of a Fortune 50 company in America (Hewlett-Packard) and a 2016 presidential candidate.

Vaynerchuk cautioned the 4,000-plus attendees at the Las Vegas, Nevada, event to stay relevant in a changing world. “You can’t be efficient forever. You have to grow. If you think you can build a brand the way you did 10 years ago, you’re in delusion land. The attention of our customers moves too quickly.”

To illustrate his point that TV advertising is becoming irrelevant, Vaynerchuk polled the crowd on their viewing habits. “Eighty percent of this room just told me that most of what they watch is now from Netflix and not regular television. The amount of money being spent on TV commercials makes me want to vomit all over my face,” he said.

Fiorina spoke about the qualities of great leaders. “A leader has the courage to challenge the status quo and withstand the criticism that always comes when you try to solve a problem.

A leader has the character to get going when the going gets tough, and the going always gets tough,” she said.

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VENDING SERVICES

Who we are: Our mission is to provide individuals, towns, cities and whole nations with a healthier and less expensive drinking water delivered through more responsible purification systems that do not damage the environment. Based in the Greater Seattle Area, we stand at the forefront of water purification and filtration. We have developed groundbreaking self-serve purification systems that produce premium mineral water that is not only more affordable than most bottled water, but also considerably more ecologically responsible.

What we do: Consumers have a growing concern with municipal water quality and safety, recently substantiated in over 1,000 communities impacting over 250 million Americans in 50 states. Business provides patent-pending water purification systems offering quantifiable, tangible differentiators vs. conventional systems. Recognized as top 100 game changes in 2018! Total Business Alliance Partner investment model. Managing Partner carries out entire daily operations which totally frees up investor from doing other personal business activities and provides Investor monthly income for revenue sales.

Investment: $280,500 minimum Franchise Fee: None; this is a business not requiring an upfront Franchise Fee saving upfront costs Royalty: None; this is a business not requiring monthly Royalty and/ or Marketing fees for up to 10 years saving thousands of dollars to the bottom line operational costs Financing Available: Yes, third party plus special veteran funding; qualifies for the Section 179.org allowing 100% tax deduction up to $1,000,000 per year from 2018 - 2022 VetFran Discount: No; Other Veteran Funding options with additional bonuses, including a $12,000 10-year interest-free loan Founded: 2013 Number of Units: over 3,000 Headquarters: Everett, WA

Who we are looking for: Investors needing a total passive, turnkey investment; no need to carry out any operational business activities; diversify their financial portfolio to provide additional monthly revenues; looking for a 20% annual ROI on or before 12 months of operation.

Get More Info

www.waterstation.technology.com

Dick Humphrey Toll free 877-941-0002 dhumphrey@waterstationtechnology.com

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

1. An outstanding franchise owner 2. When passion drives you, success follows.

SUSAN AMOS & J’ANNINE SULLIVAN Senior Helpers Lafayette, LA

A

by Jill Abrahamsen

combination of fate, life experience, and passion brought Susan Amos and J’annine Sullivan together as business partners. As the owners of Senior Helpers in Lafayette, LA, the women are passionate about what they do.

“We love the elderly,” Sullivan says. They believe in their business and feel strongly about the service they provide. “At the end of the day, it’s a great feeling to know that you’ve made a difference in someone’s life,” Sullivan adds.

The partners’ journey into business ownership started with a common passion. Sullivan and Amos were volunteers at the Alzheimer’s Association in their hometown of Lafayette. Because each had a parent who suffered with the disease, the women had firsthand knowledge of the strain 28

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and struggles that families experience when caring for loved ones with Alzheimer’s.

Seeing the passion that Sullivan had for her volunteer work, Amos approached her to go into partnership when she had the opportunity to purchase an existing Senior Helpers franchise. “I was already retired. It was never my plan to open a business, but I felt like God was telling me, ‘I have a purpose for you,’ ” Sullivan says. As partners, divvying up responsibilities wasn’t an issue. With a strong marketing and sales background, Amos was well-suited to promote the business and develop relationships.

Drawing on her management experience, Sullivan runs the daily operations and goes into the field to make sure quality care is being deliv-

“We want to make a difference.

It’s not about the bottom line.”

Senior Helpers franchisees Susan Amos and J’annine Sullivan strive to make a difference in their work and in their community. At the Blondes vs. Brunettes Alzheimer’s fundraiser, Amos (opposite page, left) and Sullivan were cheerleaders.

The business partners create a strong team with events such as their Staff Empowerment Retreat (left). At The Senior Helpers annual convention, the women received the “President’s award” for their excellent performance.

ered. “At the core, we have the same morals, mission, and values. That’s why we make a great team,” Sullivan says.

When you love what you do, success comes easily.

The pair took over the existing location in November of 2017, and it has since more than tripled in size. “Our office was ranked No. 4 in total company increase this period—2017 vs. 2018—out of 283 franchises,” Amos says.

Senior Helpers recognized their efforts with its President’s Award, which included a trip to Ireland that they plan to take in May. But it’s not the bottom line that drives Sullivan and Amos. They are passionate about serving their clients and the community. “I’ve been in this business for a long time. J'annine and I purchased Senior Helpers because we want to provide a different experience in home care.

We’ve done that for our clients,” says Amos.

For more information, call 877.406.8749 or visit www.seniorhelpersfranchise.com

March 2019 29

le·gal·ese /lēgə’lēz/noun

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

2. Need-to-know legal advice from Jason Power

An add-on franchise can boost the profits of an existing business

M

any people have been bitten by the entrepreneurial bug and have started businesses rather than buying into a franchise. Many of those same people later realize they’re missing out on a huge opportunity to reach additional customers through the addition of extra products or services. This is where franchising can lend a hand through an add-on franchise.

SO WHAT IS AN ADD-ON FRANCHISE AND HOW DOES IT WORK? Many businesses are seasonal or offer services that can be easily complemented with related services. In these cases, a business owner can take the existing business model and add extra products or services offered by a franchise system.

SOME EXAMPLES OF THIS MODEL INCLUDE: • Lawn maintenance companies that add tree-trimming services.

• Convenience stores that add gasoline or fast-food options.

• Roofing companies that add fire, smoke, water, and mold-remediation services.

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These are just a few of the business models that can leverage their existing customer bases by selling additional products or services. By adding the complementary franchise, these business owners can enhance their existing companies by leveraging the buying power of the franchise, its brand recognition, and the support system offered by the franchisor.

WHAT ABOUT THE PROS AND CONS OF ADDING A FRANCHISE TO AN EXISTING BUSINESS? With every business, pros and cons must be considered. The obvious benefit to this add-on model is the new profit center derived from the

“A business owner can add

extra products or services offered by a franchise system.�

addition of complementary services along with the reduced workload of creating the new product or service offering from scratch. Although the profit potential is great, the business owner must also consider the costs associated with buying into the franchise model, the restrictions that will be imposed by the franchisor, and the long-term commitment that comes with buying a franchise.

WHAT ARE THE LEGAL CONSIDERATIONS? As with most franchise agreements, the business owner will be expected to sign personal guaranty, non-competition, and confidentiality agreements. These agreements should be reviewed carefully to prevent undue hardship for the business owner’s existing business model. If the business owner leaves the franchise, by mutual agreement or otherwise, the business owner

must ensure from the beginning that he or she can continue operating the existing business without interruption.

The franchise add-on model can be a great way to add profit to an existing business by leveraging existing space and current customers.

By knowing how the franchise add-on model works, understanding the pros and cons, and speaking with an attorney who focuses on helping franchisees, business owners are equipped to take their businesses to the next level.

Jason Power exclusively practices franchise law as a partner at Barber Power Law Group in Charlotte, North Carolina. He has assisted hundreds of franchisees with their FDDs and buying into franchises all over the country. Power also represents emerging and established franchisors. Contact Power at jason@franchise.law or by calling 980-202-5679.

Visit www.barberpowerlaw.com.

March 2019 31

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

1. One who manages and assumes the risks of a business 2. Taking the reigns of the family business.

H

by Jill Abrahamsen

eidi Morrissey never planned on joining the family busi-

ness. In fact, she worked as an elementary school teacher and ran her own home-based business for 11 years until her dad’s years of convincing persuaded her to join his enterprise.

Her father, Dave Haglund, founded Kitchen Tune-Up® in 1986 with the mission of giving wood surfaces a fresh, updated appearance. The tune-up is an inexpensive, convenient way for customers to get a new look in their kitchens (and bathrooms) without the hassle and expense of a major overhaul.

The business was an immediate success, and in 1988, Kitchen Tune-Up sold its first franchise. Over the years, the Kitchen Tune-Up system expanded to include cabinet refacing, redooring, custom cabinets, storage solutions, and more. Morrissey joined in 2003, taking on marketing and sales as well as a major rebranding of the company.

Morrissey’s leadership impressed her dad so much that she eventually took his place at the helm of the company. Her passion for the brand—and the franchise opportunity—has led Kitchen Tune-Up to be a major player in the industry.

“People don’t even believe it when I tell them about the ease and value of this opportunity,” Morrissey says. “Franchisees can run the business out of their homes and grow it at their own pace.” The com32

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pany offers extensive training, including working with the home office team for the first 12 weeks, plus ongoing webinars and support. “We are here for our franchisees every step of the way,” she adds.

With more than 30 years in business, Kitchen Tune-Up offers investors a great opportunity with a well-known name.

There is no carpentry background or heavy lifting needed to own this business, but an eye for design doesn’t hurt.

“We are looking for partners who are self-starters,” Morrisey says. “Women are our customers and female owners have a natural connection from the start.”

For more information, contact franchise@kitchentuneup.com, 800-333-6385, or visit www.ktufranchise.com

“Franchisees can run the

business out of their homes and grow it at their own pace.�

Heidi Morrissey joined her family's business, Kitchen Tune-Up, in 2003, and now runs it (opposite page). The company offers an affordable and convenient way to remodel.

March 2019 33

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Personal-service providers are here to stay

and the

BUCKS

by Alesia Visconti, Certified Franchise Consultant

N

ot too long ago,

a facial was considered self-indulgent. But over time we learned the important connection between mind and body. We’ve also come to understand the role that personal services play in mindfulness, encouraging people to revel in

the moment, to temporarily hit the brakes on today’s go-go-go pace.

Beauty and wellness have joined forces to help us all live healthier lives, de-stress, and well‌ turn out 36

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business owners. One reason savvy people invest in businesses that deal in personal services—haircuts, massages, nail care, etc.—is that they can’t be accomplished online.

Spas, perhaps the most high-profile concept in beauty franchises, have become a blend of both worlds—going beyond pampering to helping clients primarily seeking pain relief, stress reduction, and an overall wellness benefit. The consumer need is significant: A majority of Americans suffer from back pain, other muscle pain, and routine stress, which are the primary reasons people seek their first massage.

A COOL WAY TO GO Cryotherapy brands provide noninvasive cold therapy, which focuses on athletic recovery, pain management, and overall health, beauty and wellness. These brands offer versatile antiaging methods to treat localized fat, reduce cellulite, and tone and tighten the skin.

Hair-care franchises are a great choice for semi-absent owners. In a $70 billion industry, you can surely find your ideal fit. Blow-dry bars often have a no-cut, no-color model that’s simple yet proven. With strong training and support, brands like Blo Blow Dry Bar attract new owners as they supply a membership-based concept that equates to recurring revenue. Great Clips is built on a platform of flexibility with walk-in, no-appointment haircut services. Diesel Barbershop caters to the male population, a modern-day version of the vintage corner barbershop, and appeals to what today’s customers want in a haircut

experience: part barbershop, part old-school record store, and part arcade.

Even brands that we think of as pure beauty, such as lash-extension studios, do more than make their patrons gorgeous. Feeling at one’s best inspires confidence and a sense of well-being to women of all ages. Deka Lash is dedicated to developing unique products as well as providing a special experience.

The Lash Lounge prides itself on being an “express beauty service” with a low-cost entry and few employees.

There are also numerous changes in the nail-care arena, and Frenchies Modern Nail Care is one of the few franchises in the nearly $10 billion nail salon industry. Because Frenchies’ key concept is natural nail care, the salons have no chemical smells or noisy tools.

THE CHANGING INDUSTRY So many things have changed in the beauty and wellness category that if you think you know it based on old-school thoughts, you should probably revisit the space. In that light, here’s something that may surprise you: Many men are jumping on the bandwagon of owning a franchise in the beauty space.

However, if you examine the business side of it, you can easily see why. With many of the options turning a great ROI and offering more semi-absent business models than other sectors, there’s nothing quite as “beautiful” or providing as much “well-being” as a healthy, thriving franchise kicking off plenty of profits for the owner.

Alesia Visconti, CFC, and her expert team of franchise consultants are passionate about helping others achieve their dreams of business ownership through franchising. Visconti has 20-plus years helping others find 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.” Alesia is a self-proclaimed nerd and loves all things “superhero.” For more information, visit www.franserve.com. Reach Visconti at avisconti@franserve.com

March 2019 37

COVER STORY

Well & Good A little indulgence could be just what the doctor ordered

by The Franchise Dictionary Magazine Team

T

reating yourself is no longer regarded as selfish. Rather, it’s applauded. With technology everywhere, life has become ultra-fastpaced and stressful. The result? We are starting to treat ourselves more with the goal of wellness—living healthier lives and feeling good physically and spiritually. Wellness has become a priority and also has become big business.

The quest for wellness has been addressed by franchisors in many different areas, from what we put into our bodies, to how we groom ourselves, and how we relax or recover from injuries. It covers a big area with more diverse and innovative concepts than you probably imagine.

On the following pages, we look at several franchise brands that help us achieve wellness in one way or another. They may have different business models and offer different services, but they all have one thing in common: They cash in on a growing trend. Read on if the idea of making people feel good while growing a business sounds appealing. A perfect opportunity may be waiting for you.

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March 2019 39

COVER STORY

Icebox Cryotherapy

Icebox Cryotherapy founder and COO, Alia Alston.

CRYOTHERAPY IS A MODERN, SUPER-COLD TAKE ON THE TRADITIONAL ice bath. It involves exposing the body to ultra-low temperatures ranging from minus-200 degrees Fahrenheit to minus-256 degrees F. for three minutes, explains Alia Alston, founder and COO of Icebox Cryotherapy® Studios.

Alston first delved into cryotherapy strictly for herself, to help with her recovery from injuries suffered in a car accident. She felt so terrific after her first session that she wanted to share the benefits with others and opened up the first Cryotherapy retail studio in the U.S. “The process of whole-body cryotherapy reduces inflammation, improves circulation, decreases pain, and promotes better overall health,” Alston says.

Icebox Cryotherapy is an innovative concept within the fast-growing health and wellness industry. “We’ve made a simple concept of providing top-of-the-line services in a fun, progressive environment,” she says. “Inside our modern studios, something amazing is happening. With our lively atmosphere, highly-trained staff, and the best equipment in the industry, we push past the norms of a typical wellness studio and deliver the customercentric best three minutes of your day. It’s a cool experience in every way.”

So why do people drop in to chill out? Clients want to improve athletic performance, manage pain, reduce muscle and joint soreness, and enhance overall health and beauty.

“Icebox can give you the best, most-innovative cold-therapy experience,” Alston promises.

For more information, visit www.iceboxtherapy.com/franchise/

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WaterStation Technology DRINKING QUALITY WATER IS A MUST FOR A HEALTHY LIFESTYLE. Knowing this, WaterStation Technology delivers lower-cost access to ultra-clean, greattasting water. The company purifies water to the highest standard and percolates it through a series of natural minerals to create a virtual spring water that contains electrolytes and an alkaline pH. The purity level is a huge attraction for consumers concerned about germs, pesticides, and other contaminants in their tap water. WaterStation’s purification system erases that worry.

Those same eco-conscious consumers appreciate that they can go into a store with reusable bottles, fill ’em up from a WaterStation vending machine, and not add to the waste stream with the single-use disposable plastic bottles that are clogging landfills. “Plastic water bottles last for 1,000 years before they disintegrate. WaterStation Technology built a business around reducing that problem,” says Ryan Wear, director of operations and investor relations with the Seattle-based company.

Wear says WaterStation’s widespread consumer appeal and low-cost, home-based model combine for a great business opportunity. Its passive ownership makes WaterStation an excellent option for investors who can’t be on-site regularly. The business offers additional revenue streams through selling digital advertising via the screens located on some of the larger systems.

Learn more at www.waterstationtechnology.com.

March 2019 41

COVER STORY

StretchLab STRETCHING IS REALLY GOOD FOR YOU. EVERYONE KNOWS IT, BUT NOT everyone does it. Sitting hunched over a computer all day just isn’t what we were meant to do. Stretching coaxes our bodies to return to proper form. It also helps people reduce the risk of injuries, regain mobility, improve posture, flexibility, and range of motion in a simple, natural way. And it reduces stress, which we all seem to suffer from these days.

Recognizing the long list of benefits, the folks at StretchLab created a unique studio.

They refer to their service as “the most remarkably simple thing you can do to feel better,” taking stretching to the next level by offering one-on-one assisted sessions. Customers can book 25- or 50-minute sessions with a Flexologist who customizes sessions based on each client’s needs. Flexologists go through a proprietary training program that includes 60 to 70-plus hours of theory and hands-on training.

Group stretch classes are offered in two formats: Fit Flex for beginners and Power Stretch for fitness enthusiasts looking for performance recovery and deep stretching.

Franchisees can feel good about helping others and reap the benefits of this growing industry. The executive model lets investors scale easily, and membership programs lead to recurring revenue.

For more information, visit www.stretchlab.com.

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ONE Cannabis AMERICANS INCREASINGLY HUNT FOR ALTERNATIVE WAYS TO EASE their pain, nurture relaxation and sleep, calm the nausea of chemotherapy, and solve other physical and mental problems after mainstream tactics have failed. Many of them swear by the effectiveness of marijuana products to improve their quality of life as they deal with varied conditions ranging from insomnia, migraines, and arthritis to Crohn’s disease and more.

Denver, Colorado-based ONE Cannabis retailers help ease the suffering of their clientele, and that’s a rewarding proposition for franchise owners. Billing itself as “the world’s most experienced cannabis business franchise system,” ONE Cannabis focuses on a great retail experience for customers. It meets this goal by guiding them toward the ideal product for their particular need. The options include topicals, which have no psychoactive effects; edibles; and potent, long-lasting oils.

Franchisees will appreciate that they can get their slice of the rapidly-growing medicinal and recreational cannabis market while benefiting from the shared knowledge of leaders who have been involved in the legal cannabis industry for nearly a decade. ONE Cannabis franchises also have access to top-quality cannabis strains and products.

According to ONE Cannabis, franchisees should have a passion for the industry, possess an entrepreneurial drive, and be committed to represent and help grow the ONE Cannabis brand. Franchisees can count on great support from the company’s tried-and-true operational systems, long-established business relationships, solid brand recognition, and expert marketing support inside this rapidly evolving industry.

For more information, visit www.ocginc.com

March 2019 43

COVER STORY

Great Clips OVERSCHEDULED, UBER-BUSY CUSTOMERS ARE GRATEFUL FOR THE convenience of Great Clips. Being able to walk right into the salon relieves the stress of trying to set up—and keep—appointments. And for franchisees, “the key appeal is the nature of the business—having repeat customers, being recession-resistant, and offering the opportunity to own multiple salons,” says Beth Caron, director of franchise development for Great Clips.

Franchisees don’t have to be hairstylists. “We look for people who have a passion for managing people. It isn’t a business about cutting hair. It’s about managing your teams and being a cheerleader for them,” Caron says. “Owners don’t need to be on-site from 8 to 5 daily, but do need to set the tone for the culture of their organizations by being involved.”

Franchisees receive ample training and support. They attend co-op meetings and corporate meetings to connect with fellow franchisees and stay abreast of best practices.

Already one of the largest brands in the hair-salon industry, Great Clips has leveraged technology to continue growing. “Our online check-in eliminates wait time. Our Clip Notes® program keeps a record of your haircut preferences so that you can get the same results no matter which Great Clips location or stylist is doing the cut,” Caron says.

One added allure for franchisees is Great Clips’ feel-good factor. “We’ve partnered with Wigs for Kids, children’s hospitals, veterans organizations, and other amazing charities because caring is an important part of who we are,” she says. “One new initiative is our Stylist Assistance Fund, which helps our stylists get back on their feet after natural disasters strike.”

For more information, visit www.GreatClipsFranchise.com or call 800-947-1143.

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Deka Lash EYELASH EXTENSIONS ARE ONE OF THE fastest-growing segments in the beauty industry. Offering a quick pick-me-up at an affordable price, Deka Deka Lash is a family affair for co-foundLash customers score a dramatic look without the hasers Michael and Jennifer Blair (above) and their daughters, Demi and Karli, who are the sle of applying mascara. Michael and Jennifer Blair, the namesakes of the company (below left and married co-founders of Deka Lash, recognized this growright with Jennifer, center). ing trend and launched their business in 2011. Today the company is booming, with more than 200 locations awarded since franchising began in 2016.

Michael Blair attributes the brand’s staggering growth to its quality and state-of-the-art services. “We offer best-in-class eyelash extensions combined with a vibe that makes the experience fun and exciting. Our focus around technology gives us a strong edge in efficiency, which lowers operating costs,” he says.

Formed from the first two letters of the eldest Blair children’s first names—Demi and Karli—the company truly is a family affair. Both daughters work in the business, and Mom and Dad run the company harmoniously in roles that play to their individual strengths. “Jennifer is involved in training and the customer experience. I’m more on the tech and operations side,” Michael Blair says.

The easy-to-run business requires no beauty experience. “We operate as a semi-absentee model, so many franchisees still keep their day jobs,” he says. With a membership offering, recurring revenue and customer retention are built in. “Eyelash extensions are disrupting the beauty industry. They are so much more than a fad. We are taking business away from other elective beauty services and are becoming part of a woman’s beauty regimen,” Blair adds.

For more information, visit www.dekalashfranchise.com or call 724-949 0833.

March 2019 45

2019 U.S. SCHEDULE

Meet face-to-face with the hottest business ownership candidates in each city.

SPRING

FALL

BOSTON, MA

COLUMBUS, OH

ATLANTA, GA

Seaport Hotel & World Trade Center

Ohio Expo Center

Cobb Galleria

January 11 & 12

March 30 & 31

First 10’ x 10’ Booth: $2795.00

September 6 & 7 First 10’ x 10’ Booth: $2795.00

First 10’ x 10’ Booth: $2795.00

NEW YORK / NEW JERSEY

February 16 & 17 Meadowlands Exposition Center

First 10’ x 10’ Booth: $2995.00

SAN DIEGO, CA March 2 & 3

Del Mar Fairgrounds

VIRGINIA/ WASHINGTON D.C. April 6 & 7

Dulles Expo Center

First 10’ x 10’ Booth: $2795.00

CHICAGO, IL

April 27 & 28

Donald E. Stephens Convention Center

First 10’ x 10’ Booth: $2995.00

First 10’ x 10’ Booth: $2795.00

ORLANDO, FL

March 16 & 17

Orange County Convention Center

First 10’ x 10’ Booth: $2795.00

HOUSTON, TX May 18 & 19 NRG Center

First 10’ x 10’ Booth: $2795.00

FT. LAUDERDALE, FL September 20 & 21 Broward County Convention Center

First 10’ x 10’ Booth: $2795.00

TAMPA, FL

October 11 & 12

Tampa Convention Center

First 10’ x 10’ Booth: $2795.00

DENVER, CO

October 25 & 26 Denver Mart

First 10’ x 10’ Booth: $2795.00

DALLAS, TX

November 8 & 9

Dallas Market Center

First 10’ x 10’ Booth: $2795.00

Each additional 10’x10’ booth space is available for $1095.

Each additional 10’x10’ booth space in Chicago/New York is $1295.

PRODUCED BY:

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17 years of high quality franchise sales events.

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Skin Deep

More Than

by Jerry Rieder, Certified Franchise Consultant

Beauty and wellness franchises tap ever-growing consumer demands People everywhere view their health and appearance as worthwhile investments.

The $3.7 trillion global wellness industry is expected to expand by more than 17 percent through 2020, and health and beauty franchises enable you to join this highgrowth field.

People always want to look and feel good, so these businesses typically are recession-resistant, which makes them a particularly appealing investment.

Hair salons alone generate more than $44 billion in revenue each year in the United States. Health and wellness spas bring in about $17 billion a year, and massage services are at $16 billion. Personal waxing and nail salons bring in some $11 billion, with tanning salons generating more than 48

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$2 billion in yearly revenue.

If those numbers sound pretty sweet, consider that the forecast is rosy for a continuing boom. The U.S. Department of Labor sees demand staying strong, projecting that the beauty and wellness industry will grow faster than the average for all occupations through at least 2020.

So if you’re looking for a franchise in an industry with a strong past performance and a bright outlook, you might consider the areas of beauty salon/hair care, cosmetics, tanning, or med spa. These businesses are fun to operate and have a high profit potential. Another attraction: usually no industry experience is required.

Following are three high-growth categories to consider:

Lash Services The great thing about eyelash extensions is that follow-up treatments are a must, which means that repeat visits are assured. And lash love isn’t just for celebs anymore—rank-and-file office workers to soccer moms are buying into this beauty trend.

One company that anticipated the growing demand is the Lash Lounge. It was the first business of its kind in the franchising world and joined the booming express beauty service industry as a salon that specializes solely in eyelash extensions.

Massages

After a tough day at work, tense muscles can cry out for a massage. Statistics show that most Americans suffer from back pain, other muscle pain, and routine stress, which are the primary reasons that people sign up for their first massage. Among the franchise options filling those needs is Elements Massage™. It provides a variety of massage therapy options to clients who seek relaxation or relief for lower back soreness or just an overall wellness benefit.

Barbershops

One fast-growing consumer base in the beauty and wellness industry is men, and the barbershop is the male equivalent of the beauty salon. Barbershops have begun offering a wide array of styling options and environments for the testosterone set.

One example is Diesel Barbershop®, an innovative franchise founded in 2011. Diesel’s target audience is 16- to 75-year-old men. Its customers want a place where they can relax and maybe drink a beer (21-and-older customers, of course!) while getting their haircut and a shave. Clients enjoy the masculine atmosphere where they can talk sports or other interests with the barber or other customers.

Jerry Rieder, CFC, has been a franchise consultant since 2012. He became part of the FranServe Training and Development Team in 2013 and has helped a large number of consultants become successful. His compassion and desire to see others achieve drives him to share his techniques and best practices with new and experienced consultants alike. He serves as a trainer, a mentor, and also as a facilitator for FranServe’s Power Teams. His prior 25+ years of management experience with Fortune 500 Companies provides the foundation for aiding others to achieve their goals. Contact Jerry at jerry@franserve.com

March 2019 49

Strategizing Validation Get the inside scoop from other franchisees before you make your final decision

M

by Diana Capirano Certified Franchise Consultant

y clients hear me say it all the time, “Validation is where the rubber meets the road!” The validation process—when you talk to other franchisees about their real-life experiences inside the franchise—is an important part of the franchise buying process.

In fact, the opinions of other franchisees can make or break your decision. This is where you hear how it really is from other franchisees—and when you can determine if similar experiences will work for you. The FTC limits how much the franchisor has to reveal, so you can talk to current owners about any omissions. Inside information from current owners is vital. So how do you make the most of it? Here, we give you five steps to help you make the most of the process.

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STEP 1-IDENTIFY YOUR TARGETS Make sure you talk to both top performers and low performers—at least two of each. This gives you a good sampling. Ask about franchise support, training, and the future vision of the franchise.

Include startups, those businesses that have launched within 18 months. This will help you validate start-up costs and track to break even. You’ll even be able to ballpark initial training costs, as it’s still fresh in startup minds. Also, talk to people at the end of a franchise agreement. Will they renew? What differences have they observed, and how adaptable has the franchisor been to changes in the competitive landscape.

Talk to those closest to you in terms of location and those with similar demographic profiles. It can give a good indication of your target market and may become more relevant in businesses driven by local economies.

STEP 2-DEVELOP YOUR TOOL Create a list of questions and include those that the franchisor was not “permitted” to answer. Use a list supplied by your consultant as a guide and add your own questions. Ask clarifying questions as part of a free-flowing conversation, not just a simple Q and A. You want detail. Organize your questions by category, such as financial performance, marketing, support, onboarding, and so on.

STEP 3-BUILD RAPPORT Learn about the franchisee and share your background to frame your questions. The high-

er objective is determining if this is a good fit for everyone. Take a few minutes at the beginning to encourage open-ended, engaged, and candid dialogue. Make it conversational. Focus on the difference between objective and subjective answers. Ask anything and don’t be shy— franchisees went through this same process and know the value. If anything was deemed a negative, ask these questions: Is the franchisor aware? What is the plan to address this? Remember: You are being evaluated as well.

STEP 4-TAKE NOTES Hopefully you will be inundated with great feedback, but document who said what in case you want to circle back for further clarification.

As you organize your information, ask yourself what was most meaningful? Did anything surprise you? What were common themes, both positive and negative. A few other questions to ask yourself: • Can I see myself working with these owners? Will they be a support to me?

• What made others successful or unsuccessful? Will the same apply to me?

• Overall, do I feel better and encouraged?

Or, do I feel leery and concerned?

STEP 5-SHARE FINDINGS Share your feedback with your consultant and franchisor. Do they seem surprised by anything you’ve uncovered? A great franchisor should not be surprised about anything coming out of validation, but he should be willing to explain or clarify points if necessary.

Diana Capirano, CFC, has an expansive career which includes corporate and franchise sales and development, marketing and operations, merger and acquisitions, structuring and negotiations as well as business ownership. As a highly-respected consultant and mentor, Diana espouses a profound commitment to help prospective business owners and investors understand and navigate the process of deciding on a franchise business. Contact Diana at 941-999-0095 or email diana@focusfranchise.com

March 2019 51

Step Out of Your

COMFORT ZONE I

by Jessica Melendez Certified Franchise Consultant

have often compared a franchise consultant to a psychologist because both professionals observe, interpret, and record the client’s objectives and desired outcomes. While working as a franchise consultant, I have come across clients who say what they want and what they don’t want. But then as I start to uncover their true objectives and desired outcomes, what they originally told me doesn’t match up.

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“What he thought he didn’t want was the very thing he ended up with.”

For instance: A couple of years ago, I worked with a client who planned to invest in a franchise while he kept his corporate job.

He wanted nothing to do with restaurants or a brand-new franchise. Along the way, he also told me that St. Louis was changing and he felt it was ready for something innovative. He wanted to be at the forefront of an industry or product in his market. He also wanted to buy multiples to make an impact and build an empire. As we continued our conversation, he said he had a passion for health and fitness.

At the time, FranServe added the new brand Rush Bowls. Rush Bowls is a concept that targets the on-the-go health-food industry in a unique way. Rush Bowls restaurants serve flash-frozen, thickly liquefied fruit that is topped with other healthy ingredients—a meal replacement in a bowl. Because Rush Bowls was an emerging brand, it had only two franchisees at the time. St. Louis was wide open for development, and the company’s concept was the innovative product my client sought in an industry he was passionate about.

Despite my client telling me he didn’t

want to be in the restaurant business or be a part of a new franchise, Rush Bowls had everything else: the ability to build an empire while keeping his job and a concept currently missing from his market. When I presented this option to him, I issued a disclaimer outlining the two negatives, the things he specifically said he didn’t want, but I also suggested he keep an open mind about this brand. Lo and behold, what he thought he didn’t want was the very thing he ended up with. The pros to this brand ultimately ended up prevailing over the things he perceived as undesirable.

This client is the perfect example of why you need to look beyond your comfort zone.

He was receptive enough to step outside the box and look at something that would have never occurred to him. By doing that, he ended up with exactly what he wanted. He is the proud owner of three Rush Bowls in St. Louis and may develop a total of seven to 10.

Sometimes an open mind and a willingness to leave your comfort zone can pay big dividends.

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

March 2019 53

Is the leader’s appeal important to franchise owners?

by Geoff Batchelder Certified Franchise Consultant

Char•is•ma DEFINITION FROM MERRIAM-WEBSTER

1: A personal magic of leadership arousing special popular loyalty or enthusiasm for a public figure (such as a political leader) His success was largely due to his charisma.

2: A special magnetic charm or appeal - the charisma of a popular actor

F

ranchising has certainly had its share of charismatic figures. Anyone involved in franchising, and even those who aren’t, probably have heard of Ray Kroc. He is credited with creating the business model that’s used for franchising today. Kroc developed it for that little franchise known as McDonalds. His involvement with the McDonald brothers started when he sold them milkshake Multi-Mixers for their burger restaurants. When Kroc joined the company in 1954, it had six locations, but he turned it into a franchise powerhouse.

The Founder, a 2016 film, told his story, and numerous publications have documented Kroc’s business genius.

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“The founder of a

franchise system is often moved aside for a professional CEO, but not always.”

There have been many charismatic founders and CEOs in the franchise industry.

Some became household names as the face for their business through appearances on TV and in other media. Two prime examples are Dave Thomas of Wendy’s and Colonel Harland David Sanders of KFC. The founder of a franchise system is often moved aside for a professional CEO, but not always. For instance, Fred DeLuca was co-founder and CEO of Subway from 1965 until his death in 2015. DeLuca started Subway as a 17-year-old with a $1,000 loan from a friend and built it into 40,000 locations worldwide.

A charismatic founder or CEO can offer benefits but also can cause problems, especially in today’s mass-media-always-on world.

Consider the case of John Schnatter, who founded Papa John’s Pizza in 1984 and was the CEO and longtime face of the franchise.

He was a focal point for all of the pizza restaurant’s advertising campaigns. But Schnatter’s charisma couldn’t save him when some of his controversial personal opinions became public. The board of directors removed him in 2018. Now Schnatter and his namesake company are mired in legal battles.

The most charismatic CEO I have personally met is Amit Kleinberger of Menchie’s Frozen Yogurt. If you’ve seen Kleinberger’s presentation on Menchie’s franchise opportunities, you know what I mean. Discovery day at Menchie’s is a well-polished production that will leave your head spinning.

Kleinberger’s charm and magnetism, invaluable in his TV appearances and in magazine articles, were instrumental in building Menchie’s into a huge player in the frozen yogurt sector. (Kleinberger’s charisma also helped him launch an artisan pizza franchise that rapidly expanded but ultimately didn’t work out so well, but that’s another story for another article.)

Checking out these franchise figures in detail will be interesting for any reader interested in franchising.

But should you choose your franchise investment based on the charisma of its CEO? No. While that CEO may help drive franchise unit growth, that growth isn’t likely to help a franchise owner’s bottom line. You should make your buying decision based on a franchise system that aligns with your individual goals, skills, objectives, likes and dislikes, and financial situation.

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.

March 2019 55

in·ter·view

\�in-tər- vyü \ � noun

1. A Q&A session with an up-and-coming franchisor 2. A passionate CEO talks about her emerging brand

Colleen Pyle, along with her husband

Curtis, launched Just Let Me Do It! Commercial Services in 1997.

For about two decades, they grew the company to six corporate locations, and in 2018 began franchising. Here, Colleen tells us what might attract someone to invest in a JLMDI franchise. Contact her at Colleen@JustLetMeDoIt.com or visit www.JustLetMeDoIt.com.

Q

In a nutshell, can you describe the services that Just Let Me Do It! provides and tell us how you came up with the concept?

A

JLMDI is a commercial service repair and remodel company that works with large chain stores, major retailers, big-box stores, restaurants, and convenience stores. Our customers need to be up and running efficiently to make money, and we’re their onecall-does-it-all service provider.

We focus on everyday maintenance, such as door closures, cabinet doors, ceiling tiles, paint, flooring, and other tune-ups that the business needs to stay open and function smoothly. Typical JLMDI jobs range from plumbing and electrical to carpentry, drywall, and painting. But we take on more specialized work, too—concrete, power-washing, asphalt repair, cooking equipment, drinking fountains, building displays, stucco, brick, lighting, and emergency services to name a few. You can see a more complete list on our website, JustLetMeDoIt.com.

We saw the need for small remodeling and maintenance jobs, and started with residential services. But then we found a higher demand in the commercial arena. Retail stores are in need of preventive maintenance daily. We knew if we could deliver on-time response, daily status reports, and timely billing, then we would always stay busy and profitable. And we’ve done just that.

QA

What kind of franchisees are you looking to partner with?

The perfect franchisee is someone with trade experience—carpentry, plumbing, electrical, and so on—and with business knowledge. We look for positive, caring, and friendly partners who are hardworking. We want franchisees to take pride in a job well-done and customers who are thrilled.

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Q

For franchisees, what are some of the benefits to investing in JLMDI?

A

Our franchisees don’t have to do their own marketing or advertising because we bring the work to them. So essentially it’s a turnkey business that starts generating revenue quickly. Franchisees are typically up and running within three to four months after signing of their franchise agreement.

Franchisees walk right into established relationships and are placed into a preferred status because of JLMDI’s great reputation. Franchisees also have jobs waiting from day one because there’s a huge demand for the services we offer.

Our franchisees can focus on job scheduling, getting the work done, and collecting their checks. They’re not running an office and taking a phone call with one hand while hammering with the other. We handle the phone calls, respond to emails, and take care of billing. We track all jobs from start to finish. This allows the franchisees to focus on scheduling, getting the work done, and collecting their checks.

We have a loyal customer following within our highly specialized niche. We know what our customers need, and they know we’ll get the job done. This translates into loyal, repeat customers. It also means that JLMDI customers give lots of referrals to other businesspeople they know.

QA

What type of training and support do franchisees receive?

We do office training to learn the software, which is state-of-the-art, and the flow of jobs—how long the various projects and their steps take, in particular.

Our initial training is about a week in the classroom in Concord, North Carolina. We also put the franchisees in the field with experienced technicians to learn by doing, which is a crucial part of their training process. The training program includes administrative functions, operations, marketing concepts, customer service training, and personal training.

We offer 24-hour support. We will always be there for our franchisees. We understand that their success is our success, and we do whatever it takes to help them when they need us.

March 2019 57

spot·light

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

The Patch Boys®

The Inspection Boys®

FASTSIGNS® 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.

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Exceptional customer service and high-quality products have earned FASTSIGNS® a loyal base of business clients and an excellent reputation. By providing custom applications for end users along with sophisticated new products such as digital signage, ceiling tiles, and imaged glass, franchisees are perfectly positioned to achieve long-term success.

With 120-plus staffers dedicated to supporting the approximately 650 franchise owners, franchisees always know where to go for help.

For more information, visit www.fastsigns.com

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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 tried-and-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 homebased business offers low overhead, big margins and quick ROI. Learn more at inspectionboys.com or call 800-819-4403.

FranServe®

Naturals2Go® A flexible schedule and high-growth potential are just some of the perks Naturals2Go owners enjoy. Offering healthier choices than you’d expect to find in ordinary vending machines, Naturals2Go machines are welcome additions at schools and other high-traffic areas where people want quick, healthy snacks. Investors enjoy unlimited support and variable start-up costs. For more information, visit www.naturals2go.com or call 208 699 9169.

The world’s largest franchise consulting and expansion organization, FranServe Inc. helps people seeking lifestyle balance and financial security to find their perfect fit. That might mean working with a FranServe Certified Franchise Consultant, a free service, to identify and explore ownership of a particular brand. (Consultants are paid by the brands they represent.) Others may find the perfect fit by becoming a FranServe Certified Franchise Consultant and securing their dream career by helping others become franchise owners. With the franchise industry growing exponentially due to dramatic changes in corporate America, franchise ownership or franchise consulting offers a wonderful future. Learn more at www.FranServe.com.

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, call 704-960-4554 or visit www.justletmedoit.com.

March 2019 59

spot·light Funtopia®

Challenge Island® Challenge Island is a unique and rapidly growing educational franchise. Incorporating STEAM education (science, technology, engineering, art, and math), the program takes children on imaginative journeys to an array of thematic islands. Each island is made up of numerous “destinations,” where children work in collaborative tribes on action-packed challenges. With low start-up costs and multiple revenue streams, including enrichment programs, camps, and parties, Challenge Island® is worth a look. For more information, visit www.challenge-island.com.

® 60

Senior Helpers® Dedicated to promoting healthy lifestyles in children, Funtopia combines sports with fun in an innovative way. A oneof-a-kind adventure park, visitors experience rock wall climbing like never before with imaginative scenarios, like riding dinosaurs, jumping off skyscrapers, and climbing beanstalks. Rope courses, zip lines, ninja courses, artificial caving, and many more active entertainment adventures add to the mix. Parents will be thrilled with Funtopia's snack bar options, which includes smoothies and baked chicken.

Franchisees get unlimited support in an industry that has huge growth potential. For more information, visit www.funtopiaworld.com.

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The need for eldercare has grown significantly over the years, making it a $400 billion industry. This means that the market for senior care businesses will continue to expand. Senior Helpers® owners are uniquely positioned to capitalize on a booming need, while delivering a meaningful and necessary service to elderly individuals and their families. With a low investment, experienced corporate support staff, and state-of-the-art training for staff and caregivers, franchisees can grow the business at their own pace. Discounts are available to military and first responders. For more information, visit www.Seniorhelpersfranchise.com

or call 877.406.8749.

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spot·light The Interface Financial Group NEXTGEN GREAT SealCoating™ Large territories and low start-up costs are just some of the perks for NextGen Great Sealcoating™ franchisees. Seeking to take advantage of a fragmented industry by applying the franchise model, the company’s founders created a ground-floor opportunity in a multibillion-dollar industry. Because franchisees use only environmentally friendly materials, they feel great about the product and service they deliver. The company provides marketing programs, in-depth training, and a dedicated call center. For more information, visit www.greatsealcoating.com.

Kitchen Tune-Up® When businesses need prompt payment, they can count on The Interface Financial Group.

IFG’s early payment service processes invoices and puts cash in clients’ bank accounts without a 30- to 90-day lag. Franchisees enjoy an easy-torun home-based business with no need for staff, so payroll and HR demands are not an issue. This unique franchise model is part of a trillion-dollar industry. With more than two decades in business, IFG has a proven model and offers ongoing training and support.

For more information, call 800-387-0860, ext. 2 or visit www.interfacefinancial.com

The folks at Kitchen TuneUp® believe clients don’t have to spend a fortune or be displaced from their homes to get the space they’ve always wanted. Known for its signature One-Day Tune-Up, the company offers five service options at different price points, with many projects completed in only one to five days. Franchisees don’t need an industry background, just a desire to run and grow a business. With more than 30 years in the kitchen and bath industry, Kitchen Tune-Up offers a known brand with a proven concept. Franchisees enjoy support, ongoing training, and the buying power of a large corporation. For more information, call 1-800-333-6385 or visit ktufranchise.com or email franchise@kitchentuneup.com

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Looking for your next career adventure?

FRANSERVE: WHERE DREAMS COME TRUE

Being a FranServe consultant is like being a superhero

Find your dream career by helping others achieve their dreams of business ownership through franchising The world’s largest franchise consulting and expansion organization

www.franserve.com March 2019 800-206-5454

63

l

spot·light BrightStar Care®

PuroClean® WaterStation Technology® Plastic water bottles last for 1,000 years before they are disintegrated. WaterStation Technology built a business around reducing that problem. This eco-friendly company offers consumers selfserve 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. Visit

s

www.waterstationtechnology.com

for more information.

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BrightStar Care is an industry-leading home care and medical staffing franchise with more than 330 locations nationwide. Franchisees provide in-home medical and non-medical services to clients, helping families ease the strain of caring for their aging loved ones.

With multiple revenue streams including personal, companion and skilled care, national accounts and medical staffing, franchisees leverage several opportunities for growth.

Proprietary technology solutions are designed to help franchisees improve efficiencies and deliver the highest standard of care for their clients.

For more information on BrightStar Care, visit www.franchise.brightstarcare.com.

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PuroClean provides fire and smoke damage remediation, water damage remediation, mold removal, and biohazard cleanup to commercial and residential customers through a comprehensive network of 270plus franchise offices across North America. PuroClean offers a low-risk, high-reward franchise opportunity with an incredible level of personal satisfaction for entrepreneurs. The company takes care of job assignments and working with insurance companies so franchisees can take care of their customers. PuroClean’s training is in-depth and hands-on, with each franchisee’s regional director available 24/7/365 to assist with problemsolving. Ongoing training is available online. For more information, visit www.PuroCleanFranchise.com

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UPCOMING ISSUES FranchiseDictionary FranchiseDictionary FranchiseDictionary Dictionary FranchiseDictio FranchiseSenior Franchise DictionaryCare/Medical nary April: HomenaServices September: ry io ct Di ise ch Fr an an Fr chiseDictionary FranchiseDictionary ry na May: Food October: Women Franchising io ct Di ise F 5 ch Fr anchiseDictionain Fran FrO anO chDiseDictionary ry ry Franchise iseDictionaFranchising FranchisePets FranchMobile Dictiona June: November: & ryVets Dictionary 5 ame SEPTEMBER 2018

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last word

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1. Advice from a successful brand 2. Help other businesses while building your own

Show Them Their Money Why to invest in this proven brand

1. It delivers a unique and crucial service: The Interface Financial Group provides early payment services for businesses as they need it. Instead of waiting 30 to 90 days for their customers to pay, clients of IFG know its early payment service will take care of invoices and get cash into their bank accounts quickly.

2. You’ll have a partner: The Interface Financial Group collaborates with its franchisees on every deal. After more than two decades in business, IFG has become a trusted name, one that minimizes paperwork for businesses looking to streamline various financial processes as well as expedite payments from their customers.

3. It’s a simple operation with low overhead: An IFG franchise can be a one-man or one-woman show—franchisees can operate with no employees and no set business hours. They’re truly their own bosses. And bonus points: The Interface Financial Group integrates with technology that its franchisees are already using.

4. You keep wearing your white collar: Draw on your own professional background, whatever it is and whatever industry you’ve worked in before.

5. The sky is truly the limit: The more you put in, the more you get out of your business. What could be better than that?

For more information, visit www.interfacefinancial.com.

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Water is for Swimming not for basements

The Water Damage Restoration

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

When Did You See The Sign?™

FASTSIGNS of Irving, TX

As a growing $29 billion industry, signage and graphics will be in demand as long as businesses need to be seen. FASTSIGNS® will be there to create captivating, high performing visuals for businesses around the world.

• Over 700 locations in 9 countries • Business-to-Business hours • Low staffing requirement • Professional business clientele

• Seeking Domestic & International Franchisees • 50% Off Franchise Fee for Veterans and First Responders

“I was surprised at the daily support we have with the corporate office and other franchise owners in the system that are truly there for my wife and I. I know I can call or text anytime with simple and complex questions."

Steve & Renae Adrian - Lynchburg, VA

® VISIT US AT IFE IN NEW YORK CITY! BOOTH #214 For more information: Mark Jameson | 214-346-5679 | mark.jameson@fastsigns.com www.fastsigns.com