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Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

VOL 09, ISSUE 7, June 2021

children’s products and services:

future-proof franchising

a post pandemic outlook for main street america

enrichment for riches:

kid-focused concepts still hold steady LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

NOBODY GETS TO THE TOP BY ACCIDENT! We advise many of the top franchise owners in the world. You can get acces to the very same resources that build their empires at no cost!

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Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 9, ISSUE 7, 2021 president: Colin Bradbury. colin@cgbpublishing.com

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

Comments

from the pu blisher & editor

editorial: editor@cgbpublishing.com

advertising: vikki@cgbpublishing.com jasonb@cgbpublishing.com

Editorial team: Hayley Drew Sinead Horan-Webb Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

CGB PUBLISHING Canadian Office: Sidney B.C Canada U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Editorial: 778 426 2446 www.franchisingusamagazine.com Proud member of the IFA:

Welcome to our June issue of Franchising USA. In this issue we celebrate all things to do with Children’s Products and Services franchises. There is no doubt that parents are invested in the health, wellbeing and physical, mental and social development of their children – and they are looking for businesses that offer goods and services to support that goal.

Turn to page 10 to read our special feature on child-friendly franchising; on page 32 you can read expert advice from Franchise Marketing Systems president Chris Conner on the benefits for parents, kids – and franchisees – on educational enrichment; and on page 18 we focus on School of Rock and explore how this iconic musical school is helping aspirational musicians find their inner rock god.

As usual, our experts are here to offer their unique insights into the franchising industry. Turn to page 14 for A Post-pandemic Outlook for Main Street America from Christopher Johnson of Pitney Bowes Financial Services; on page 34 Heather Ripley of Ripley PR asks Is Your Franchise Brand Ready for a Crisis?; and on page 24 Keith Gerson of FranConnect explores What’s Keeping Emerging Franchisors Up at Night and How to Fix It. Plus, we have plenty more expert advice, industry news, and our regular franchise and services listings.

Enjoy the read!

Vikki Bradbury

Franchising USA

SUPPLIER FORUM International Franchise Association Washington, D.C. 20005

“There are not seven wonders of the world in the eyes of a child. There are seven million.”

Phone: (202) 628-8000

~ Walt Streightiff

1501 K Street, N.W., Suite 350

Fax: (202) 628-0812 www.franchise.org The information and contents in this publication are believed by the publisher to be true, correct and accurate but no independent investigation has been undertaken. Accordingly the publisher does not represent or warrant that the information and contents are true, correct or accurate and recommends that each reader seek appropriate professional advice, guidance and direction before acting or relying on all information contained herein. Opinions expressed in the articles contained in this publication are not necessarily those of the publisher. The publication is sold subject to the terms and conditions that it shall not be copied in whole or part, resold, hired out, without the express permission of the publisher.

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THE MA GAZIN

E FOR F RANCH

ISEES

14

VOL 09, ISSU

agazine.com

E 7, JUNE 202

CHILDREN’S PRODUCTS AND SER

FUTURE-PROVICES: FRANCHISINOF G

A POST PA OUTLOOK FONDEMIC R MAIN STREET AMER ICA

ENRICHMEN FOR RICHEST :

LAT EST NEW S

18

FIN ANC IAL

ADV ICE FRO M THE BAN KS

KID-FOCUSED CONCEPTS STILL HOLD STEADY TOP LAW YER S’ ADV ICE

On the Cover 10 Special Feature:

Children’s Products and Services: Future Proof Franchising

14 A Post-pandemic Outlook for

24

Main Street America

32 Enrichment for Riches:

Kid-focused Concepts Still Hold Steady

In Every Issue 6 Franchising News

Announcements from the Industry

42 A-Z Franchise and

Services Directory

Ask the Expert 36 “How Can I Justify Paying a

Franchising USA

Higher Rent?”

Evan Hackel, Tortal Training

1

21

june 2021 Focus Feature 18 School of Rock: Beyond the Film, and

30

Expanding Global Brand

Expert Advice 14 A Post-pandemic Outlook for Main Street America

Christopher Johnson, Pitney Bowes Financial Services

20 Why an Adaptive Growth is Essential

32

Gary Norris, Norris Ventures

24 What’s Keeping Emerging Franchisors Up at Night –

and How to Fix It

Keith Gerson, FranConnect

28 Franchises for Landlords

George Knauf, FranChoice

30 3 Ways Entrepreneurs Can Change the Negative

Stigma of Their Industry

34

Chelsea Smith, Fastest Labs San Antonio

32 Enrichment for Riches: Kid-focused Concepts

Still Hold Steady

Chris Conner, Franchise Marketing Systems

34 Is Your Franchise Brand Prepared for a Crisis?

Heather Ripley, Ripley PR

38 Reevaluating How Franchisors Address Brand

Standards for Frontline Workers

38

Matt Goebel, Woven

Franchising USA

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what’s new!

CELEBREE SCHOOL POISED FOR GROWTH

Celebree School, a leader in early childhood education providing, looks to a promising post-pandemic future with eight schools expected to open before the end of 2021.

Celebree School was founded on the belief that success in early childhood development is equal parts curriculum and connection that extends beyond classroom to address not only the needs of the whole child, but the whole family. Since inception in 1994, Celebree School has grown from a single preschool to 26 locations and Maryland’s largest, privately-held chain of childcare centers.

The brand expanded in 2019 by launching its franchise offering, selling 39 locations in just two years. Despite the challenges faced by the childcare industry in 2020, Celebree School worked tirelessly to deploy strategic health and safety protocols in each of its schools while also responsibly adding new franchisees into its system.

“After growing the Celebree School brand for over two decades and enjoying many successes along the way, I knew I wanted to give other entrepreneurs the chance to feel the same pride in business ownership that I felt,” said Founder and CEO Richard Huffman.

“I’m overjoyed to see the interest and momentum we’ve achieved in such a short time and look forward to adding new franchisees to the

Celebree School system for years to come.”

Celebree School’s strength and determination was recognized with the 2021 Fran-Tastic 500 Award by FranServe Brokers, honoring brands going beyond the norm and helping people fulfill their dreams of business ownership through franchising. https://www.celebree.com/franchising/.

THE LEARNING EXPERIENCE GETS ARTY FOR MAKE-A-WISH CAMPAIGN The Learning Experience raised over $500,000 to grant wishes for Make-A-Wish children through a month-long, franchise-wide fundraising campaign in April.

During the fundraiser, called “Art for Wishes,” preschoolers as young as three were learning a lifelong lesson in helping others while creating weekly art projects like flowerpots, superhero capes, and wish wind chimes. On April 29th’s “World Wish Day,” the anniversary of the wish that inspired the founding of Make-A-Wish in 1980, the children’s artwork was raffled off to donors.

The fundraiser was part of The Learning Experience’s monthly philanthropy curriculum teaching children the concepts of kindness, empathy, inclusion, and that it doesn’t matter how big or small you are, it’s the size of your heart that matters. https://thelearningexperience.com/

Franchising USA

Bad Ass Coffee of Hawaii Supports World’s Largest Donkey Rescue Kicked off during International Donkey Week in May, Bad Ass Coffee of Hawaii has forged a partnership with Peaceful Valley Donkey Rescue, an organization that rescues wild burros under threat of destruction and provides safe environments for abused and abandoned domestic donkeys.

The cause pays tribute to Bad Ass Coffee of Hawaii’s namesake: the donkeys of Kona, Hawaii that for generations carried loads of coffee beans down the steep volcanic mountain sides. The native people named these donkeys the “Bad Ass Ones” because of their reliably strong, but stubborn nature.

Through June, Bad Ass Coffee is hosting a donation page on badasscoffee. com with donation options ranging from $5 - $50. Donations of $10 and above receive a thank you gift from Bad Ass Coffee of Hawaii such as a plush donkey or a bag of Hana Bliss Flavored Coffee – a mix of vanilla, chocolate and macadamia that ranks as the company’s most popular flavored coffee.

“Being true to our Hawaiian roots means so much to us as a company so we’re committed to sharing a spirit of ‘ohana (family) that honors and cares for our extended community,” said Scott Snyder, CEO. “The important work Peaceful Valley does is near to our hearts and a perfect organization to support through our Bad Ass for Good program.” badasscoffeefranchise.com

AMERICAN FREIGHT INTRODUCES FRANCHISE MODEL 19 pandemic in 2020. According to Will Powell, President and CEO at American Freight, the organization developed the processes and skills necessary to replicate this success as it launched the franchise model late last year.

“American Freight is a proven business model with excellent unit-level economics and very reasonable start-up costs,” said Powell. “We’re well established with more than 350 American Freight stores nationwide and are uniquely positioned to grow exponentially in both existing and untapped territories, especially through franchising.”

American Freight, a leading furniture, mattress and appliance retailer, announced its new franchise model in late 2020 after more than 25 years of proven success in the retail home furnishings industry.

The announcement comes on the heels of the Franchise Group, Inc. acquisition of the retail concept in 2020.

American Freight opened over 25 new company-owned stores and grew its sales year over year despite challenges from the COVID-

American Freight Furniture and Mattress was established in Lima, Ohio, in 1994. The company grew to its current nationwide footprint by adding and rebranding nearly 130 former Sears Outlets and more than 30 former FFO Home locations in early 2020. The rebrand expanded American Freight’s product assortment to include furniture, mattresses and appliances.

“We entered the franchise world with our proof of concept in the bank,” said Jim Steger, Director of Franchise Development at American Freight. “Our franchising model is built on a system conducive to franchising and is proven to thrive in good and bad economies. It’s easy to build, quick to open and highly scalable.” www.OwnAmericanFreight.com.

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FIRST KIDS CODING SCHOOL OPENING IN SILICON VALLEY

theCoderSchool – whose motto is “Learn to code. Change the world.” opened the first kids’ coding school in Milpitas. The school opened in May and will serve the Silicon Valley, offering virtual coding classes as well as inperson coding sessions.

The new school is owned and operated by Paul Dosanjh, a Milpitas resident for over 25 years. Paul has worked in Silicon Valley as a Software Engineer/Technical Lead for the last 30 years and is looking forward to spending time within his community, offering his years of professional experience to kids looking to start coding.

“Milpitas is one big family and I am excited that I can give back to the community that I have called home for many years,” said Paul. “With the help and support of my own family, we are ready

to teach coding to the next generation of technology leaders in our community.”

Founded by Hansel Lynn and incubated with the help of his best friend, Wayne Teng, theCoderSchool was built to

provide children aged 7 to 18 years with a welcoming environment to develop computer programming skills.

“We could not be happier to welcome Paul to theCoderSchool team and we are looking forward to seeing the impact that he will make in the Milpitas community.

With the years of technology experience and community outreach initiatives we know Paul will provide great things for Milpitas,” said Lynn. http://www.thecoderschool.com/.

Neighborhood News is Now Issuing Franchise Opportunities Neighborhood News Inc., an innovative newsletter printing and mailing distribution company, is about to reach mailboxes in the masses. The concept’s new franchise entity Neighbors Choice™ is now offering individuals an opportunity to become self-employed and invest in a business that offers a flexible work environment, with unlimited potential to create a product that benefits community residents and small business owners alike.

Founded by San Antonio native, entrepreneur, and dedicated journalist Susan Schopp, Neighborhood News Inc. provides a variety of micro-local publication services to subdivisions, small municipalities, and homeowners’ associations throughout major cities in Texas. After noticing neighborhoods’ need for more effective communication tools,

Franchising USA

Schopp was eager to help residents connect on local topics of interest and provide ad space for small businesses to share their services.

“Our concept has evolved over the years, becoming an integral addition to communities throughout Texas,” said Schopp, President and CEO of Neighbors Choice™. “We are thrilled to begin franchising with more people who want to invest in and build a community-centered business, provide news that’s close to home, and reap the rewards from our proven system.”

After 25 years of operating a successful business model, the brand now serves close to 100 communities throughout Texas, such as Dallas, Austin, and their home base of San Antonio. As Neighbors Choice™

continues its growth, the company is

looking to expand in additional cities in Texas and Arizona, with a hard push to open more Texas markets and reach its

goal of 10-12 new franchisees within 6 months.

https://neighborschoice.com

Waxxpot Inks Deal for First Multi-Unit Franchise Agreement Waxxpot, a full-service men’s and women’s waxing salon that provides hair removal services from head to toe, is now franchising nationwide.

The brand signed an 11-unit deal with Waxxhaven LLC for the Cincinnati and northern Kentucky market. The first of 11 salons will open this summer in the Kenwood area of Cincinnati.

Waxxhaven LLC was formed by a seasoned group of restaurant operators that own full-service and quick-service restaurants on the West Coast and throughout the Midwest. The multi-unit deal kicks off Waxxpot’s 2021 plan for nationwide growth, targeting key markets and attracting multi-unit operators to a concept that exists within a $10 billion hair removal waxing industry.

“We are fortunate that Waxxhaven LLC recognizes the expanding beauty market, its unit-level economics and recurring revenue, along with its skilled labor market that has a significantly low turnover,” said Waxxpot CEO Daniel Sadd.

Sadd is no stranger to the beauty industry. In 2003 he founded Salon Lofts, a salon suite rental concept targeting independent

beauty entrepreneurs who reap the benefits of owning a salon without the risk of owning a business. Sadd discovered Waxxpot in Short North, Ohio and felt it was a natural extension. He purchased the original location and began growing the brand immediately in Ohio and beyond.

Waxxpot currently operates 11 salons throughout Ohio, Georgia, Colorado, and Texas. https://waxxpot.com/franchise

BOOMING YOUTH-FITNESS CONCEPT OPENS FIRST NORTH CAROLINA LOCATION “I am thrilled to introduce Ninja Nation to Huntersville. The concept combines sport with entertainment, something I’m very passionate about,” said Cassidy. “I’m excited to provide the community with a family focused concept that is unlike anything they’ve ever seen, and I am looking forward to helping people of all ages and abilities achieve their goals and overcome obstacles.”

Ninja Nation, the youth fitness concept creating world-class obstacle course arenas, is continuing to expand its nationwide presence, opening its new location in Huntersville, North Carolina.

Owned and operated by former Hollywood stuntman Kevin Cassidy and his wife Megan, the 12,000 square-feet location accommodates both adults and kids, providing them the opportunity to play, train, and compete in a state-of-the-art arena while developing skills, strength, and confidence.

Ninja Nation’s mission is to provide a fun, safe, and engaging space where everyone can find the hero within themselves. The obstacle course arena helps participants improve their physical health, while focusing on the importance of overcoming failure and building confidence. The brand prides itself on its unparalleled offering of classes, open gym sessions, birthday parties, field trips, special events, competitions and a mobile obstacle course.

“Kevin and Megan share Ninja Nation’s passion for the combination of ‘sport-tainment’, considering Kevin’s roles as a stuntman in Marvel movies and Megan’s success as a businesswoman,” said Wayne Cavanaugh, Founder and CEO of Ninja Nation. “We look forward to seeing a tremendously successful future for the Cassidy’s as they build a new community of heroes in North Carolina.” www.ninjanation.com

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CHILDREN’S PRODUCTS AND SERVICES:

FUTURE-PROOF FRANCHISING

Children’s products and services franchises show a lot of growth potential for budding business owners.

From day care and tutoring services to sports and activity groups and baby supplies and toy stores, there are a wide range of franchise models catering to a healthy supply of enthusiastic little customers.

Birth rates may be on the decrease in the US according to national fertility research by the CDC, but it appears the demand for developmental children’s products and services are on the rise. While at first this might seem like a contradiction, the fact that people are having fewer children often later in life after establishing careers and home ownership - means they are spending more on the one or two children

Franchising USA

If you are considering starting a business that offers services for children like day care, tutoring, sporting activities, musical tuition, or arts and crafts, for example, joining a well-established franchise provides instant brand recognition and a loyal following. they have. These parents are dedicated to supporting the future potential of their children and are keen to invest in extra-curricular activities to support their children’s needs.

Parents are also increasingly looking for ways to engage their kids in meaningful, healthy activities that will encourage development, socialization, and physical and mental fitness - particularly after a year of unprecedented isolation and inactivity due to the Covid-19 pandemic.

Aside from the health, wellbeing and developmental advantages for children that child-friendly franchises provide and the peace of mind they offer parents

- franchises that supply products and services for children come with many benefits for new franchisees who want to make a difference in the lives of young people while also running a successful and lucrative business.

Brand loyalty When you join a franchise, the brand name is the most valuable asset you are purchasing with your investment. A reputable franchise brand name offers the new franchisee almost overnight brand recognition, taking the hard work out of years and years of reputation building.

Many children’s franchises have a trusted

and loyal following - and these are no fickle customers; they are parents who demand only the best products and services for their children.

The International Franchise Association (IFA) states that “franchise brands are seen as consistent, efficient and affordable.”

According to IFA research, more than 70 percent of voters in a recent survey agreed that franchise brands:

“Many children’s franchise owners will tell you that the most rewarding part of their job is seeing smiles on little faces as they help their young customers grow, learn and achieve their goals while having fun and making friends.”

• provide consistency • create loyalty, trust and positive association • offer quality products and services • have products and services that are affordable.

If you are considering starting a business that offers services for children like day care, tutoring, sporting activities, musical tuition, or arts and crafts, for example, joining a well-established franchise provides instant brand recognition and a loyal following. The franchise name provides instant credibility - it’s simply up to you as the franchisee to maintain that brand loyalty by providing a quality service in line with the franchisor’s standards.

Community leadership If building relationships in your community appeals to you, operating a child-friendly franchise is a great way to develop a rapport with decision makers, influencers and other business leaders in your neighborhood.

Child-friendly franchises can establish themselves as a trusted and supportive asset by getting involved in the sponsorship of local events or sporting teams, giving back to charities, or hosting special events like “getting to know you” open days.

Franchise businesses have a long-standing reputation for providing community support and acting as a trusted contributor to good causes on a small scale in their

local area. According to the IFA survey, 72% of people surveyed agreed that local businesses are likely to be involved in improving their local community by assisting small groups such as local churches, charities, little league teams, and so on.

This kind of involvement can help franchisees make their mark on their community. And child-friendly franchises,

Franchising USA

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S i n e a d H o r a n -We b b | Fr a n c h i s i n g U S A

like day care centers for example, offer an outstanding opportunity for franchisees to build these relationships and position themselves as key stakeholders and leaders in their community.

Inspiring the next generation Many children’s franchise owners will tell you that the most rewarding part of their job is seeing smiles on little faces as they help their young customers grow, learn and achieve their goals while having fun and making friends.

Becoming a franchisee that supports the health and development of children requires dedication, commitment and a genuine care and concern for the wellbeing of children. Franchisees are often parents, or grandparents themselves, or any trusted member of the community who is comfortable working with children.

Kids’ sports franchises are ideal for retired athletes or coaches; tutors are often

“By finding a franchise that suits your personal skills and interests, you will be able to build a business that not only provides a fun and friendly atmosphere for children, but also provides great job satisfaction for you as the franchisee.”

university students or teachers looking

for extra income; music, arts and crafts franchises provide a great side income

for artists, musicians and anyone with a

creative flair; while businesses that provide products like baby supplies or children’s

toys offer a great franchise opportunity for retail-minded business owners.

By finding a franchise that suits your

personal skills and interests, you will

be able to build a business that not only provides a fun and friendly atmosphere

for children, but also provides great job satisfaction for you as the franchisee.

Explore children’s products and services franchises Not only are children’s service franchises a great business opportunity, they also offer an extremely rewarding career choice for the right franchisee. There are hundreds of franchising opportunities available throughout the United States with many experiencing a time of national expansion while actively seeking new franchisees to join their ranks.

Explore our online franchise directory at https://franchisingusamagazine.com/ franchise-directory

A WORD OF ADVICE We asked respected franchisors in the children’s products and services sector a simple question:

What advice would you give anyone thinking of becoming a franchisee in this sector?

Dennis R. Maple, Chairman and CEO, Goddard Systems, Inc. “Put relationships at the heart of everything. This means prioritizing the fundamental building blocks of all good relationships – respect, commitment and trust. At Goddard, we are looking for small business owners who share our passion to make the world a better place through early childhood education, who want to be leaders in their communities, and who have a strong entrepreneurial spirit.”

Jo Kirchner, CEO of Primrose Schools “There is unprecedented recognition that investing in high quality early education and childcare provides significant benefits to children, parents, employers and our economy, wherein lies tremendous opportunity for franchisees to enter a vital sector with considerable demand and growth potential. Further, franchisees have the opportunity to prepare America’s future workforce, helping children develop the foundation to become successful adults, while building a stable, successful business.

Take time to research and truly understand the people, the culture, and the quality of the service or product to ensure you choose a brand that aligns with your values and delivers on its promise to the consumer.”

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CHILDREN’S PRODUCTS AND SERVICES FUTURE-PROOF FRANCHISING

and loyal following - and these are no fickle customers; they are parents who demand only the best products and services for their children.

The International Franchise Association (IFA) states that “franchise brands are seen as consistent, efficient and affordable.”

According to IFA research, more than 70 percent of voters in a recent survey agreed that franchise brands: • provide consistency

Children’s products and services franchises show a lot of growth potential for budding business owners.

From day care and tutoring services to sports and activity groups and baby supplies and toy stores, there are a wide range of franchise models catering to a healthy supply of enthusiastic little customers.

Birth rates may be on the decrease in the US according to national fertility research by the CDC, but it appears the demand for developmental children’s products and services are on the rise. While at first this might seem like a contradiction, the fact that people are having fewer children often later in life after establishing careers and home ownership - means they are spending more on the one or two children

• create loyalty, trust and positive association

If you are considering starting a business that offers services for children like day care, tutoring, sporting activities, musical tuition, or arts and crafts, for example, joining a well-established franchise provides instant brand recognition and a loyal following. they have. These parents are dedicated to supporting the future potential of their children and are keen to invest in extra-curricular activities to support their children’s needs.

Parents are also increasingly looking for ways to engage their kids in meaningful, healthy activities that will encourage development, socialization, and physical and mental fitness - particularly after a year of unprecedented isolation and inactivity due to the Covid-19 pandemic.

Aside from the health, wellbeing and developmental advantages for children that child-friendly franchises provide and the peace of mind they offer parents

- franchises that supply products and services for children come with many benefits for new franchisees who want to make a difference in the lives of young people while also running a successful and lucrative business.

Brand loyalty When you join a franchise, the brand name is the most valuable asset you are purchasing with your investment. A reputable franchise brand name offers the new franchisee almost overnight brand recognition, taking the hard work out of years and years of reputation building.

Many children’s franchises have a trusted

• offer quality products and services

FE AT URE : CH I L DR EN’S PRO DUCTS A N D SERV ICES

FE AT URE : CH I L DR EN’S PRO DUCTS A N D SERV ICES

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“Many children’s franchise owners will tell you that the most rewarding part of their job is seeing smiles on little faces as they help their young customers grow, learn and achieve their goals while having fun and $5.95 www.franchisingusamagazine.com making friends.”

Franchising USA THE MAGAZINE FOR FRANCHISEES

VOL 09, ISSUE 7, JUNE 2021

• have products and services that are affordable.

If you are considering starting a business that offers services for children like day care, tutoring, sporting activities, musical tuition, or arts and crafts, for example, joining a well-established franchise provides instant brand recognition and a loyal following. The franchise name provides instant credibility - it’s simply up to you as the franchisee to maintain that brand loyalty by providing a quality service in line with the franchisor’s standards.

Community leadership If building relationships in your community appeals to you, operating a child-friendly franchise is a great way to develop a rapport with decision makers, influencers and other business leaders in your neighborhood.

Child-friendly franchises can establish themselves as a trusted and supportive asset by getting involved in the sponsorship of local events or sporting teams, giving back to charities, or hosting special events like “getting to know you” open days.

Franchise businesses have a long-standing reputation for providing community support and acting as a trusted contributor to good causes on a small scale in their

Franchising USA

local area. According to the IFA survey, CHILDREN’S PRODUCTS 72% of people surveyed agreed that AND SERVICES: local businesses are likely to be involved in improving their local community by assisting small groups such as local churches, charities, little league teams, and so on.

FUTURE-PROOF FRANCHISING

A POST PANDEMIC OUTLOOK FOR MAIN Franchising USA AMERICA STREET

This kind of involvement can help franchisees make their mark on their community. And child-friendly franchises,

ENRICHMENT FOR RICHES:

KID-FOCUSED CONCEPTS STILL HOLD STEADY LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

www.franchisingusamagazine.com Franchising USA

ex per t advice

Christopher Johnson | Senior Vice President and President | Pitney Bowes Financial Services

A POST-PANDEMIC FOR MAIN

Driving this is a series of measures and actions which support a fertile business environment: first, the progress made against the pandemic, including the vaccination program, along with the easing of some of the business restrictions is starting to lift the economy.

Second, the unprecedented stimulus support over the past twelve months including the PPP program, economic impact payments (aka ‘stimulus checks’), and enhanced unemployment benefits, has helped businesses and consumers to weather the disruption of the pandemic.

As one data point, the personal savings rate in the U.S. remains higher than it has been since we began tracking over 60 years ago. And with talks ongoing regarding The American Jobs Plan proposal focused

Franchising USA

PANDEMIC OUTLOOK MAIN STREET AMERICA The economy is showing signs of recovery, with macro conditions favorable to business growth.

on rebuilding the U.S. infrastructure, the economy is poised for further economic expansion. Last, but important, the Federal Reserve has committed to keeping interest rates close to zero, while it buys $120 billion of monthly asset purchases as part of its quantitative easing program. These measures are also helping to strengthen the employment outlook, with nonfarm payrolls rising and unemployment falling.

The shift from goods to services These measures are helping to fuel a resurgence across the services sector, which was hit especially hard by the pandemic.

Services are a critical part of the U.S. economy, it’s the biggest contributor to GDP, accounting for around 70 percent.

In April, U.S. service providers expanded at the second-fastest rate on record. We should see further expansion across the sector as we continue to resume everyday experiences that we’ve missed over the past year: dining out with family and friends, watching sports or live music events, visiting movie theatres and booking vacations. As an example, cruise line bookings for 2021 are not just higher than 2020, they are surpassing 2019 figures as pent-up demand boosts reservations.

Slowly, we are welcoming back the joy from our ‘old lives’, as it becomes clear that what we’ve missed is experience-led, real-

life interactions. This demand is reigniting the service industry and navigating us toward an economic inflection point, which should see the services industry incorporated into the already jump-started economy.

While the services sector strengthens, there are risks to watch that could potentially impact small businesses including broken supply chains and an inability to meet surging demand. As an example, production capacity has been hit, and the global shortage of semiconductor chips used widely across the electronics manufacturing and automotive industries is expected to last at least until the second half of the year. Transportation costs are also on the increase, and rising competition for workers is fuelling an increase in labor costs. At the same time, we have seen the strength of the dollar weaken, all while the looming threat of inflation has increased.

The impact on franchisees and small businesses All these risks impact the business community at large, the most vulnerable of which are small businesses. America’s 780,000 franchises and 30 million small businesses will continue to feel the economic aftershock of the pandemic as the cost of doing business rises and they compete for talent with larger organizations. They must shoulder the

Christopher Johnson

“Slowly, we are welcoming back the joy from our ‘old lives’, as it becomes clear that what we’ve missed is experience-led, real-life interactions.” burden of likely tax increases while working hard to maintain healthy cashflow, and ensuring the safety of their employees and clients.

These pressures follow a year which has tested their resilience, but during this time their ability to adapt and respond to changing demand has stood firm. Many businesses pivoted and refocused, shifting business models seamlessly with skill and agility. This ability to swiftly adapt sets

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Christopher Johnson | Senior Vice President and President | Pitney Bowes Financial Services BOXpoll™ from Pitney Bowes found 42 percent of consumers questioned said they would shop online more once the threat of the pandemic has ended, and one in four said they will shop in-store less.

The vaccine is accelerating recovery The vaccine rollout is beginning to alleviate concerns about re-engagement.

BOXpoll™ found those consumers getting vaccinated say they are more likely to engage in in-person activities, suggesting they expect to feel safer doing things like dining out (13 percentage points higher than consumers not planning a vaccination) and attending concerts (14 percentage points higher). This should buoy franchises and small businesses, boosting their optimism for growth in 2021.

“Risk factors aside, it could become boom-time for many small businesses, with an influx of consumers heading to Main Street to support their favorite businesses that have suffered over the past year.” small businesses apart from many of their larger competitors. Even more remarkable is the consideration that 51 percent of small business owners fall under the ‘50 and over’ category – also the category most at risk from COVID-19. In the face of this risk, the small business community demonstrated immense strength and entrepreneurialism.

71 percent of Americans believe the pandemic will have a lasting effect on the country Risk factors aside, it could become boomtime for many small businesses, with an influx of consumers heading to Main Street to support their favorite businesses that have suffered over the past year. But there are some more precautionary points

Franchising USA

to note here. Few American citizens have remained untouched by the pandemic.

People are still cautious. This caution could impact their capacity to head to Main Street and spend. After the first round of stimulus checks last spring, consumers spent 29.2 percent of their checks and saved 34.5 percent, reported CNBC. This time around, a report from the New York Federal Reserve found stimulus recipients expect to spend 24.7 percent of their check, and save 41.6 percent.

A HuffPost/YouGov poll found 71 percent of Americans think the pandemic will have a lasting effect on the country while 87 percent admit it is continuing to influence their lives currently. Some of our buying habits during the pandemic will stay in place. The consumer research tool

One truth economists like to cite is that the road to recovery is rarely smooth.

While the word ‘unprecedented’ has been overused, there is no like-for-like comparison of this global economic situation. To help franchises and small business, we need to do all we can to drive people to get vaccinated where they are able to. We must be mindful of the different variants of COVID-19 and how they respond to vaccines around the world: we are part of a connected global economy, and we can support and learn from each other. We need to ensure that smaller companies have access to credit beyond stimulus pay checks – diverse sources of lending to help them invest and grow in the long-term. And we need to remember that, with time, our economy will stabilize, and Main Street will emerge stronger.

Christopher is responsible for the financing and lending businesses, as well as the consumer and merchant payments and risk management functions across the company. He also has leadership responsibility for the Pitney Bowes Bank, a state chartered industrial loan company. Through strategic investments in Pitney Bowes’ clients, Christopher is focused on enabling our client’s success as an important source of capital for small and medium-sized businesses. https://www.pitneybowes.com/us/ financial-services.html

The public and policymakers need to understand franchising.

Our purpose

@OurFranchise is an industry-wide campaign created to spread the word about the value of franchising and share the stories of men and women just like you, who are leading the way as franchisors, franchisees, and franchise employees. The franchise business model has been proven time and time again to work, but it’s threatened when the public and politicians don’t understand how it operates to benefit local, independent franchise establishment owners and their communities. Putting a spotlight on real leaders succeeding with the franchise model is how we’ll ensure franchising is stronger than ever before.

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Help us keep the momentum going

Since our launch in June 2016, we’ve reached 1.7 million people through outreach efforts, including events in key cities and states, where we spoke directly with business owners, employees, policymakers, and the media. Additionally, we’ve reached people across America through our website and social media channels, digital advertisements, and the promotion of We the Franchisees on Politico – but there is much more work to do. As a franchisor, franchisee, or franchise vendor, you are a leader in your community – and we need your support, now more than ever.

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By joining @OurFranchise, you’ll get access to exclusive stories and resources that can help grow your franchise business, educate employees at all levels about the franchise business model, and share the economic importance of franchising with consumers. You will also have the opportunity to share your franchise success story with your peers.

Visit AtOurFranchise.org Contact Erica Farage, Senior Director of Political Affairs and Grassroots Advocacy and Multi-Unit Franchisee Engagement International Franchise Association efarage@franchise.org (202) 662-0760

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This is just the beginning

Make sure you stay up to date with the campaign’s latest efforts through email updates and social media.

Visit our website to read and share the latest stories of franchisors and franchisees making an impact in their communities. Become a franchise advocate to help ensure Americans, now and in the future, have the opportunity to start franchise businesses. Take the lead today!

FOCUS FE AT U R E

SCHOOL OF ROCK

Beyond the Film, An Expanding Global Brand School of Rock is helping aspirational musicians to master skills, unleash creativity, and develop invaluable tools.

T

he first question people ask about School of Rock is which came first, the school itself or the 2003 Jack Black movie. Originally launched as a single location in Philadelphia in the late ‘90s, School of Rock has developed into a trademarked brand and global phenomenon, operating and franchising after-school music instruction schools in over 12 countries, and 3 additional countries under development.

In 2020, School of Rock kept the music going, fostering connection and community to students around the world with loud success during the global pandemic. By adapting its business model to offer virtual one-on-one music lessons, delivering exclusive access to some of the world’s most famous musicians, new curriculum updates, virtual concerts and more. The brand ended the year on a trajectory of continued growth and opened 26 schools in the midst of the pandemic. 2021 promises to be an equally significant growth year, with 35 additional schools projected to open in countries including Taiwan, Ireland, Spain, and Colombia.

“School of Rock defied the constraints of the pandemic to unlock breakthroughs that have strengthened our concept, competitive advantage, and our culture,” said Rob Price, CEO of School of Rock. “Our community has sustained momentum through innovation and an unyielding commitment to enriching lives.”

A Patented, Revolutionary Education Approach: Innovation has been key to School of Rock’s success, beginning with its core music-education approach, The School of Rock Method™, which was recently awarded a U.S. Patent validating it as an exclusive concept and practice. The groundbreaking School of Rock Method builds musical proficiency through its proprietary Method App™, Method Book™ collection, SongFirst® approach, Method Engine™, and performance-based music curriculum.

Students start their musical journey by learning to play songs that inspire them. Classic songs like AC/DC’s “Thunderstruck” and

Franchising USA

“Another unique aspect of School of Rock––and a factor contributing to its immense brand expansion––is its status as a Recognized Global Children’s Franchise offering franchising opportunities throughout the world.”

Led Zeppelin’s “Stairway to Heaven” are used to teach technique and theory. While local flair is certainly included in the School of Rock curriculum, some legends transcend borders: The Beatles, David Bowie, and Bruce Springsteen are heard at every location, taught by veterans of the industry.

Global Franchise Opportunities: Another unique aspect of School of Rock––and a factor contributing to its immense brand expansion––is its status as a Recognized Global Children’s Franchise offering franchising opportunities throughout the world. Many successful franchisees are former or partially retired musicians or music industry execs, but others are successful entrepreneurs from other industries. There are also parents impressed by how School of Rock transformed their shy kid into a selfconfident musician, finding their identity performing with a band onstage. All franchisees have one thing in common—an appreciation for the opportunity to improve the lives of children in their communities through the power of music.

“Originally launched as a single location in Philadelphia in the late ‘90s, School of Rock has developed into a trademarked brand and global phenomenon.”

School of Rock has also garnered the following industry awards: Franchise Business Review’s Top 200 Franchises of 2021; 2021 Global Franchise Awards Best Children’s Service and Education Franchise; 2020 Entrepreneur Magazine’s Top 200 Franchise and the #1 Child Enrichment Franchise; and 2018 Forbes # 2 Best Franchise Medium-Level Investment Award and the #1 Music Franchise in America. https://franchising.schoolofrock.com/

Franchising USA

FOCUS FE AT U R E

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ex per t advice

Gary Norris | CEO | Norris Ventures

WHY AN

ADAPTIVE GROWTH

IS ESSENTIAL Amongst the many things in our society that have been crucible-proven by the pandemic, one of the most relevant has been the testing of presumed business growth models and strategies.

Products and services previously thought of as recession-proof have not necessarily served double-duty as pandemic-proof.

So, how do you prepare your business to continue growing when the impact on

Franchising USA

growth models and strategies remains unknown? Over the past year, I have observed businesses that pivoted and kept growing and thriving while others within the same market were forced to close. After many conversations and market research, my team and I identified and named a critical type of growth that we believe is imperative if a company’s success is to be as fluid as the market in which its business flows.

We call this adaptive growth.

As we began discovering the facets of this most critical response to seismic changes in the marketplace, a few insights surfaced as the watershed decisions that meant the

difference between unimpeded growth and closure. Before I unpack these watershed decisions, let’s talk about this descriptive word, adaptive.

Adaptive means having the ability or tendency to adapt (successfully adjust) in different situations. Science has shown that certain species of animals have an innate gift of fluidity within their survival and adaptation to changing environments.

Business growth is either adaptive or static. Many businesses who have sadly closed due to the cataclysmic changes in consumer behaviors and marketplace performance, had a growth trajectory that was static and critically dependent on

“While sudden marketplace changes in behavior can very rarely be predicted with flawless accuracy, growth can be highly and efficiently adaptive to changes.”

day, allocated in a totally different way.

For example, 5 years ago, less than 30% of purchases were researched online first.1 In 2020, due to the pandemic, 87% of ALL purchases were initiated online while Google performed 40,000 search queries every second. This change says that our online presence should provide consumers and clients with everything they need to make an informed buying decision. This is just one example of how the marketplace reveals its buying intentions. So, let’s take a look at the watershed decisions that will equip your business with powerful adaptive growth strategies.

Asking & Listening

predictive consumer behaviors. This, as we learned, is a recipe for disaster because consumer behaviors have very rarely been historically predictive.

There is good news. While sudden marketplace changes in behavior can very rarely be predicted with flawless accuracy, growth can be highly and efficiently adaptive to changes. Here is the truth about it: the marketplace has never been secretive about their changes; they have just never overtly telegraphed their changes. Why? Because from day-to-day they don’t even know what will draw their affections and buying decisions. One day spending dollars are allocated to one purchase and the next

The No.1 watershed decision that successful companies made during the pandemic was a pivot to listening-vstalking. While the marketplace will not often tell businesses before a buying behavior changes, it will tell businesses when it has changed and why it has changed. This involves a measure of asking, as well. Oftentimes, businesses are reluctant to ask their target market why buying behaviors have changed for fear of hearing something negative about their products or services, or with regard to how their user engagement is no longer relevant. In order to capitalize on the power of listening, businesses must be willing to hear truth and respect truth. But even further than that, adapt to the truth in a way that is valuable and effective.2 An August 2020 Hubspot Research survey showed that 82% of consumers changed products or services because they felt they weren’t being heard in a negative experience with customer service. Asking and listening is critical to accuracy in responding. Which brings me to the next watershed decision.

Taking Good Notes The No.2 watershed decision that

Gary Norris

“So many businesses were far too in love with “the way we have always done it” instead of the way consumers and clients are buying it.” successful companies made during the pandemic was a commitment to collecting and analyzing real-time, accurate data.

Allow me to differentiate here between the different datas. While there is available data to collect (regarding a former behavior), this data will not prepare a business to make necessary trajectory changes in order to meet the consumer or client where they are currently positioned.

For example, while a retail store may collect data on the basis of foot traffic to their store and acknowledge the increase in online sales, they are in danger of missing the real time data that will position the business for adaptive growth.3 According to an October 2020 study by McKinsey & Co, 76% of consumers changed stores, brands, and/or the way they purchased the products from those stores and brands. In addition, the same study found that 64% of consumers are not planning on resuming their “out of home” shopping habits. While the retail store could continue tracking foot and online traffic, these will not provide the vital data needed to create and stimulate adaptive growth strategies.

Understanding the most accurate real-time data on consumer behavior would cause the

Franchising USA

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Gary Norris | CEO | Norris Ventures

“Adaptive means having the ability or tendency to adapt (successfully adjust) in different situations. Science has shown that certain species of animals have an innate gift of fluidity within their survival and adaptation to changing environments.”

same retail store to launch a campaign to keep existing customers shopping online and would develop messaging to reach them at home. This data would also reveal that the cost of acquiring new customers and clients has increased over 80%. Which leads to the next watershed decision.

Respond vs React The No.3 watershed decision that successful companies made during the pandemic was in how they chose to actively engage with buyers. The marketplace is intuitive - more so than businesses often give it credit for. In other words, buyers know the difference between responding and reacting. A rushed reaction causes a loss of trust and respect; sending an unconscious message that the business was caught off guard. Conversely, a thorough and timely response garners respect and gratitude towards the business for caring enough to accommodate the consumer and client with realistic answers to new challenges.4 In the same McKinsey & Co. study, 83% of consumers tried a new buying behavior. For those businesses that are equipped with adaptive growth strategies, they weren’t fixated on why buying behaviors changed (while this data is important) but were instead focused on adapting their buying experience to new behaviors. So many businesses were far too in love with “the way we have always

Franchising USA

done it” instead of the way consumers and clients are buying it. A quick reaction would offer a new color scheme or huge sale or maybe a new product line. A thorough and accurate response would be to create an online user experience that provides a seamless path to purchase that closes the empathy deficit and vindicates the genuine care of the business for the consumer or client.

and marine detailing business from a

Final Thought

to benefit healthcare patients without

A mantra has developed amongst my team during the pandemic - one that I think resounds the cry of businesses who have implemented a strategy of adaptive growth: “We will be a cold drink of water where clients and customers are thirsty right now!” The only way to accomplish this is to listen to them and their behaviors, take really good notes, and respond accurately instead of reacting fearfully. To continue the water analogy, when adaptive growth strategies are implemented and executed, your business growth will respond to market changes just as a river responds to changes within its ecosystem. Your growth will adapt to unforeseen changes, eclipsing them with the current of accurate response, and growth will continue in a new direction with as much force and purpose as when the flow began. Maybe even more.

insurance. In 2015, this system was

Gary’s first entrepreneurial endeavor came in his early 20’s; growing a car

Learn more about Norris Ventures at

couple of buckets and some rags, to a thriving company outfitted with a fleet of trucks and enough equipment to service 3-states. From that day to this, Gary has not lost his passion for taking ideas and putting them into action, whether it be for himself or someone else.

In 2013, he created and launched Thrive, a finance system and software product

recognized as the runner up in the North Carolina Edison Project. After that experience, Gary was presented with many opportunities to teach and mentor other entrepreneurs and from that continued momentum, Norris Ventures was born. Selling Thrive in 2017, Gary made Norris Ventures his primary focus and finally, he was able to devote 100% of his time to helping businesses grow and reach their potential, which for him, is living his dream. Gary’s 1st book, “Dirt Road Doctorate” can be found at Amazon Books. His other passions include writing, playing his guitar and working on his 13-acre farm.

You can reach Gary at: 828-578-3718 or email GaryGale@NorrisVentures.com www.NorrisVentures.com

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Page 23

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Franchising USA

ex per t advice

Keith Gerson | CFE, President of Franchise Operations | FranConnect

WHAT’S KEEPING EMERGING FRANCHISORS UP AT NIGHT — AND HOW TO FIX IT The difficult journey of evolving an emerging franchise brand into a scalable and healthy organization can feel like being on a rocky-road of uncertainty.

Navigating around lean budgets, small staff and limited time creates daunting challenges, particularly when your goals —

such as boosting franchisee engagement and driving unit-level profitability — are nowhere near small or limited.

Franchising USA

Looking at current franchise development data, such as FranConnect’s recent 2021 Franchise Sales Index Report, all signs point to an economic burst this year. Many emerging brands continued their recruitment efforts to some extent throughout the pandemic and reported strong results. The ratio of sales leads to deals closing is improving, indicating that there has been pent-up demand and a significant rebound is on the horizon.

So, yes, emerging brands should absolutely be investing in growth.

Franchise sales teams should be prepared for an influx of leads and focus on speed-to-the-lead and tracking of critical metrics such as the booking and keeping of prospect appointments to ensure

“Franchisors must ensure franchisee profitability and manage franchisee satisfaction. Validation for investing in your business will come from the mouths of your franchisees, so you must invest in their good experience.”

they don’t lose great, qualified candidates.

It’s a good time to move quickly — but carefully. All growth must be smart growth and measured while balancing between the drive for healthy lead generation and controlled spending.

But how do you do that with limited resources? Let’s take a look at four common roadblocks among emerging franchise businesses and, most importantly, how to fix them.

To reach royalty self-sufficiency, be fastidious about your unit growth Royalty self-sufficiency is the point at which all overhead costs are covered by royalties and there is no longer pressure to earn initial franchise fees. This is the name of the game and something that keeps every emerging franchisor up at night until they achieve it. Typically, emerging franchisors must have 50-75 units open to reach royalty self-sufficiency, but the focus must be on rapid, controlled growth.

This is not the time to throw spaghetti at the wall. Spending on lead generation and brand awareness must be strategic.

Reaching those magic numbers means being smart about how and where you go to market. Emerging franchisors should develop a very specific franchisee profile and list of target markets and not stray from your plan no matter how tempting it may be.

The road to growth is paved with franchisee validations Particularly in these early stages, franchisors must ensure franchisee profitability and manage franchisee satisfaction. Validation for investing in your business will come from the

mouths of your franchisees, so you must invest in their good experience.

Franchise field operations teams should be focused on driving results, not simply “checking boxes.” They are consultants, not compliance managers. They should be focused on making sure your early adopters are doing well. This is an area where technology can assist, providing a system of business intelligence to track performance metrics.

Leverage technology to enable remote evaluation by providing a system that both the field manager and the franchisee can see and update. This provides more accountability and transparency, while providing the opportunity to cut down on unnecessary field visits, which can be costly and inefficient. If you can offer self-auditing with a field operations tool, your field consultant-to-unit ratios can go up. Field operations information should be easily accessible, trackable, and understandable from a dashboard that provides real-time data. A business intelligence tool can tie your field operations tool with every other aspect of your business allowing for you to correlate items such as your quality assurance or net promoter scores to revenue impact.

Data without action is a fool’s folly In the words of Tropical Smoothie Cafe’s Chief Operating Officer, “It is next to impossible to drive results without having the numbers at your fingertips. Everyone needs to be in touch with the numbers and facts constantly.” What really makes the data sing is when you can tie insights into actionable playbooks that are built upon your organization’s best practices.

Thinking back to the example above where you can see a direct correlation between

Keith Gerson

“Emerging franchisors should develop a very specific franchisee profile and list of target markets and not stray from your plan no matter how tempting it may be.” the failure to deliver an exceptional customer experience to declining revenues, you need to ensure that you have defined playbooks readily available that tell you the precise actions that a franchisee should take to address this specific performance shortfall. And, better yet, your operations technology should have a workflow that allows you to assign the playbook whenever the standards have failed to be achieved. The playbook allows the franchisee to report back on the completion status and allows the franchise business consultant to monitor progress. A great feature to look for is the ability to upload photographs and videos of the standards being met and achieved.

Improve franchisee relations by getting them actively engaged with your brand and with each other.

The franchisors that report the highest franchisee satisfaction offer a central space online for franchisees to share, learn, and grow together. I always recommend brands give their most engaging content a single

Franchising USA

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Keith Gerson | CFE, President of Franchise Operations | FranConnect

franchisor to become a brand that’s loved and trusted by many? To achieve this, the customer must know what their experience will be and count on having that experience every time. Therefore, it is incumbent upon you to put systems and people in place to monitor brand standards throughout your system. This can be accomplished by Franchise Business Consultants conducting onsite visitations; by franchisees that conduct regular self-assessments or reviews on their team members; franchisee pacts where neighboring operators shop each other’s franchises; and those franchises particularly in industries where you need stricter controls, such as in foodservice, can rely on tried-and-true mystery shopper programs.

Additionally, preparing for and conducting field visits can take an inordinate amount of time. Technology is available to quickly spot trends, challenges, and areas for improvement and create programs to address areas of non-compliance. There are business assessment protocols to score themselves and share with franchisor.

Final thoughts:

“Isn’t it the dream of every emerging franchisor to become a brand that’s loved and trusted by many? To achieve this, the customer must know what their experience will be and count on having that experience every time.”

home, rather than rely on franchisees to refer to a collection of PDFs, spreadsheets, videos, Google Drive documents, and digital operations manuals spread across multiple shared drive folders and intranets.

A best practice I’ve found works very well for our customers is to create a digital library that can be set up so that members of the team are only seeing what they are permissioned to see with administrative controls based on roles and personas. Even those franchisees that have responsibility for representing the other franchisees in their regions as elected members of the Franchise Advisory Council are often

Franchising USA

frustrated by the challenges in gathering feedback and recommendations from their franchise constituents. Having an engagement tool that gives an internal chat channel that is only visible to members of the region and their assigned franchise consultants helps to centralize those communications and to create a sense of community.

To become a brand customers love and trust, be hyper-focused on and vigilant about brand standards and operational excellence.

Isn’t it the dream of every emerging

• Scale lean now for faster profitability; the longer you wait the harder it is.

• Grow smart. It’s about quality over quantity.

• Invest in infrastructure to allow you to expand while increasing unit-level profitability.

• Don’t wait to get ahead — make investments that support your business at scale, not to solve problems in the shortterm.

Keith has over 45 years of executive-level expertise creating and building leading franchise systems. A highly respected thought leader, Keith works closely with many of FranConnect’s Customers’ Executive Teams. His books, webinars and keynote addresses have created a large following. His latest book, The Franchise Book of Mentors, was released in September 2019.

Page 27

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ex per t advice

George Knauf | Senior Franchise Business Advisor | FranChoice

Franchises for Landlords The commercial real estate business is in remarkably interesting times and I have a solution for the challenge of empty retail space.

There are a combination of factors including, but not exclusive to, retail sales moving more and more online, Covid changing work and shopping habits, as well as population bases shifting all over the US. The end result is that there is some real estate that is very precious, in high demand and very expensive. Often in areas where population has grown and building has not kept up.

Franchising USA

There are also areas where you can find empty stores and, as the owner of that real estate, you want to fill it so that the property shows better, but also get revenue from what was empty space.

Normally you would look for someone to rent that space, however long that took. But what if there was a compelling argument for a different approach?

“There are a lot of ready buyers for a good business, but sometimes filling empty real estate is a long process.” a business that didn’t require a lot of

time for the landlord, something simple,

What if the property owner picked the brands and concepts that populated their properties, opened them, then either kept the cash flow or sold the business and captured the new liquidity and then became the landlord for the new owner?

streamlined and with few employees. For

There are a lot of ready buyers for a good business, but sometimes filling empty real estate is a long process.

or divide? That could be a perfect fit for a

The challenge in the past was finding

reasons that had little to do with landlords filling space, the franchise industry has answered the challenge quite well.

Have a large space to fill, a former grocery store or anchor that you could fill entirely

salon suites concept. In this model a large

space is subdivided into smaller spaces and rented to beauty service providers like hair

One of my past candidates, now a friend, is an executive and operator of a family office that invests in commercial real estate. They have ramped up this concept in multiple properties across two states and continue to grow. While a good business for them, I believe they also have a lot of pride in helping small businesses open in their communities.

What about more common smaller spaces, though?

George Knauf

stylists. These providers will have spent years building relationships with clients that love them and would follow them anywhere. When they leave the salon they are in, their clients largely migrate and provide them with instant revenue.

Here is the fun part: as the landlord, you set up a business in your empty space to become, well, a landlord. You are renting out your own property for more dollars per square foot than you used to. And, if one of your new tenants leaves, you only have 100-300 sq feet to fill, your overall revenue has not changed much.

These are simple businesses and will feel much like what you already do. Beauty service providers love it because they can set up their own operation, avoid the drama of a salon and control their destiny.

Well in the 2,000 to 5,000 sq foot range we might be looking at semi-absentee fitness, pet supply, doggie daycare, senior care, or similar concepts.

And of considerable interest to my real estate contacts right now is a new laundromat concept that offers a range of benefits that landlords love! This is not the old dingy facility with broken machines where customers don’t like to be there.

This reenvisioned laundromat is bright, fun and safe. It offers a lounge, gaming and WIFI. More importantly it is safe and customers flock to it.

“Have a large space to fill, a former grocery store or anchor that you could fill entirely or divide? That could be a perfect fit for a salon suites concept.” competition in four categories: Burgers, pizza, chicken and subs. So we want to be thoughtful there.

The totally absentee concept I mentioned is in an up-and-coming category, but flavors and style we are all familiar with. The service model is much like Chipotle. The big difference from the majority of the franchise industry is that the franchisor will take over after you sign up and handle design, build out, staffing and running the business on a daily basis. You provide the space and funding, they do the rest! You would get regular briefings and mailbox money.

If you own commercial real estate and want to brainstorm alternative approaches to filling it, reach out to me and we can talk through strategies.

1,000 to 2,500 sq feet is a wonderful range for semi-absentee or (one concept I love) totally and completely absentee, in the same way the owners of Ritz Carlton don’t run these hotels.

George Knauf is a highly sought after, trusted advisor to many of the top franchise ownership groups in the world.

With over 25 years of experience in both start-up and mature business franchise operations he is uniquely qualified to advise individuals that have dreamed of Building their own empires. Whether you have an existing portfolio or searching for your first franchise, he can help you to pursue your dreams. Contact the Franchising USA Expert, George’s Hotline: 703-424-2980.

The restaurant world has a lot of

www.MyPerfectFranchise.com

There are a number of semi-absentee manager run businesses in this category.

Which one is right for you will depend on the demographics in your neighborhood.

Even smaller you say?

Franchising USA

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Chelsea Smith | Fastest Labs | San Antonio

3 WAYS ENTREPRENEURS can

CHANGE THE NEGATIVE STIGMA OF THEIR INDUSTRY As an owner of a drug testing business, I know firsthand how difficult it can be to shift negative perceptions of your business.

I recently navigated the successful opening of my stigmatized business just a few months ago. Through training, franchisee support and first-hand experience, I learned how to make a name for our business that’s bigger than the reputation of our industry.

I was just 23-years-old when my husband John and I joined the Fastest Labs franchise back in 2017. Since then, we have successfully grown that business and recently relocated to San Antonio to take over an existing location. I knew how people perceived drug testing, and I wanted to shift the negative perception to one that resembled wellness and transparency.

When we opened, I worked hard to change perceptions and learned best practices along the way. As a result, we have set record-breaking year-over-year sales marks. Here’s how:

Shift the Narrative Around Your Stigmatized Business It’s no secret that some industries aren’t as glamourous as others. Regardless of the industry, franchisees have an opportunity to shift the narrative of their stigmatized business by being transparent and educating their customers while explaining the value of the service.

More often than not, customers will come

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to your business with some preconceived idea, which provides a unique opportunity for franchisees to connect with their customers by having a conversation. By engaging with your customers, asking what their knowledge of your industry is and providing them with trusted information, you can shift the narrative.

Being strategic in your marketing efforts and offering more educational material over promotional material within your ads and on your website is also key. You should design your messaging to inform versus just sell. Offering helpful and honest information will not only grab the attention of prospective customers, but it will promote understanding, leaving customers with a sense of comfortability.

Strengthened communication and transparency with customers will allow your business to gain and build trust.

Create an Inclusive Environment Free of Judgement At some point or another, we’ve all visited a business that’s made us feel uncomfortable, either due to poor customer service, lack of cleanliness, slow wait times, no seating, etc. Being uncomfortable, for any reason, is dissatisfying, and if your business environment makes customers feel uncomfortable, you can bet they won’t return.

When you create an environment around comfortability and openness, your customers are more likely to have a positive, memorable experience.

Establishing a personal connection with the customer is critical – one of the best

Chelsea Smith

opportunities to establish that connection is through the experience with your brand.

More attention needs to be placed on perfecting the personalized interaction between the customer and the employee during the visit. As a franchisee, consider ways to personalize each customer experience and create a welcoming environment (streamline how quickly the customer is serviced, offer complimentary refreshments, give them an offer for next time, etc.).

Energized and motivated employees who are equipped with the resources they need to deliver on your brand promise will have a direct impact on the customer experience.

They hold the power in ensuring whether or not the customer leaves the experience feeling emotionally satisfied. Here are some practical ways we’ve elevated our customer experience: • Arrival: Each customer that walks through the door is greeted immediately.

INDUSTRY

“Customers will come to your business with some preconceived idea, which provides a unique opportunity for franchisees to connect with their customers by having a conversation.”

We assess their needs and reason for testing. We offer water to everyone, making the experience as pleasant as possible. We walk the donor through the drug testing process, step by step.

We usually have the person tested and out the door within 5-to-10 minutes – a quick and seamless experience.

• Testing: Fastest Labs employees explain/instruct the client on the process and show them to the testing area/ restrooms.

• Departure: When the client leaves, they are sent off with a smile, thank you and ‘have a great day.’

You only have one chance to make a lasting first impression, and small gestures go a long way. By offering an elevated, memorable customer experience and creating an inclusive environment, you’re turning customers’ negative perceptions of your business into positive ones.

Get Involved with the Community and Create a Support Network Opening a stigmatized business in any market is no easy feat. To establish your business within the community, it’s crucial you develop relationships and partnerships early on. An easy way to do this is to stop by surrounding businesses and introduce yourself. Consider partnering with other businesses to offer discounts or joining the local chamber of commerce for additional networking and support. By establishing a way to provide value to your community, you create a support network that can be mutually beneficial.

Our strategy is simple: we always go above and beyond for our customers. In doing so, we get to turn a negative or dreaded experience into a memorable and positive one. By going the extra mile for your

customers, you’ll begin to see a shift in negative perceptions and an influx of new and returning business.

Chelsea and John Smith are the newest owners of Fastest Labs of San Antonio, a non-medical drug testing franchise specializing in drug, alcohol and DNA testing services for private individuals and corporate America. Since taking over the original Fastest Labs location in February, Chelsea and her husband have already made headway in the San Antonio market, breaking yearly sales records. For more information, visit https://www.fastestlabs.com/

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Chris Conner | President | Franchise Marketing Systems

Enrichment for Riches: Kid-Focused Concepts Still Hold Steady

The educational enrichment market is always growing. Reports released by the U.S. Census Bureau show that children who are involved in lessons, sports, and extracurricular activities are more likely to be highly engaged in their academic experience.

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What counts as enrichment? Coding, sports, art, music, cooking — the list is extensive. All in all, these are activities that are typically conducted outside of the school classroom to further those neuronic connections, ultimately enhancing intelligence on a multitude of levels. In more general terms, people are seeking business opportunities, and none are quite so guaranteed as those within the educational market. My firm has seen a record number of sales throughout 2021 because the population understands that this is an incredibly opportune time to invest. When it comes to the education enrichment market specifically, parents are striving to find ways to catch up after the

upheaval of 2020, making it a great choice for a franchise.

Parents understand now more than ever that proactive steps to stay ahead cognitively result in huge payoffs in the very near future. Culture has embraced the idea of learning that branches outside of academia. Let’s take a look at four different franchise concepts that add to a child’s education in a significant, yet at times, non-traditional way.

Yes I Can Basketball This sports concept provides expert-led classes for youth, with an added focus on developing the spirit, character, and skills

“When it comes to the education enrichment market specifically, parents are striving to find ways to catch up after the upheaval of 2020, making it a great choice for a franchise.” of each individual player. Students who are physically fit perform better academically.

Study after study proves that sports and daily physical activity make us smarter and our brains more effective — generally speaking, the marketing understands this.

One ESPN Sports survey says that 61% of parents questioned stated that the quality of coaches in youth sports is a “big concern”.

A concept like YES I Can Basketball eliminates this concern, catering to the parental market through stringent hiring strategies and cohesive training programs for staff. Moreover, the programs within the YES I Can program are second to none, focusing on the overall person, not just the sports performance.

Adrenaline Monkey Who knew fun could be so good for your health? Popular races like Spartan Race, Tough Mudder, and Warrior Dash led to the nation’s obsession with obstacle/ninja courses. Today, concepts like Adrenaline Monkey provide several programs geared towards kids that keep agility, concentration, and coordination operating at optimal levels. The company holds fast to a mission to inspire physical fitness and motivate through new kinds of experiences.

This type of model has comparatively very little competition in the franchise marketplace. Profit drivers for this type of concept — as is the case with many of these kid-centric concepts — include birthday parties, age appropriate events, memberships, or individual sessions. Not just for kids, Adrenaline Monkey also has a full bar and can host private events up to 500 people.

Stemtree Venturing outside of the physical benefits, we turn our attention to Stemtree. As you may already know, S.T.E.M. stands for science, technology, engineering, and mathematics. These types of franchises are a one-two hit — its education with

an added element of childcare through after school programs; after all, around 55 million children attend school each year in the U.S. Birthday parties and summer camps give even more of a revenue boost.

Stemtree’s model has flexed with the times, scaling appropriately and adding relevant programs each year. Better student connection and relationship building mean repeat clientele per family and higher referral rates. This goes for each and every one of our franchises mentioned here.

Nexplore This franchise is unique due to some of the added pieces of curriculum within the program, making it a standout in the marketplace. The Nexplore Finance program delves into aspects of financial psychology, budgeting, saving, investing, income, career business, credit, debt, loans, risk management and insurance, all introduced in an age-appropriate way.

Nexplore Robocoding attracts parents and students alike as it offers the fundamentals needed to function in a technology-driven age. These programs, like all of Nexplore’s offerings, give children the chance to grow in the foundational aspects of life, while nurturing the person as a whole. Since Nexplore offers program opportunities al-la-carte, the customer reach expands to a wider income range.

The Chalkboard Preschool Reaching well beyond the traditional stayand-play daycare model, education-focused preschools offer tons of enrichment opportunities for the younger generations, catering to the need for academic boosts before school age. The Chalkboard Preschool is one such franchise. It’s based on a proprietary curriculum, The Creative Curriculum. Based on intentional play experiences and hands-on discovery that fosters every child’s physical, social, emotional, cognitive, and language development, this is a huge differentiator

Chris Conner

in the marketplace. Parents must work and concepts like The Chalkboard Preschool ultimately prove both essential and preferred, making it a solid choice for investment.

All in all, anything within childhood education, even if it’s physically driven, will be stable. If you are seeking out a franchise opportunity like one of the concepts mentioned here or you would like to explore other industries, visit our website at www.fmsfranchise.com and we can help guide you in the very best franchise option for your passion, lifestyle, and financial capabilities.

Chris Conner has worked in the franchise development industry for almost 20 years and helped over 600 brands franchise their brand and develop franchise distribution channels.

He works with small to mid-sized businesses in all industry segments including Professional Services, Food Service, Retail, Automotive, Fitness, Healthcare and Manufacturing. He founded Franchise Marketing Systems in 2009, focusing on strategic planning and franchise marketing for new and emerging franchise brands. Today, Franchise Marketing Systems is a team of 27 franchise consultants based in the U.S. and Canada supporting brands around the world to grow and scale through franchise expansion. www.FMSFranchise.com

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Heather Ripley | CEO | Ripley PR

IS YOUR FRANCHISE BRAND PREPARED FOR A CRISIS?

Franchise brands aren’t immune to crises or controversies. Far from it.

With hundreds or thousands of stakeholders in the mix, from corporate executives to franchise owners to store employees to customers, potential problems are often only a social media post away.

Crises come in many forms. It could be an executive being arrested for DUI or something more scandalous; regrettable franchisee behavior caught on video, an employee making a hateful social media post. Or, it could be an actual disaster or tragedy that impacts one store or many.

Having some kind of future crisis is a certainty, and franchise brands have one choice to protect themselves: Be prepared.

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Be Ready Knowing that a crisis will inevitably and eventually happen, not if, means that franchise brands have the opportunity to develop a proactive strategy to minimize the damage. This means establishing steps to respond quickly and effectively to protect the corporate brand and the reputation of its franchisees. By developing and implementing a crisis plan, franchises can better protect themselves when the going gets tough.

When crisis strikes, though, don’t think you can keep the story covered up. There are too many eyes and ears on social media. All it takes is one person posting to Twitter or Facebook, and the story will spread too fast to keep under wraps.

Social media is a two-edged sword for any

business. It gives franchise brands like yours a direct platform for pushing out the facts of an incident and plans for making the situation right; however, it also gives anyone the ability to spread their own stories about your brand without regard to facts or context.

Depending on the magnitude of the problem, it may be best to get ahead of public discussion and make the first announcement concerning a crisis. This lets your brand set the stage for the discussion. Every situation is different, though, and some issues may warrant a wait-and-see strategy.

When it comes to damage control, if social media has already become involved, the only real solution is countering the story with your own message to minimize the damage. Each incident is a lit match that

“Find out what happened and then own the situation. If you explain what happened and how you are going to make it right, it improves the chances that the crisis will defuse itself.”

telephone or through social media. This makes implementing a media policy very important. Everyone in the franchise network should know who can officially talk to the media and where to direct inquiries from reporters.

can start a fire that will burn out of control.

In order to put out that fire, the goal should be to tell the truth and tell it quickly. It’s always better to be transparent instead of letting someone else push out false accounts of the situation. The longer you wait, the more the narrative spins out of your control.

Responding to a Crisis The first two steps: Find out what happened and then own the situation. If you explain what happened and how you are going to make it right, it improves the chances that the crisis will defuse itself. Appoint a single spokesperson to communicate directly with the media. Don’t try to communicate by committee.

Be aware that reporters can contact anyone in your franchise brand by

The question then becomes: is your spokesperson ready to face the media? First impressions matter, especially in a crisis situation. It can be stressful for anyone to suddenly face a camera or microphone and be expected to not stumble or freeze up in the moment. The best way to prepare for that kind of situation is to practice. Set up a training program for anyone who might have to speak in front of the media. Hold drills and role-playing sessions. The best franchisors incorporate professional media training for anyone in leadership — from franchise location owners to the CEO. The goal is to allow any potential spokesperson to be able to keep their poise in a stressful situation while facing possibly difficult questions.

Heather Ripley

chance of future success. Without a good reputation, it will be more difficult to generate leads for potential franchisees.

Image problems can even affect sales.

Today’s consumers are not afraid to boycott businesses that don’t share their values.

So, don’t let a sudden crisis cascade into a threat to your franchise brand. Create a crisis management plan, develop messaging to reinforce your reputation, and be ready to respond quicky and transparently. It’s not always easy, but it will protect your company in the years ahead.

Stay Focused on the End-Game

Heather Ripley is founder and CEO of Ripley PR, an elite, global public relations agency specializing in franchising, home service and building trades. Ripley PR has been recognized

by Entrepreneur Magazine as a Top Franchise PR Agency three years in a row and was named to Forbes’ America’s Best PR Agencies for 2021. She is the author of “NEXT LEVEL NOW: PR Secrets to Drive Explosive Growth for your Home Service Business.”

For franchise brands, reputation is everything. It makes or breaks the

For additional information, visit www.ripleypr.com.

With all of the effort and moving parts involved in proper crisis communication, it can make sense to partner with an experienced public relations agency to help implement proven strategies to deal with challenging situations. This takes the pressure off of franchise brands to reinvent the wheel by creating a crisis communication plan in-house.

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Ask th e E x pert

Evan Hackel

“How can I justify paying a higher rent?”

Dear Evan, I’m thinking about opening up a location that has amazing traffic, but the rent is much higher than I’m used to. How do I justify this?

Ellen, Colorado Dear Ellen, I recommend looking at rent differently than most people do. I like to take my advertising expense and my rent expense and combine the two. So if my rent is typically 6% of sales and I spend 5% on local advertising, the combination of those expenses is 11%. If I moved into a higher rent of 10%, I would plan on spending 1% on local advertising.

The reason I would justify reducing local advertising is because my location should

be bringing in customers, so it’s like I’m doing local advertising by having a much better location.

Having said that, there are generally minimum local advertising requirements by your franchisor, so you want to make sure you stay in compliance with that or ask for a variance based on what you’re doing with your rent.

It may very well be that your location is so good that your rent as a percentage of sales goes down as sales grow so much. I have found this myself quite often. When that happens, I then invest more in local advertising to see if I can push my sales even higher.

There are a lot of “moving parts” in planning an advertising budget. I encourage people to play around, and see how they can improve business though greater advertising. Many times a higher ad spend will result in greater profitability –

Evan Hackel

and profitability matters a lot more than the percentage of rent or advertising spend. I

hope that my answer helps you arrive at the decision that is best for your business. And Ellen, good luck.

About Evan Evan Hackel is a 35-year franchising veteran as both a franchisor and franchisee. He is CEO of Tortal Training, a leading training development company, and principal of Ingage Consulting. He is a speaker, hosts “Training Unleashed,” a podcast covering training for business, and author of Ingaging Leadership. To hire Evan as a speaker, visit evanspeaksfranchising.com. Follow @ehackel or call 704-452-7368.

Why not have Evan Hackel address your group about franchising success?

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Leadership.

Teamwork.

Executing SOPs. Connecting veterans with education, resources and opportunities at vetfran.org

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Matt Goebel | Founder and CEO | Woven

REEVALUATING HOW FRANCHISORS ADDRESS BRAND STANDARDS FOR FRONTLINE WORKERS

Matt Goebel

A handful of social and cultural issues have come to the forefront over the past year.

These societal changes can have a major impact on brands based on how their target audience and employee’s attitudes shift over time. As a result, brands, especially franchisors, have been placed under extreme scrutiny to pay closer attention to workplace issues and reimagine compliance standards for their franchisee’s employees and their brand.

To stay out of the headlines, protect the brand and promote social responsibility,

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franchisors must evaluate how they facilitate policies, procedures and brand standards from a top-down approach and switch to a more proactive approach that supports frontline workers representing the brand every day. This is no easy task given the liability posed by joint-employer policies. The separation between the relationship a brand shares with their franchisees, and the relationship between a franchisee and their employees, must be maintained in this process to make it easier to get brand standards to all. We aren’t proposing to change century-old policy;

we’re instead looking to make the way it all works more efficient. Without a proper way to distribute and implement brand standards in an efficient and consumable manner, brands leave themselves vulnerable to inconsistencies which can damage brand image and impair long-term business growth.

Importance of consistent brand standards Brand Standards are important for all businesses, especially in the franchise

ex per t advice

“Brand Standards are important for all businesses, especially in the franchise model. Strong brand standards are essential to deliver a consistent guest experience and keep all employees on the same page.”

model. Strong brand standards are essential to deliver a consistent guest experience and keep all employees on the same page.

It is also a proven way to replicate success for the business owner / franchisee. These documents hold all of the information necessary for a franchisee to meet the standards required by the franchisor in the operation of their franchised business.

It should contain detailed procedures, standards and other requirements instructing the franchisee in the operation of their business including training and compliance procedures.

A well-drafted brand standards manual will not only make the brand more efficient, but it will also create consistency across locations. It’s critical for all levels of employees, from franchisors to frontline workers, to understand that what’s

happening on the inside of an organization is often felt on the outside by its customers.

In fact, consistent presentation of a brand has seen to increase revenue by 33%.

With proper training and compliance protocols in place comes consistent operations leading to a consistent customer experience, which is crucial for business success.

Concerns in the current process Executing and maintaining a successful social responsibility plan across a large and established franchise can be a challenge in itself but attempting to do so with an outdated execution strategy for compliance can be nearly impossible. The franchise model has many layers of management – from franchisors, franchisees and individual location managers to hourly

employees. When messages are filtered down through a handful of team members across different locations it can produce a lack of accountability, thus, inefficient enforcement of standards.

Based on a long-standing separation of roles and responsibilities between the franchisor and franchisee, the franchisor provides standards, and the franchisees are responsible for implementing them at each of their locations. This means that the execution of training materials for anti-harassment, diversity and inclusion, and more, could be facilitated dozens, hundreds, or thousands of different ways depending on the size of the franchise.

Furthermore, the franchisor typically only enforces these standards through periodic compliance checks with the franchisees.

With each franchisee dictating the training process and frequency at their locations, it can produce inconsistencies that can lead to brand damage down the road.

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Matt Goebel | Founder and CEO | Woven

directly with frontline employees will help brands be as dynamic and efficient as possible. Replacing various communication mediums like email, text message and phone calls with a reliable and consistent communication platform can eliminate the confusion and operational errors that stem from juggling too many communication touchpoints.

“Brands need to rely heavily on strategies that help build open communication like investing in systems for operational efficiency and creating a positive workplace culture.”

Today more than ever, consumers are keeping a close eye on brands and how they respond to important issues related to employment opportunities, social justice, gender and race equality. As new social standards are set across the franchise industry and beyond, brands must start rethinking how information flows across their organization and locations and if they have the right systems and processes in place to efficiently and responsibly scale.

Given that hourly employees are the face of each franchise brand and create the brand experience in the eyes of the customer, relying solely on periodic compliance checks to enforce brand standards is ineffective.

Alternative strategies for streamlining compliance Social and cultural standards are ever changing but brands that bring focus to them now by reviewing and making adjustments in their operations will be better set up for success as standards continue to evolve. To streamline processes between franchisor and franchisees, brands

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need to rely heavily on strategies that help build open communication like investing in systems for operational efficiency and creating a positive workplace culture.

Frontline workers within the franchise model have the most interaction with customers. If they are not set up for success with proper tools, training and processes, a franchise cannot preserve consistent and healthy operations. Employees are only as strong as the tools they are given.

Franchisors who play an active role in helping their franchisees facilitate the flow of announcements and information, so that all key policies and procedures are available to employees at all levels, at all times, will decrease brand liability while increasing consistency of execution.

Prioritizing effective communication Today, technology is helping every brand disentangle and simplify operations.

Investing in new technologies that have the ability to streamline communication across tens to hundreds or even thousands of locations with the ability to communicate

In addition to streamlining the flow of communication, it is equally as important for the brand to know who has and has not received and read their communications. This presents a conundrum for brands as they cannot be viewed as managing or exerting any employer control over the franchisee’s employees. To avoid entangling a brand, communication platforms will need to maintain clean separation of who is sending the communications and what data is visible to the brand. By having aggregated accountability data through the communication platform, it allows the brand to identify compliance issues more proactively while protecting themselves from joint-employer issues. The brand can identify issues with communication flow in real-time and hold their franchisees accountable in days instead of months.

As society and culture change, franchisors’ responsibility as a brand leader is to adapt and stay ahead of the competition and remain relevant in the minds of target consumers. Brands that are proactive and get ahead of current social changes will be set up to succeed long term. By taking the time now to reevaluate not only the brand standards but also the way in which they are executed, a brand will be prepared to address potential political or legal changes of the future.

Matt Goebel is a multi-unit franchisee and the founder and CEO of Woven, an all-in-one workplace management tool for multi-unit franchising founded to keep franchise operators focused on growing their businesses. Today, the Woven platform delivers accountability, consistency, and productivity to all of its customers, including Planet Fitness, Massage Heights, Sun Tan City, and more. Visit www.startwoven.com or follow @Woven on LinkedIn for more information.

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A-Z LISTINGS ARE A GREAT WAY TO PROMOTE YOUR BUSINESS Business

Finance Depot

ializes in ce Depot spec Business Finan and SBA s se lea nt me packaging equip for start-up ng Capital loans Express Worki s. sinesse and existing bu seek ing are franchisors Our main clients s and ee his nc fra w ir ne financing for the for their g cin an fin seek ing manufacturers . es as rch pu equipment

SBA 7(a ) also works with Our company , crowd ancing sources fin ate ern alt ies lenders, es and compan urc so g cin an to funding fin irement funds ret ing us in ze r that speciali Please visit ou s. es sin bu w capitalize a ne on. ati orm inf re website for mo depot.com businessfinance Website: ww w. ancedepot.com sfin es sin bu Email: paul@ 8-3884 Phone: (80 0) 78 Bosley Contact: Paul

Making an appearance every month in Franchising USA magazine.

Each detailed, 4 color A-Z listing comes with a 150 word write up and your logo.

Excellent for branding and recognition.

Choose a 12 or 6 month package or simply add the A-Z directory onto your FOCUS, PROFILE or ad!

To learn about the A-Z directory or any other products, please contact Vikki Bradbury: vikki@cgbpublishing.com

www.franchisingusamagazine.com

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fra nchise & services dir ectory

AAMCO First started in 1963 by Anthony Martino as a transmission repair shop, the company now has nearly 700 locations throughout North America and about 12 years ago expanded into total car care.

AAMCO franchisees benefit from joining a brand that has been in business for over 50 years. Our iconic, Double A, Beep Beep, M-C-O mnemonic brings instant recognition and trust from the American consumer. In

Bloomin’ Blinds Founded the morning of 9/11...our incorporation papers received their approval stamps within minutes of the towers being struck...Bloomin’ Blinds is a family company.

Karen McGuffin founded the company in Dallas and was joined by her three sons within a handful of years. Together they created Bloomin’ Blinds over the next 16 years before the franchise was formed.

Now Karen is retired and the boys are still running the show. Bloomin’ Blinds has always been a “repair company that happens to sell a ton of blinds”.

Business Finance Depot

http://www.aamcofranchises.com

Early on we realized that retailers were primarily sales only and Bloomin’ Blinds had a significant differentiator in the addition of the repair concept.

The business model has weathered the economic storms that followed 9/11 and the housing bubble pop in 2008.

Bloomin’ Blinds is a technology based, fresh, new approach to an industry otherwise resisting modernization.

For more information contact Kelsey Stuart at: Ph: 1-214-995-1062 Email: kelsey.stuart@bloominblinds.com https://www.bloominblinds.com/

Business Finance Depot specializes in packaging equipment leases and SBA Express Working Capital loans for start-up and existing businesses.

Our company also works with SBA 7(a) lenders, alternate financing sources, crowd funding financing sources and companies that specialize in using retirement funds to capitalize a new business. Please visit our website for more information.

Our main clients are franchisors seeking financing for their new franchisees and manufacturers seeking financing for their equipment purchases.

Website: www.businessfinancedepot.com Email: paul@businessfinancedepot.com Phone: (800) 788-3884 Contact: Paul Bosley

caring transitions

with the hassles or laws that involve elderly medical care, though you might want to invest in knowing the companies that do supply such services in your area. Many times our services are needed in order to fulfill the lifestyle changes recommended by healthcare professionals, so putting your leads into contact with upstanding medical professionals can create a favorable impression that causes them to return to you for help with non-medical side of their changing circumstances.

Caring Transitions is a solution-oriented company, and we accomplish this by bringing three services under one roof that are normally all accomplished by separate companies. The three services we combine to provide unique solutions for our customers are: • Senior Relocation • Estate Sales • Downsizing & Decluttering One final thing – we are NOT a medical service company. As a franchisee, you will not be dealing

Dough & Arrows The owners of a family oriented business Dough & Arrows aim to expand their business through nationwide franchising opportunities.

Dough & Arrows is well known for their famous Edible Cookie Dough, Gourmet Ice Cream, delicious homemade desserts, and family atmosphere. Based in Hanover, PA, Dough & Arrows is currently looking for potential franchisees all across the United States.

Franchising USA

addition to automatic brand recognition, AAMCO franchisees benefit from an Executive Leadership Team who established themselves by servicing the automotive aftermarket as franchisees. With this franchisee focus in mind, AAMCO provides the brand, tools, guidance and education necessary for new franchisees. This includes financing support, real estate support and training through the entire opening process.

Phone: 1-800-647-0766 Email: CaringTransitionsFranchising@gmail.com Website: https://caringtransitionsfranchise.com

For potential franchisees who are family oriented and who wish to spread joy to the community while being at the forefront of a burgeoning food trend, Dough & Arrows might just be the business family you are looking to join.

Ph: 717-969-8481 E-mail: info@doughandarrows.com www.doughandarrows.com

Fastsigns® Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company.

We also lead in these important areas: • #1 Ranked Sign Franchise in Entrepreneur Magazine Franchise 500 three years in a row • Franchise Business Review FBR50 Franchisee Satisfaction Award 2006-2015 • Franchise Research Institute World Class Franchise 2011-2015

International Franchise Professionals Group

• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide.

For more information: Phone: 1-214-346-5679 Email: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com

IFPG to power their business. All of these individuals understand the value of being associated with IFPG.

The International Franchise Professionals Group (also known as IFPG) is a membership based organization that has over 700 members. Our members consist of Franchisors, Franchisor Brokers, Lenders, and other Franchise Professionals that help potential candidates in the process of buying a franchise.

The IFPG is a strictly membership based organization that does not participate in any referral fees from our franchisor members or our brokers, thereby allowing all of our members to work freely together.

Our long-term success is predicated on retaining our members and providing all the tools needed to help you sell more franchises, and close more deals.

Hundreds of nationally recognized franchise companies have chosen the IFPG and its members to represent their brand; hundreds of experienced franchise consultants and brokers have chosen the

If you’re a franchisor, franchisor broker, or another profession that serves the franchising industry call us today at (888) 977-IFPG to learn about membership opportunities.

Infinity Martial Arts

Our programs focus on a self-defence style of martial arts and combat sport, which is predominantly based on grappling and submission holds. Our curriculum focuses on the skill of taking an opponent to the ground, controlling one’s opponent, gaining a dominant position and using a number of techniques to either force or defend a submission.

Infinity Martial Arts was established in 2005 on the Sunshine Coast, Queensland. We began as a single club focusing predominantly on Brazilian Jiu-Jitsu, with only a handful of members under the guidance of our head coach and black belt Neil Owen.

Over the years, many of those initial members became black belts themselves and helped to grow our business into what it is today. With 13 academies now in QLD and two other affiliate clubs in NSW & QLD we are one of the largest franchised martial arts academy names throughout Australia, leading the way in Brazilian JiuJitsu.

With classes ranging from expert to beginner and suitable for both adults and children starting as young as 2 years old, our academies are warm & friendly environments. We have a strong focus on creating a fun culture where our members become part of the family.

QC Franchise Group (DBA QC Kinetix)

with BMAC, regenerative cell therapy with amniotic membrane tissue, A2M therapy and PRP therapy. With such a wide array of regenerative medicine treatments available, we make sure to discuss all the therapeutic options with each of our patients. While not all patients may be candidates for all therapies, we will help guide you to make the most appropriate decisions for your particular condition. We treat everyone from weekend warriors and professional athletes to active aging patients who want to stay active.

QC Kinetix is a Charlotte, North Carolina-based franchise company leading the way in helping people maintain an active lifestyle using comprehensive regenerative medicine treatments to address musculoskeletal conditions and joint pain.

QC Kinetix is the place to go when you’ve been told invasive surgery is your best option, or after you’ve tried everything to eliminate the pain and immobility of your condition without success.

We provide comprehensive regenerative medicine injection treatments, including stem cell therapy

sanondaf Founded in 1959, Ziebart is the worldwide leader in detailing, films and structural protection services providing complete car care solutions. Backed by over 60 years of experience, the brand has evolved from its roots as the pioneer in rust protection services to become the most respected global company offering aftermarket total vehicle protection products and services.

Today, Ziebart International Corporation operates more than 400 locations, with 1,200 service centers, in 37 countries.

The brand is committed to helping its customers customize and protect their vehicles by offering services that range from detailing and film installation to structural protection.

Ziebart’s mission is to support customers’ pride in vehicle

For more information visit: www.infinitymartialarts.com.au

QC Kinetix clinics are dedicated to maximizing the body’s ability to help heal and repair itself from the inside out for vastly improved function and overall quality of life. https://qcfranchise.com/

ownership and to protect their investment with the highest quality products, services, exceptional workmanship, and a knowledgeable staff that provides solutions for extending the life of all vehicles.

The brand is continuing to grow through franchising and offers a best-in-class investment for qualified prospects.

Ziebart franchisees gain a built-in team with decades of experience to help launch their business every step of the way. As an established automotive enthusiast brand, Ziebart has been recognized by Entrepreneur Magazine as a Top 500 Franchisor as well as a Top 200 Global Franchise.

For more information contact Amanda House at: Phone: 248-837-3944 Email: ahouse@ziebart.com Website: www.ownaziebart.com

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Franchising USA