Franchise Journal November 2020 by TheFranchiseJournal

FRANCHISE Journal LEARN Why Veterans Should Consider Franchising p. 18

THE SCOOP On Overcoming Inertia p. 116

HOW TO Achieve Success as a Franchise p. 158

NOVEMBER 2020 /FranchiseJournal.com

VETERANS ISSUE

MILITARY EXPERIENCE can help you become your own boss!

DR. JOXEL GARCIA

WE SALUTE YOU!

Four Star Admiral, Ret. Fourteenth Assistant Secretary for Health, U.S. Department of Health and Human Services “America’s Admiral of Public Health” p. 80

Build your own media company with

Your brand. Our audience. DIGITAL-OUT-OF-HOME ADVERTISING Social Indoor is an advertising franchise that focuses on marketing in local venues, primarily in restrooms of restaurants, bars, community centers, stadiums, and more. We install full motion digital monitors with audio capabilities to give our advertisers the most captive and powerful impression in out-of-home advertising. Consumers canâ&#x20AC;&#x2122;t flip the page, change the channel, or turn it off. Guaranteeing your clients ads are seen!

PROVEN LEADERSHIP: Our founder, Tony Jacobson, pioneered the industry back in 1987 with AJ INDOOR, and successfully reinvented it in 2002 with AllOver Media. His vision for this next chapter, is to build a national, digital advertising franchise network. Over 30 years of success in small to medium-sized cities and major metro areas.

TRAINING & SUPPORT: We have a comprehen-

sive training program & ongoing support to help you succeed.

PROPRIETARY TECHNOLOGY: Social Indoor

has developed SIMON, a proprietary software that will manage hundreds of venues and ads with flexible content. The monitors have full motion video, sonar and sound, allowing our ads to be even more engaging to consumers. Our SIMON software manages your market.

LOW START UP COSTS: You can own your own territory or even an entire market for as little as $50,000. We provide franchises with the digital monitors, pay for most of the installations and assist with any technical maintenance.

NO BRICK & MORTAR LEASE & NO/LOW EMPLOYEE NEEDS: Manage from your home and grow your team as you grow your business.

socialindoor.com

952.800.1909

FranExpoUSA.com

FranExpoUSA.com FranExpoUSA.com

Proud to Protect. Proud to Serve. Oasis Senior Advisors protect the dignity of older adults and serve their needs during a challenging time.

Own your own senior living placement business and make a diﬀerence. Caring for others is a mission that millions of Americans take on each and every day. By becoming an Oasis Senior Advisor, you can serve vulnerable seniors, veterans and their families in your own community.

15% of the U.S. population aged 60 and over are veterans.

9.7 million U.S. veterans are 65 or older.

46% of all veterans are seniors.

Contact us to get started today! Be a part of our compassionate and dedicated team. • We oﬀer a 10% discount to veterans who purchase a franchise. • We provide a vital service at no charge to seniors and their families. • Franchisees receive unparalleled training, ongoing support, and business marketing. • A home-based business with a low-investment and low overhead.

Kim Graham Director of Franchise Development

239-940-6669 kim@oasissenioradvisors.com oasissenioradvisors.com/franchise-opportunities

contents

NOVEMBER 2020

ROCKBOX FOSTERS POSITIVE CHANGE

Why Veterans Should Consider Franchising Eddie Rodriguez

22 Oasis Senior Advisors Opportunities, Independence and Entrepreneurship for Veterans

26 IFRANCHISE GROUP

Franchising vs. Alternatives Mark Siebert

32 PET BUTLER Veteran Finds New Career Helping Keep Environment Clean Rhonda Sanderson

36 FASTSIGNS

Veteranâ&#x20AC;&#x2122;s FAST Way to Success

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32 40 ROCKBOX A Culture of Collaboration and Teamwork that Fosters Positive Change Roger Martin 46 PILLAR TO POST Retired Air Force Master Sergeant: Says Military Skills Will Help Him be a Great Home Inspector Rhonda Sanderson

50 Veterans Should Consider

Commercial Cleaning Greg Mohr

54 Fitness Franchises: A Natural Next

Step for Veterans Scott Milas

58 Skills Acquired in the Military Build a Strong

Foundation for Business Ownership Bill Stark

COVER STORY Read Dr. Joxel Garcia, America’s Admiral (Ret) of Public Health's story

62 Military Experience Creates Strong

Franchisees John Ovens

66 Popular Business Model Choice

For Veterans Bill Polk

70 LAWN DOCTOR 25 Year Veteran: Greg Harkrider is Proud to Call Himself a Lawn Doctor Franchisee

74 MOSQUITO HUNTERS Casey And Jessica Reed Of Mosquito Hunters Ready To Go From The Army Life To The Franchisee Life Cristina Merrill

86 FEATURE Former Government Contractor Opens A WSI Digital Marketing Company

92 KITCHEN TUNE-UP

hoenix Veteran Enjoys Career Tunifying P Kitchens Across Phoenix

96 Why You Will Continue To Tell Military

Veterans, “Thank You For Your Service!” Seth Lederman

102 COLLEGE HUNK

From Military Veteran To College Hunk! Dana Hansen WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

112

130

120 106 MILEX

124 ANODYNE PAIN & WELLNESS SOLUTIONS

Military Experience Sets Course for Franchise Ownership

Treating Acute & Chronic Pain While Avoiding Opioids & Surgery

112 FLOOR COVERINGS INTERNATIONAL

130 POOL SCOUTS

After Careers with US Armed Forces and Fema This Family is Crushing It with Floor Coverings International Rhonda Sanderson

Veteran & Pool Scouts Owner Brent Berridgeâ&#x20AC;&#x2122;s Path to Franchising

116 Overcoming Inertia

Mark Schnurman

120 PAUL DAVIS Former Marine Takes Lessons From Military & Turns Them Into Business Success Rhonda Sanderson

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134 From Maintaining Navy and Air Force Jets to Now Owning a Business Dave Cooley

138 ASSISTED LIVING LOCATORS Veteran Dustin Baker Recognized as a Franchise Rock Star

142 Veterans: Franchisors Want You!

Phyllis Pieri

144

148

146 CONCRETE CRAFT Why U.S. Army Veteran Turned Concrete Craft Franchisee

150 POP-A-LOCK Rob Reynolds: Protecting What Matters Most! Michael Kleimeyer

154 SPEEDEE OIL CHANGE & AUTO SERVICE

eet SpeeDee Franchisee & Army National M Guard Veteran Garland Moore Ralph Yarusso

158 How to Achieve Success as a Franchisee

Jim Gormley

162 Entrepreneurial Mentorship: A Valuable

Resource for Veterans Jeff DeGarmo

166 FIBRENEW Fibrenew Named A Top Franchise For Veterans

170 A PLACE AT HOME Brave Veteran Translated Military Experience to Become Successful Entrepreneur

160 WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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welcome

NOTES

ODE TO A VETERAN He was getting old and paunchy and his hair was falling fast, And he sat around the Legion, telling stories of the past.

A politician's stipend and the style in which he lives. Are sometimes disproportionate to the service that he gives.

Of a war that he had fought in and the deeds that he had done, In his exploits with his buddies; they were heroes, every one.

While the ordinary soldier, who offered up his all, Is paid off with a medal and perhaps, a pension small.

And tho' sometimes, to his neighbors, his tales became a joke, All his Legion buddies listened, for they knew whereof he spoke.

It's so easy to forget them for it was so long ago, That the old Bills of our Country went to battle, but we know. It was not the politicians, with their compromise and ploys, Who won for us the freedom that our Country now enjoys.

But we'll hear his tales no longer for old Bill has passed away, And the world's a little poorer, for a soldier died today. He will not be mourned by many, just his children and his wife, For he lived an ordinary and quite uneventful life. Held a job and raised a family, quietly going his own way, And the world won't note his passing, though a soldier died today. When politicians leave this earth, their bodies lie in state, While thousands note their passing and proclaim that they were great. Papers tell their whole life stories, from the time that they were young, But the passing of a soldier goes unnoticed and unsung. Is the greatest contribution to the welfare of our land. A guy who breaks his promises and cons his fellow man? Or the ordinary fellow who, in times of war and strife, Goes off to serve his Country and offers up his life?

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Should you find yourself in danger, with your enemies at hand, Would you want a politician with his ever-shifting stand? Or would you prefer a soldier, who has sworn to defend His home, his kin and Country and would fight until the end? He was just a common soldier and his ranks are growing thin, But his presence should remind us we may need his like again. For when countries are in conflict, then we find the soldier's part. Is to clean up all the troubles that the politicians start. If we cannot do him honor while he's here to hear the praise, Then at least let's give him homage at the ending of his days. Perhaps just a simple headline in a paper that would say, Our Country is in mourning, for a soldier died today. â&#x20AC;&#x201D; A. Lawrence Vaincourt

bout 8% of the population have served our country and are considered veterans. When we think of the sacrifice these brave men and women have endured for our freedoms it is almost heartbreaking. When you think a veteran for the service invariably they say it was an honor to serve. They are the best of America. When veterans transition out of the service there are a multitude of opportunities for them in franchising. When veterans transition out of the service there are a multitude of opportunities and resources for them in franchising. When Don Dwyer of the Dwyer group started Vet Fran decades ago in 1991 he did so out of the selfless desire to help our nationâ&#x20AC;&#x2DC;s heroes. Organizations like the Veterans Franchise

Council Franchising spend countless hours and resources working directly with veterans counseling them on how best to structure their business. Boots to Business and SCORE are also active in mentoring and helping veterans on their business ownership goals. Franchising has become a path to independence for many veterans and around 14% of all franchise companies are veteran owned. This is a much higher percentage than veterans in the general population and points to D opportunities that exist. Early on franchise companies realize that veterans with their dedication, resilience and discipline combined with the American entrepreneurial spirit was the perfect combination for success. 99% of all US franchise companies feel veterans are a good fit for their business and of the franchise systems who count veterans amongst their

owners, they are consistently ranked at the very top of their franchisees. This issue is dedicated to the men and women of our country who have served our Nation and continue to serve the hundreds of communities that they now call home. These are the business owners who support the Little League team, run the food drives and are always at the ready to help their community when disaster strikes. Just as they served our country previously as a warrior, they continue that tradition of service in business. We were fortunate to sit down with Admiral Joxel Garcia, Retired Assistant Secretary of Health and Human Services to learn about his journey from a farm boy in Puerto Rico to the corridors of power in Washington and to his entrepreneurial life post service. I think youâ&#x20AC;&#x2122;ll find it an inspiring and uplifting story about the American Dream. To all the Veterans who are reading this, from the bottom of a grateful Nationâ&#x20AC;&#x2122;s hearts, a sincere THANK YOU. You have made and continue to make a difference.

Nick Neonakis

Editor, Franchise Journal

FOUNDER

NICK NEONAKIS DESIGN DIRECTOR

Pete Neonakis DIGITAL DIRECTOR

Abel Beyene ART DIRECTOR

Marty Greenbaum EXECUTIVE EDITOR Chantae Arrington

VIDEO PRODUCER Matt Panepinto

MANAGING EDITOR Brenda Lesch

CONTRIBUTORS Dave Cooley Jeff DeGarmo Jim Gormley Dana Hansen Michael Kleimeyer Seth Lederman Roger Martin Scott Milas Cristina Merrill Greg Mohr John Ovens Phyllis Pieri Bill Polk Eddie Rodriguez Rhonda Sanderson Mark Schnurman Mark Siebert Bill Stark Ralph Yarusso

DEPUTY EDITOR Faizun Kamal SENIOR EDITOR Bill Polk ONLINE EDITOR Seth Lederman STAFF WRITER Megan Neonakis SOCIAL MEDIA EDITOR Abel Beyene ASSOCIATE EDITOR Mariel Miller ONLINE EDITOR Mike Ciccarelli SENIOR DESIGNER Patrick Elsner

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

FRANCHISEJOURNAL.COM

If you want to get ahead in franchising, The Franchise Journal has the most concepts and tactics to help you become a business owner.

Share with your friends. franchisejournal.com

Franchise FastLane Brands’ Salute Veterans with a Discount Franchise FastLane is committed to our nation’s veterans and we are proud to say that all of our brand partners offer a VetFran program or discount. Please be sure to always present this opportunity to your candidates when they are considering Franchise FastLane Brands. To learn more about our brands please visit: https://www.franchisefastlane.com/about-us/brands/

BODYBAR Pilates • • •

Disrupter in the Pilates space 100-year-old proven workout Moderate investment, high returns

Color World Housepainting • • •

No industry experience required One-stop-shop: 5 revenue streams for 5 times the earning potential Cutting edge technology eliminates the need for an employee

Home Clean Heroes • • •

D1 Training

Hello Garage •

•

Emerging from Enterprise: Backed by 45 years of experience, proven financial strength, and successful business model Booming Industry: $2.2B COVID-resistant industry and growing with more and more people investing in their homes Simple Model and Strong Financials: Home-based service with low initial investment and strong returns!

Residential Cleaning Disruptor Premium Territory Availability Big Promotion for MultiUnit Candidates

Monster Tree • • •

Awarded and Opened Over 200 Territories Averaging Over a 3-Pack Per Deal 1st Year Average Annual Sales Over $650K

• •

•

60+ open facilities at the end of 2020 Upgraded presales process allows franchisees to get close to cashflow positive before opening D1, as a system, has broken its monthly revenue record consistently over the past 3 months

RESIDENTIAL MOSQUITO CONTROL

Mosquito Shield • • •

Low Investment, High Return 20 Years in the Mosquito Business COVID and Recession-Resistant

•

• •

Ninja Nation • •

•

The Next Big Thing: First national provider of world-class obstacle arenas Create Heroes, Not Just Profits: Creating business success while helping kids grow in confidence and health Financials: Locations reporting breakeven by months two and three, $1M in revenue by end of year one But COVID?: Strategic response with essential-service child care program, Ninja Care

• •

250 Units Sold and Over 100 Units Open First and only National Fitness Brand Focused on the 50+ Demo Small, Simple Studios - 1,000 FT and 2-3 Employees to Start

Disrupting the Fragmented Insulation Industry with nearly 100 Territories Awarded |since April We Sell Savings through a Simple and Scalable, Proven Business Model COVID-Resistant service business with a modes investment <$200K, No buildout or long-term leases, and launch 60-90 days after signing

• •

•

First to Market Facials Franworth (Equity skoah Partner): Phenomenal Support Real Estate, Marketing, On-Boarding Pioneer Promotion Starting: Next 10 Franchisees get 3 Units for the Price of 2 ($33,000 Savings)

Smash My Trash Premier Martial Arts • • •

The Exercise Coach •

skoah

Koala Insulation

100 Schools Open + 300 Units Awarded Semi-Abesntee, 2 Employees, 49% Profit Youth Focused - Character and Community

• • •

Fundraising U

SPENGA • • •

300+ Studios Sold and Counting 2020 Inc. 5000 FastestGrowing Company 2020 Top Franchise Concept

350+ Territories Awarded Year to Date Strong Item 19 - $1.388M Revenue, $600,000 + Net Income B@B, Recession / COVID / Amazon Resistant, Reoccurring Revenue, Simple and Profitable

• • •

Make a Difference in Your Community While Financially Doing Well Under $100K Investment, $1.2M Average Location Revenue with 26% Returns 0-1 Employees to Start and Launch the Business in Under 90 Days

VETERANS ISSUE

Why Veterans Should Consider Franchising by Eddie Rodriguez, Consultant, The Franchise Consulting Company

ne of the most difficult adjustments for veterans returning to a civilian lifestyle is the matter of finding a job. It’s difficult to find many positions where the particular skills developed through active duty transfer over outside of governmentbacked jobs. But there is hope for veterans who want to break into the private sector. Owning a franchise location is a great jumping-off point for many veterans, becoming a popular choice for those looking at getting started in business with military experience. There are plenty of reasons that make opting for becoming a franchisee an excellent choice. Some of these include: THEY’RE ENTERING INTO ESTABLISHED BUSINESSES One of the most difficult adjustments veterans face in moving into business ownership is the learning process. Veterans are used to working within established frameworks, with time-tested rules and training to support them, which might not be all there in smaller companies and upstarts. A franchise system is an already established and functioning system, often

complete with its own training systems and operations manual. Joining one means joining a brand that’s already been perfected: no legwork to establish credibility needed. This takes the stress off of veterans and allows them to readily fit into a culture of hard work where their skills shine. THEY’RE TRAINED TO FOLLOW ORDERS AND PRACTICES Franchise ownership isn’t just about managing a business and employees. It’s committing to a set of guidelines to help the franchise grow. Veterans are used to such roles; taking

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

charge to lead teams while also having the training necessary to understand the importance of following rules regardless of circumstances. Veterans excel at putting plans into place and following through with the execution, finding a proper niche for themselves in the chain-ofcommand. There is little worry that a veteran will struggle with grasping the position or find it difficult to carry out what corporate wants from them. MOST FRANCHISES PROVIDE THEM WITH DISCOUNTS As more veterans are turning to owning franchises, more

JOINING A FRANCHISE MEANS JOINING A BRAND THAT’S ALREADY BEEN PERFECTED: NO LEGWORK TO ESTABLISH CREDIBILITY NEEDED. franchises are choosing to give back. Many franchises are offering discounts to veterans on franchise fees. VetFran, a program affiliated with the International Franchise Organization, reports over 500 franchises giving discounts and benefits to help veterans get their start in owning a franchise. Other incentives offered by companies include discounts on application and inventory fees, as well as other benefits dependent on the company. It’s worth doing research on any franchise opportunity; you never know what incentives might be available. THEY DON’T HAVE TO START A BUSINESS Working in an established business is a lot easier for most veterans to grasp than the alternative. Though both require investing time and resources, there’s significantly less risk involved in veterans who want to own a franchise compared to those who favor building a company from the ground up. Benefits notwithstanding, franchise ownership is often easier for veterans who want a place they can put their skills to work immediately, rather than starting over from scratch. While both options might be an investment, the risk is lower and the rewards are greater for veterans who choose becoming franchisees.

THEY CREATE THEIR OWN EXECUTIVE-LEVEL OPPORTUNITY Joining a company at a menial job or entry-level from a position of leadership in military service is often a difficult and disheartening leap. Owning a franchise allows veterans to create their own executive role, rather than starting over from the bottom of the corporate ladder. This kind of role tends to suit veterans better, and allows them to have better opportunities than if they were to go to work for another business while avoiding the difficulties of starting their own. Veterans have plenty of options when it comes to integrating into civilian life, and franchise ownership has become a viable option; companies are finding that veteran-run franchises are performing just as well, if not better than, those run by traditional owners. These sorts of benefits serve to only sweeten the deal for veterans: they have options to put what they learned in the military to use while also making their move into business quicker and easier than ever before. On top of that, benefits to veterans make this kind of opportunity affordable to those veterans just starting out.

ABOUT THE AUTHOR Eddie Rodriguez is a serial entrepreneur who has created and built multiple businesses. As a franchise consultant for close to 10 years, Eddie loves helping people find their best next life, and bring his experience and expertise to that challenge. Contact Eddie at 305-460-9925 or at eddie@ thefranchiseconsultingcompany.com.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

A DIVISION OF KEYSER

DON’T HAVE A REAL ESTATE DEPARTMENT?

WITH F.R.E.D.

NOW YOU DO WHAT’S F.R.E.D.? Franchise Real Estate Department (F.R.E.D.) is your team of franchise commercial real estate experts.

F.R.E.D. IS ALWAYS

ON YOUR SIDE

As a franchise-focused division of Keyser, F.R.E.D. gives you all the power and resources of a commercial real estate brokerage, with a focus on franchising.

F.R.E.D. only represents tenants, never landlords, so you know we’ve always got your back and are ready to negotiate aggressively for you and your franchisee.

From site selection, to lease negotiations and hanging your official “Now Open” sign, F.R.E.D. helps remove the hassle by coordinating with construction, legal, and your landlord throughout the entire process at no cost to you or your franchisee.

CHAT WITH F.R.E.D. ROCCO FIORENTINO

rf@keyserco.com 609.206.4300

TY BREWSTER

tbrewster@keyserco.com 623.332.3201

OR VISIT US ONLINE www.keyserco.com/fred 602.9.KEYSER

VETERANS ISSUE

Oasis Senior Advisors

Opportunities, Independence and Entrepreneurship for Veterans

oe was a World War II veteran in his 90s, struggling to take care of both himself and his elderly wife. Even with the help of his two adult daughters, the strain of being a caregiver was overwhelming. To complicate matters, Joe was committed to leaving an inheritance for his daughters and unwilling to spend his nest egg to move to an assisted living facility. Joe’s situation is a familiar one to Oasis Senior Advisors franchisees across the country. When a loved one needs help finding an independent living, assisted living or memory care facility, Oasis franchisees are committed to pinpointing the perfect place that not only fits a senior’s health needs and lifestyle desires, but also their budget. Like Joe, many of these seniors are U.S. veterans. According to U.S. Census Bureau data, there are close to nine million veterans age 65 or older. These aging veterans served in conflicts including World War II, the Korean War, the Vietnam War, and even in the Persian Gulf War. As veterans age, they may face a variety of issues including changing health risks and financial challenges. Many veterans do not realize

that they are eligible for government programs and VA benefits that help pay for medical expenses and longterm senior care. Although the VA does not directly pay for assisted living facilities, many veterans can still receive VA Aid and Attendance benefits to pay for these facilities. “I’m always surprised by how many veterans and their spouses don’t know about benefits available to them,” says Jenny Sanchez, CSA, an Oasis Senior Advisors franchisee in Ohio. Sanchez,

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who grew up in a military family, particularly enjoys helping senior veterans find their ideal living solutions. “I love to share this information with them and see their reactions.” Many senior veterans who receive the Veterans Pension are also eligible for Aid and Attendance benefits. To qualify, veterans must be 65 years of age or older or permanently disabled, and need daily assistance with their activities like eating, bathing, dressing, or

VETERANS ARE ELIGIBLE FOR GOVERNMENT PROGRAMS AND VA BENEFITS THAT HELP PAY FOR MEDICAL EXPENSES AND LONG-TERM SENIOR CARE. using the restroom. There are also income and asset requirements, which lead many veterans to incorrectly believe they won’t qualify. Although the Aid and Attendance monthly benefit does not typically cover the cost for a full month of care, it can help a veteran stretch their resources much further. Oasis Senior Advisors franchisees are well-versed in these benefits and work one-on-one with clients to determine their eligibility. Adam Dobrenz, a Marine Corps veteran and Oasis Senior Advisors franchisee, takes pride in helping veterans and their families understand these benefits. “When families face caring for their loved ones without any resources, it can result in caregiver burnout, reduced financial independence, and increased risk of falls or other injuries. I feel very strongly that fellow veterans and their families should have access to these programs, and owning my franchise allows me the opportunity to live that out every day.” Dobrenz served in the Marines for ten years, including a deployment to Iraq. He was able to take advantage of a veteran’s discount on Oasis franchise fees and is now happy to pay it forward. “As a veteran, I

feel a very distinct calling to serve. Being an Oasis Senior Advisor helps me follow that calling by serving those in the community that truly need help. I take great pride in serving those that have also served this great nation.” Oasis was able to serve WWII veteran Joe and his wife, who learned about their VA Aid and Attendance eligibility through Oasis President John Benbrook, who at the time was a franchise owner himself. “I worked with their daughters to find a great community for their mom and dad and then

met with the whole family,” says Benbrook. “When I told Joe they could afford this great assisted living facility, everyone burst into tears. To navigate through the options and get him approved was one of the best things ever in my career.” MORE INFORMATION Oasis Senior Advisors franchisees are proud of the care they provide to those who have sacrificed for our country. To learn more about joining our nationwide team of franchise owners, call 888-455-5838 or visit oasissenioradvisors.com/franchiseopportunities.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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As North America’s largest and most-trusted deck building franchise, Archadeck Outdoor Living is a proven franchise model that boasts a 40-plus year track record and nearly $1 billion in projects completed. In addition to offering you a business model built on proven best practices in the thriving outdoor living industry, Archadeck also has you “covered” with the support you need to have booming business, including innovative technology & programs, robust marketing & lead generation, business & financial support, production management, and more. For entrepreneurs looking to achieve their personal and professional goals within a growing industry, Archadeck is the perfect choice.

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VETERANS ISSUE

Franchising vs. Alternatives by Mark Siebert, Founder, iFranchise Group

ranchising is a powerful method of business expansion, but it’s not the only one available. And, it may or may not be the right strategy for every business owner. If you are thinking of franchising a business, but are concerned about the steps and costs involved, there may be alternatives to consider. Here we discuss franchising and some of these other expansion options.

WHAT IS FRANCHISING? Franchising, under the U.S. federal definition, includes three requirements: use of a trademark, the provision of significant operating control or significant operating assistance, and payment of a fee. If all three of these elements exist, the business model will trigger franchise disclosure laws. If any one of these elements does not exist, however, the nature of the business model is changed.

It’s important to allow good business decisions to guide you when determining which strategy makes the most sense for your business. But here are some considerations: LICENSING If one of the three above elements does not exist in a business expansion strategy, then it is arguably not a franchise model. A franchise, by definition, is composed of two licenses – a license to use the trademark and a license to use the systems (the intellectual property) of the franchisor. If you are considering a licensing model, you will likely need to eliminate the trademark license, and not allow your licensee to use the

IT’S IMPORTANT TO ALLOW GOOD BUSINESS DECISIONS TO GUIDE YOU WHEN DETERMINING WHICH STRATEGY MAKES THE MOST SENSE FOR YOUR BUSINESS. 26

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brand. We often refer to this as the “no-name” option. You would still offer operations guidance, or a system to follow, and still receive a fee, but with a general licensing agreement your brand name will not be associated with the business model. In short, you grant someone a license to operate your system under their own name, for a fee. While the “no name” option can reduce legal costs, it also does not allow you to build a brand. And depending how much you think your brand could ultimately mean in the market, it thus might not be the best alternative. There is also trademark licensing, or the “no support and no control” licensing option, where the brand is shared without the guidance or operational control element. For most small businesses, however, this is not a realistic option as few have brand names that people are willing to pay for when the use of that name would not also include the operational know-how to run the business. NO-FEE OPTIONS Dealer and distributorship models are appropriate for manufacturers and wholesalers because they involve providing products to a third party for resale at a bona fide wholesale price. Caution must be given to those considering this type of arrangement because support will be given without a fee, which can eat away at profits. Further, if there are equipment or display items not intended

for resale required as part of the transaction, this may trigger the fee element of the franchise definition and inadvertently create a franchise. An agency relationship agreement is when an independent salesperson sells a service on your behalf. The key here is that any money must flow downward, from corporation to agent, and not the other way around. If the agent takes money and then forwards some of it upward to the corporation, it mirrors what is typical of a franchisee/ franchisor arrangement. The last type of no-fee option is a joint venture.

This option is characterized by sharing both equity and profits. Each member will put up any combination of capital and sweat equity, each will pay taxes on their share, and profits will be shared depending on the split of the investment arrangement. The sticky aspect to a joint venture is creating a clear understanding of how profits will be defined and tracked. Most important to understand is that any joint venture that pays fees to the owner of intellectual property involved is classified as both a joint venture and a franchise, so franchise law applies.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

Bottom line: If you are considering a no-fee option, you must be scrupulous in your avoidance of taking any money from your “nonfranchisees” other than the bona fide wholesale price on products for resale. FRANCHISE EXCEPTIONS There are some exceptions to compliance with the franchising rules. The Federal Trade Commission (FTC) recognizes exceptions for when a company meets the legal definition of a franchise model but the buyer does not need the legal protections the federal law presumes. These could include a leased department within a larger enterprise, or a “fractional franchise,” where buyers with substantial net worth or any relationships that are covered under the Petroleum Marketing

Practices Act. It should always be kept in mind that state law also must be considered. States may not recognize these exceptions and may impose additional requirements. The advice of experienced legal counsel is necessary, even if you think your expansion method is not a franchise. For example, even though eliminating two elements of the federal franchise definition may allow you to avoid federal disclosure requirements, some states like New York may still require you to register your business as a franchise. For many companies the expense and effort in trying to avoid franchise laws is more onerous than simply complying with those laws in the first place. And franchise compliance, because it is accepted industry-wide, will

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

often provide more benefits for the franchisor in the long run. Franchising a business as a means of expansion may not be the right fit for every business. So, instead of first asking the question, “Should I franchise my business?” ask important questions such as, “How do I want my business to look in the future?” and “What kind of control do I want to have over my business and brand?” and then begin the decision-making process from there. With the help of experienced legal and business consulting resources, you, as a business owner, should be able to make the best strategic and legally-compliant business growth decisions to help you meet your personal and professional goals. IFRANCHISEGROUP.COM

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HEROES WANTED

The veteran and veteran-friendly Franchise Consultants of The Franchise Consulting Company are joined together with The Veterans Franchise Council to focus on providing world-class education, support and consulting services to our nationâ&#x20AC;&#x2122;s military veterans.

Roy Billesbach

is a Vietnam era US Army veteran roy@thefranchise consultingcompany.com

Dave Cooley

is a retired US Air Force lieutenant colonel dave@thefranchise consultingcompany.com

Jeff DeGarmo

is a US Marine Corps veteran

jdegarmo@thefranchise consultingcompany.com

billpolk@thefranchise consultingcompany.com

Terence West Steve Taylor Bill Stark is a retired is a US Navy Bill's father was in US Army sergeant veteran & US Naval the US Army & Bill is Academy graduate involved with several terence@thefranchise veteran programs stevetaylor@thefranchise consultingcompany.com billstark@thefranchise consultingcompany.com

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Bill Polk

is a US Navy veteran

Andy Snelgrove is a US Army veteran & a West Point graduate

andy@thefranchise consultingcompany.com

Contact any of the Councilâ&#x20AC;&#x2122;s members to learn how, as a veteran, you can own your own business!

VETERANS ISSUE

Veteran Finds New Career Helping Keep Environment Clean by Rhonda Sanderson, CEO, Sanderson & Associates

ary Lester and Pet Butler of Tallahassee, provides pet waste removal and other pet-related services to residential and commercial clients throughout Tallahassee, Crawfordsville, Woodville, Monticello and Lloyd. “We’re all spending more time at home and I absolutely love helping my customers improve their outdoor living space,” said 53-year-old Mary Lester, a U.S. Army veteran and first-time franchise owner who launched her minority-owned small business this past January. “Helping keep green spaces free of pet waste benefits us all,” said Lester. “Helping the environment is one of my top priorities, so I bought a great franchise, with fantastic back office and marketing support, to help me do that.” After a 32-year-year military career that included a stint in Afghanistan, Lester retired from the Missouri Army National Guard three years ago. The Tallahassee native, who also worked as a Public Affairs Specialist, returned to her hometown to turn her

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passion for pets into a business. Lester learned that many pet owners in the Tallahassee area were unfamiliar with pet waste removal services. In using social media to advertise Pet Butler Tallahassee, Lester set out to educate her public on the merits of clean surroundings and her service. “I quickly realized there’s a big misnomer about pet waste’s impact on our environment,” said Lester, who also had to cope with launching her business on the cusp of a shelter-in-place order. “A lawn mower and even Florida’s torrential downpours do not take pet waste away and there’s a greater community benefit to picking it up.” Indeed, just like the dark corners of your bathroom, if you have a dog you never know what you might encounter with each unwary step through your backyard. So far, Pet Butler Tallahassee has removed more than 1,330 pounds (or more than two-thirds of a ton) of pet waste from residential and commercial properties. However, that’s a small fraction of the roughly 16 tons of dog poop (32,000 pounds) generated PER DAY by the estimated 43,500 dogs in Tallahassee according to TAPP (Think About Personal Pollution), a campaign by the City of Tallahassee’s Stormwater Management to help educate individuals on ways that small, personal changes in home and

yard practices can keep local lakes and streams cleaner. Dog waste has four to 10 times more bacteria than human waste because dogs can eat almost anything, and as a result, have a generous supply of intestinal bacteria. Pet Butler Tallahassee is on a mission to help raise awareness of the importance of proper collection and disposal of pet waste. “If we’re not scooping the poop and discarding of it properly, we are potentially contributing harmful contaminants to our local water,” said Lester. “Pet Butler has a civic mission that resonated with my desire to support my community through pet services and my interest in working with non-profit pet organizations and environmental organizations such as TAPP, with its cleanwater initiatives.” In Pet Butler, Lester found a franchise brand with a modernized business model that offers large, protected territories that foster scalable growth and strong recurring revenue, which has helped make Pet Butler No 1 in the “No. 2” business for thousands of clients across North America. Roughly 85 million U.S. families, or 67 percent of households, own a pet, according to the 2019-2020 National Pet Owners Survey conducted by the American Pet Products Association (APPA). In the U.S., pets include 90 million dogs and 94 million cats. In 2018,

pet services accounted for $72.56 billion spent and was estimated to grow to $75.38 billion in 2019. Lester and her team of pooper scoopers service homes weekly, twice weekly and every other week and also offer a one-time accumulated waste pick-up service. Customers can also have their lawns treated with a yard odor eliminator and disinfectant for the coronavirus pandemic. The service is particularly wellsuited for common areas within apartment and condominium complexes. “Literally, people stopped at traffic lights have put down their windows and asked me if this is “really a thing,’” said Lester, whose truck serves as a mobile billboard highlighting Pet Butler’s slogan, “We Scoop Poop!” “I’m here to pick up after their dogs and dispose of the waste in a safe and environmentally sound way. And we also clean out litter boxes, as well.” People who have served our country so bravely know what the real issues facing us all are. The planet and keeping it clean is a top priority for many of our servicemen and women. ABOUT PET BUTLER Pet Butler provides an opportunity for pet lovers to turn their passion for pets into a business. To learn more about how Pet Butler serves pets and their people, visit www.petbutler.com and connect on Facebook and LinkedIn. To inquire about a franchise call 844-777-8608 or go to www.petbutlerfranchise.com.

ABOUT THE AUTHOR Rhonda Sanderson is a franchise expert who has owned and operated Sanderson & Associates and Sanderson PR, both specializing in, traditional, social media and crisis PR in the franchise space since 1986. She has authored many articles, helped grow numerous franchise chains is considered one of the Top 30 Small Business Influencers (Fit Business) in the U.S. Find her at Rhonda@sandersonpr.com or on LinkedIn where she is the author of Franchise Stars at https://www.linkedin.com/in/rhonda-sanderson-a6b658/

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

MAKE YOUR FUTURE

BRIGHTER OUTDOOR LIGHTING PERSPECTIVES with

As North America’s largest full-service outdoor lighting company, Outdoor Lighting Perspectives helps our valued clients enhance the beauty, safety, and security of their homes with the power of low-voltage lighting. The Outdoor Lighting Perspectives business model boasts a quick rampup, strong gross profit margins, and a recurring revenue stream making it an attractive franchise opportunity for franchise operators, investors, and entrepreneurs. For those looking for a business endeavor designed to achieve your personal career, lifestyle, and income objectives, consider building a bright future as an Outdoor Lighting Perspectives franchise owner.

Why Choose Outdoor Lighting Perspectives? • Low Initial Investment • Lucrative Revenue Streams • Strong Profit Margins

804-500-9865 OutdoorLightingFranchise.com An important part of

VETERANS ISSUE

Veteran’s FAST Way to Success

hile transitioning from active duty to civilian life, veterans quite often seek out entrepreneurial opportunities for their next career. In an effort to remain parallel with a career that provides direction and a strong foundation, many

veterans look to a franchisor to help establish a business of their own. Franchises provide the foundation for veterans to execute a prosperous business venture, especially brands that have attractive veteran incentives. FASTSIGNS participates in the International Franchise Association’s (IFA) VetFran

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program that provides military veterans with special incentives and assistance to open a franchise. FASTSIGNS also offers a special incentive for veterans, which includes a 50 percent reduction on the franchise fee — a savings of $24,875. FASTSIGNS is the only franchise in its industry to offer a 50-percent discount to any veteran, without stipulations. Most recently, Entrepreneur Magazine named FASTSIGNS as one of the Top Franchises for Veterans. “The programs we’ve developed at FASTSIGNS are designed to support and guide veterans as they transition back into civilian life or look to open a business of their own. Currently, over 12 percent of franchisees in the FASTSIGNS system are military veterans, and that number continues to grow each year,” said Mark Jameson, Chief Support and Development Officer. “We are proud to have such outstanding leaders owning and operating FASTSIGNS centers across the network.” Darrin Lawrence, a veteran of the U.S. Army National Guard and Army Reserve, recently opened his first FASTSIGNS center in Richardson, Texas.

"CURRENTLY, OVER 12 PERCENT OF FRANCHISEES IN THE FASTSIGNS SYSTEM ARE MILITARY VETERANS, AND THAT NUMBER CONTINUES TO GROW EACH YEAR." — Mark Jameson, Chief Support and Development Officer. After 22 years in the military, Lawrence decided to turn to entrepreneurship as a career. He was drawn to the FASTSIGNS franchise due to their proven track record of helping veterans go into business for themselves, but not by themselves, to build a successful career. At FASTSIGNS, the business equips franchisees with training and tools that are vital to securing the ongoing success for each of their locations. The support includes online FASTSIGNS University, sales training, a mentor program, a new center business consultant, sales leadership academy and more. "Having an Army background, I appreciate a structured environment and proven processes that lead to success. Over the years, FASTSIGNS' turnkey business model has given many veterans, including myself, the opportunity to be in business for themselves, but not by themselves," said Lawrence. "Since signing my franchise agreement in April 2019, FASTSIGNS has supported me every step of the way, providing me with unparalleled resources and an impressive franchisee network that I can tap into and utilize at any time. I'm proud to be a part of the FASTSIGNS system and am

grateful for the tools they’ve equipped me with as a small business owner." FASTSIGNS is consistently ranked as a top franchise opportunity. In 2020, Entrepreneur magazine named FASTSIGNS the #1 franchise opportunity in its category and #55 overall on its annual Franchise 500® list, making it the only sign, graphics, and visual communications franchise to be recognized in the top 100. Additionally, Franchise Gator named FASTSIGNS to its Top 100 Franchises of 2020 list. In 2019, the brand also was recognized in Franchise Business Review’s Top Franchises for Veterans report, was named to the America’s

Best Franchises to Buy list by Forbes magazine, and made Franchise Direct’s list of the Top 100 Franchises. Franchise Business Review also has recognized FASTSIGNS as one of the “Best of the Best” for franchisee satisfaction for the last 10 years and its Top 50 Franchises for Women and Top Service Franchises lists in 2019. Today, FASTSIGNS has more than 735 independently owned and operated FASTSIGNS® centers in 9 countries. FOR INFORMATION ABOUT THE FASTSIGNS FRANCHISE OPPORTUNITY Contact Mark Jameson at 214-346-5679 or at mark.jameson@fastsigns.com.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

Ranked #1 Again! 4 YEARS IN A ROW!

• Monday to Friday, Business-to-Business Hours • Low Staffing Requirements • Professional Business Clientele • Attractive Margins • 50% Off the Franchise Fee for Veterans and First Responders

“I was surprised at the daily support we have with the corporate office and other franchise owners in the system that are truly there for my wife and I. I know I can call or text any time with simple and complex questions.” Steve & Renae Adrian Forest-Lynchburg, Va

FOR MORE INFORMATION ON FASTSIGNS:

214-346-5679 | mark.jameson@fastsigns.com | www.fastsigns.com

VETERANS ISSUE

A Culture of Collaboration

and Teamwork that Fosters Positive Change by Roger Martin, Co-Founder and Managing Member, RockBox Fitness

ockBox Fitness is so much more than a kickboxing gym, it is a state-of-the-art boutique fitness studio that combines confidence-building boxing and kickboxing, with strengthening functional exercises in a fight-club meets night club atmosphere. This new and rapidly growing concept is solving the nation’s #1 problem with any fitness program...BOREDOM! We’ve purposefully implemented the perfect variety of equipment to allow us to create a full-body, goal-smashing, life-changing workout. But, what‘s better is that we can infinitely change the workout to keep it fresh and engaging. This 50minute, energetic workout allows members to boost confidence, help them lose weight, and tone up with longlasting results through our supportive, fun, and unique fitness community.

Part of what makes RockBox so special is the culture of collaboration, transparency, and drive to be the best. Our culture is vital to our growth and that of our franchisees. Culture drives our actions and our involvement in every community our owners are part of. We look to our Franchise Owners to inspire fun and fitness in their communities and create an environment which fosters positive change in their members. When choosing RockBox Fitness, owners are supported by our dedicated team members who understand the true value they bring to the community and the wider organization. Our values inspire the RockBox family to work hard, bring 100% to everything we do, and provide the highest level of service to our members. We believe veterans are ideal RockBox Fitness

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Franchise Owners because they align with our culture of teamwork and collaboration to help change the lives of our members. Nearly 20% of RockBox Owners are veterans, including Kris Benson, owner of RockBox Fitness Mooresville. “Veterans make great franchise partners because it is about being part of a team and that’s exactly what you are when you’re a member of the military. Franchises by their design are organized and have defined processes, procedures and methods that are tested and proven to work and lead to success,” said Benson. Kris served in the U.S. Marine Corps and is an Iraq War Combat Veteran. Ranked as a Sergeant, Kris served two tours in 2003 and 2004.

THE ROCKBOX DIFFERENCE Low Overhead: Unlike big box gyms, we do not have the expensive overhead or equipment requirements that most fitness facilities need. We have maximized every inch of our square footage and do not need expensive equipment, keeping our investment low. Structured to Generate Sales: From site selection to 7-figure studio, our Franchise Owners are set up to have both a strong launch and ongoing fitness franchise business. This is accomplished using the latest and proven digital marketing techniques to acquire a solid membership base during pre-launch through opening day.

NEARLY 20% OF ROCKBOX OWNERS ARE VETERANS, INCLUDING KRIS BENSON, OWNER OF ROCKBOX FITNESS MOORESVILLE. Managed Member Acquisition (MMA): At the end of the day, we are a marketing company that focuses on fitness and results! We help our Franchise Owners acquire leads, help work those leads, and assist in building programs that retain those newly converted studio members. High Customer Retention: Our fitness franchise is built with an eye on long-term attainment, but with a focus

on measurable goals, giving Franchise Owners a muchneeded edge to stand out from the competition. Our unique offering is unparalleled and combines accountability, nutrition, supplements and a fitness program. No other concept offers this full solution! Investing in a RockBox Fitness franchise is really an investment in you. RockBox provides an opportunity to

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

growing community, we have tremendous momentum and the best locations are still available in your market,” Jeff Dudan, RockBox CEO.

take control of your future and benefit from the support system we offer and the business plan we know works. This is more than just if you should own a kickboxing studio, but really if you should control your destiny. “RockBox is about a culture of family. The closeness I’ve seen with the Franchisor and Franchisees can not be replicated,” said Clarence Carter, owner of RockBox Concord. “I’ve studied and gone through the process of many Franchises over the last 2 years and RockBox just feels like home. The team is there

for you in many ways to ensure success and is welcoming on many fronts.” During the last six months, RockBox has had nine new franchise locations awarded, including Clarence’s in Concord, North Carolina, 7 new studios open and a record breaking opening studio revenue. The RockBox Home Office team is continuing to hire employees to offer support and guidance for our new franchise owners, including the appointment of April Fisk as President. “It’s a great time to join RockBox right now. It’s a

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

ABOUT ROCKBOX FITNESS Founded in 2017 and f ranchising since 2018, RockBox Fitness is a stateof-the-art fitness studio that combines boxing, kickboxing, and functional weight training to help members get into shape. With strategically designed studios, kickin’ audio systems to keep that in-it-to-win-it mood, while the state-ofthe-art adaptive lighting inspires an even higherenergy workout; RockBox’s workouts are an immersive experience for every member that walks through the door. Every workout f rom group fitness to personal training are designed to focus on an individual’s improvement and self-esteem while increasing their strength and agility. Today, there are 18 successful studios open and operating in 9 states, with numerous others in various stages of development across the country. For more information, contact rockboxfitness@ f randev.co or visit www. rockboxfitness.com.

ABOUT THE AUTHOR Roger is the Co-Founder and Managing Member of the industryleading group fitness studio, RockBox Fitness. This concept changes lives, and he believes that changing lives is the best feeling in the world. Prior to co-founding RockBox Fitness, Roger worked in the pharmaceutical industry and most recently served as President for a leading contract manufacturer organization.

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VETERANS ISSUE

Retired Air Force Master Sergeant: Says Military Skills Will

Help Him be a Great Home Inspector by Rhonda Sanderson, CEO, Sanderson & Associates

odesto, California resident Steve Cordova credits his extensive military career for helping him find, and perform with excellence, the next career in his life. Cordova was a Master Sergeant in the United States Air Force for 24 years. He served in both Iraq and Afghanistan as a part of Operation Iraqi Freedom and Operation Enduring Freedom. He was stationed at F.E. Warren Air Force Base in Wyoming, Malmstrom Air

Force Base in Montana, Travis Air Force Base in California and Dyess Air Force Base in Texas. In addition, he was stationed internationally at Anderson Air Force Base in Guam, Lajes Field in Azores, Portugal and Kadena Air Force Base in Okinawa, Japan. Cordova recently launched operations as a franchisee with the No. 1 home inspection company in North America, Pillar To Post Home Inspectors®. The 43-yearold services California’s Central Valley which includes

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Modesto, Ceres, Turlock, Oakdale, Manteca, Tracy, Ripon, Stockton, Lodi, Merced, Atwater, Bridgeport, Sonora, Mariposa, Yosemite Valley and Los Banos in California. “I always had the ambition to operate my own business and the military provided me with the tools and discipline necessary to fulfill this dream,” said Cordova. “With Pillar To Post Home Inspectors’ startup program and franchisee support system, I knew that achieving my goal was obtainable. I look forward to what the future brings and the challenges ahead because I know that with the foundation the military has given me and the corporate team at my side, I will be successful.” Pillar To Post Home Inspectors is the brand to which more than three million families have turned to for more than 26 years to be their trusted advisor when buying or selling a home. Founded in 1994, Pillar To Post Home Inspectors is the largest home inspection company in North America with home offices in

DESPITE THE SETBACKS OF COVID-19 AND OTHER ISSUES FACING OUR SOCIETY, THE NATIONAL ASSOCIATION OF REALTORS® (NAR) REPORTS THAT HOME SALES FOR JULY 2020 INCREASED BY 24.7 PERCENT! Toronto and Tampa. There are more than 600 franchises located in 49 states and nine Canadian provinces. The company is consistently ranked No. 1 in its industry by a plethora of publications. Longterm plans include adding 500 to 600 new franchisees over the next five years. Pillar To Post Home Inspectors continues to develop new technologies to improve the customer’s experience and some of these proved vital as the world was hurled into the Covid-19 pandemic. Despite

the setbacks of COVID-19 and other issues facing our society, the National Association of REALTORS® (NAR) reports that home sales for July 2020 increased by 24.7 percent! When performing an inhome inspection, Pillar To Post Home Inspectors adhere to strict guidelines, such as having the minimal amount of people present, wearing a mask, disinfecting door handles or other items that had to be touched and often performing the task without Realtors or Homeowners present. A professional

evaluation both inside and outside the home is at the core of Pillar To Post Home Inspectors’ service. Pillar To Post Home Inspectors input data and digital photos into a computerized report. All information is provided to clients in a customized binder for easy reference, allowing homebuyers or sellers to make confident, informed decisions. For further information, please visit www.pillartopost. com. To inquire about a franchise, go to www. pillartopostfranchise.com

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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VETERANS ISSUE

Veterans Should Consider Commercial Cleaning by Greg Mohr, Consultant, The Franchise Consulting Company

2020

WE'VE HEARD THIS ALL YEAR: "CONSIDER OWNING AN ESSENTIAL BUSINESS, ESPECIALLY NOW THAT WE ARE IN THE MIDDLE OF A PANDEMIC!" 50

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has made all of us think differently about business. From now on, we will have to think about "what ifs" more and make sure if life gets interrupted again, would our business still be needed? A commercial cleaning company is a great franchise to own now that we have seen what is considered as essential businesses. Now, more than ever, commercial cleaning companies contribute to the health and wellness of the customers they serve. Providing an essential service affects many people in your area. Cleaning is needed almost everywhere! Think about all of the offices, retail stores, government buildings, plants, hotels, hospitals, medical offices, and restaurants around you. With CDC guidelines, companies are ramping up what is cleaned, how often it is cleaned, and how well it is cleaned to avoid COVID-19 outbreaks and avoid being shut down. There are unlimited opportunities in this industry. Commercial cleaning is almost always a recurring service and keeps cash coming into the business consistently. And we

MANY COMMERCIAL CLEANING COMPANIES WANT TO WORK WITH VETERANS AS THEY KNOW THEY ARE LOOKING FOR THEIR NEXT VENTURE ONCE THEY RETIRE. know cash is king! Many commercial cleaning companies want to work with veterans as they know they are looking for their next venture once they retire. Veterans have the work ethic and drive to make commercial cleaning a success. The cleaning industry isn't sitting behind a desk, staring at a computer non-stop. It's a chance to be out, around people, and moving. Franchisors know this, and many offer discounted franchise plans, so it is easier to get into the business financially. Leadership skills learned in the military translate well into business ownership roles. They can deliver results and manage others are not easy tasks. People who can do this can do very well as franchisees. As a new business grows, creating jobs is helpful to your local economy, especially with the many reductions and furloughs that occurred this year. People need jobs. When hiring, veterans know how to look for employees with the same drive and work ethic to join their team. Commercial cleaning offers flexible scheduling for franchisees and their staff to juggle other responsibilities, such as raising a family.

Cleaning clients may need services outside the traditional 9 to 5 schedule, allowing franchisees to work nights and weekends when the customers' businesses are closed. Franchisors support their franchisees from the beginning. Training is provided before the business opens, and most offer ongoing training as new products and services are developed. Systems and equipment are already in place to ensure your business grows and is consistent across the brand. Roadmaps, proven to work, are provided and taught to make sure franchisees are successful.

After reading this, don't you want to learn more? Contact me to discuss the options in commercial cleaning franchising. Gregmohr@ TheFranchiseConsulting Company.com

ABOUT THE AUTHOR Greg Mohr is a High-performance Entrepreneur and Franchise Consultant with progressively responsible experience in highly competitive commercial markets. Greg navigates effectively within a complex business environment, providing direction and support, and developing leadership and operational planning to achieve all objectives. Contact Greg at Gregmohr@ TheFranchiseConsultingCompany. com.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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800-693-5859 OwnACertaPro.com *These are average Gross Sales for US CertaPro Painters® franchisees who were in operation for the full 12 months of 2019. All figures are based upon information provided to CertaPro® by US franchisees, who operated a CertaPro Painters® business for the full 12 months of the respective year, including those that are certified to perform commercial services. Some franchisees own more than one territory. The financial performance of a CertaPro Painters® business will vary depending upon a variety of factors. Please see item 19 of our FDD for complete details. Each CertaPro Painters® business is independently owned and operated.

VETERANS ISSUE

Fitness Franchises: A Natural Next Step for Veterans by Scott Milas, Consultant, The Franchise Consulting Company

fter leaving the military, some veterans find it challenging to find a place in the workforce that feels right to them. The transition back to full-time civilian life can be difficult. Taking a job where they may not be happy long-term is the path many veterans take. Starting a business doing something they are already good at can be just what they need to reinvent themselves post-military life. A great fit for veterans is a fitness business. The fitness industry helps veterans retain their personal and military identity. With all of the military's daily physical training, knowing how to get in shape and stay in shape is second nature to veterans. Veterans can apply their fitness experience and knowledge in running a successful fitness business. The gym and health club market in the United States is substantial. It is currently sized at $34.1 billion, according to IBIS World. There are many options for fitness franchises: Highintensity specialty fitness

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THE FITNESS INDUSTRY HELPS VETERANS RETAIN THEIR PERSONAL AND MILITARY IDENTITY.

THE GYM AND HEALTH CLUB MARKET IN THE UNITED STATES IS SUBSTANTIAL. IT IS CURRENTLY SIZED AT

$34.1 BILLION, ACCORDING TO IBIS WORLD.

centers, centers that target women only, traditional large fitness centers, 24-hour fitness centers, boot camps, boxing clubs, and pre- and postnatal workout facilities. Some franchises need the owner to be involved in the business full-time. Other models allow for semi-absentee ownership. Semi-absentee ownership means that part-time the owner is involved in the business, but they have a manager or managers who run many day-to-day activities. This allows them to spend time with family, work another job, or "be retired." With the help of a franchise, veterans will have almost everything they need to operate a business. A franchise provides a business name, brand, and lots of startups and ongoing support from the franchisor to succeed. Veterans will have to learn new skills when starting a business, such as hiring, payroll, marketing, and so on, but veterans have also been trained to delegate tasks while in the military. If there is something they don't know how to do, they know how to find people who can. Building a successful team around them helps ensure a successful business. Starting a small business can be hard emotionally and cause stress. Veterans ahead of many others in this area because of

the rigorous training received while in the military. The military teaches focus, to ignore outside distractions, and to handle stress well. Along these same lines in the business world, staying focused on what's important, building the plan, getting the business started, and working on the plan leads to success. Funding a franchise can be slightly easier for veterans. Usually, the process is a little easier than for civilians. Veterans can get loans that are backed by the government. The SBA has several programs only for veterans, such as the SBA Veterans Advantage and SBA Veteran's Entrepreneurship Act of 2015. Lastly, many times, credit

scores are not as big of a factor for veterans' loan approval. The fitness industry is definitely one to consider as the next step in a veteranâ&#x20AC;&#x2122;s career path. For more information on fitness franchises, contact Scott Milas at scottmilas@ thefranchiseconsulting company.com. ABOUT THE AUTHOR Scott Milas is a franchise Top 15 consultant with The Franchise Consulting Company who works with many different people, from all types of backgrounds that are interested in learning about owning their own business for the first time. He also works closely with multi unit/brand owners who are looking to diversify their business portfolio. Contact Scott at 413-935-5111 or at scottmilas@ thefranchiseconsultingcompany.com.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

Recognized as one of the Fastest Growing Franchises - Inc Magazine • Simple Business Model • Low point of entry and competitive fee schedule • Targeted digital marketing strategy generates an industry-leading ROI

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VETERANS ISSUE

Skills Acquired in the Military Build a Strong

Foundation for Business Ownership by Bill Stark, Consultant, The Franchise Consulting Company

hen it comes to operating a franchise location, soft skills play as integral a role as hard work. While a lot of managers focus solely on reaching goals, getting their numbers and ensuring compliance, too few seem to recognize the importance of proper networking and customer service in their fields. Relegating the customer experience to employees is easy, but consumers want to feel that management is also working hard for their benefit. With that in mind, solid leadership skills, balanced with taking the responsibility of providing superior customer service are tools that any franchise owner should endeavor to have. It is important for anyone moving into a franchisee position to hone them through experience. One of the groups of people

best suited for leadership roles are veterans. While it might seem strange moving from military to private business, and some training is indeed required, a fair amount of experience from military service can be useful in running a franchise location. In fact, many veteran franchisees find themselves outperforming others simply due to the attitudes and practices they developed while in service. Not to mention the fact that they tend to draw in customers from the veteran

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market as well. Veterans build up a lot of experience in leadership roles working with people in the military; commanding a group of soldiers to properly coordinate and work on tasks translates very well to inspiring employees to work as a team. The veteran group also has an aptitude for training and mentoring others, skills that are invaluable in any management position. Many veterans believe the sorts of soft skills required to function in such situations are beyond

ONE IN SEVEN FRANCHISE LOCATIONS IS OWNED BY A VETERAN! them, but it’s a short leap from managing people in military service to those in business. These sorts of skills represent only a small part of what veterans bring to the table. Besides managing people, financial management and marketing skills are often required for a franchisee to become successful. While these might be less familiar to veterans than assuming leader roles, veterans excel at learning from training. When it comes down to it, marketing and sales still involves understanding how to interact with others. Providing courteous service

to customers can draw from veterans’ experiences serving under officers or working to protect the public in military work. Veterans know more than they sometimes realize when it comes to customer service. Understanding how to best offer a service to others that need help is a cornerstone of their skillset. The veteran market is large and well-respected: 250 thousand veterans move to civilian life each year, and many veteran-owned franchises draw in support from all who appreciate the service they did for their country. It is little wonder that

the market for veteran-owned franchises has grown. One in seven franchise locations is owned by a veteran. Many other veterans are making waves in home-based services. These ventures provide further experience in running one’s own businesses, which could build to an eventual career in franchise ownership. Home-based businesses for veterans, like self-defense or firearms training, build off of the hard skills veterans employ, and are often less of a financial investment compared to starting a business. This leaves room open for owning a franchise, many of which offer discounts and resources for veterans to get started. Though veteran skills may seem problematic in civilian roles at a casual glance, they are useful when strategically employed in franchise management. Customer service and leadership, among other management duties, come naturally to a veteran’s mind. Considering these interpersonal skills, becoming a franchisee is a logical path to take. ABOUT THE AUTHOR Bill Stark is a Franchise Business Advisor who helps people explore business opportunities in franchising and help their professional dreams become a reality. Contact Bill at 602-793-3915 or at billstark@ thefranchiseconsultingcompany.com.

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VETERANS ISSUE

Military Experience Creates Strong Franchisees by John Ovens, Consultant, The Franchise Consulting Company

a franchise. Veterans excel at franchise management due to their training. Military experience involves learning how best to follow direction, and dedication to completing tasks. It’s their hard work in combination with a personal drive to persevere despite daunting odds that singles them out as strong leaders among other potential franchisees. Because management is often conflated with overseeing staff and systems, it’s hard to remember that

Franchise management, in every case, can be a fast-paced and laborious process for a newcomer. Beyond industry research and practicing the proper terminology, successfully running a franchise necessitates a proper skill set in understanding and maintaining a commitment to a business. The right attitude is a foundation for a great manager, regardless of the industry. The person with the right attitude needs a few essential qualities: a strong work ethic, an aptitude for understanding,

and the ability to work well with one’s peers. The most important piece, however, is being able to follow through with work. When it comes down to the line, those who thrive at following plans, staying on task, and meeting deadlines ahead of time are the key. People from all sorts of backgrounds can meet these qualifications, but one group may be less obvious. Veterans aren’t who most think of when it comes to successful new business managers, but military skill has its uses in running

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

THOSE WHO THRIVE AT FOLLOWING PLANS, STAYING ON TASK, AND MEETING DEADLINES AHEAD OF TIME ARE THE KEY.

these responsibilities are all in service of achieving a greater goal. Veterans excel in this area; they have the experience with leadership, but also have an innate understanding of the importance of following plans. Though some tasks might feel like busywork, a veteran mindset sees the big picture: following direction and learning the process are crucial to attaining greater success. Following the chain-ofcommand and carrying out plans laid by a franchisor are part of the puzzle, but veterans show promise in making deadlines as well. The ability to focus on individual tasks and a strong drive to complete work are only strengthened by military service, and veterans are taught essential skills in maintaining and

completing work in a timely way. These skills transfer from military service to franchise ownership quite well; many successful franchisees have made the jump from the military to civilian work with great success. What makes franchise ownership an ideal position for a veteran is its placement of leadership under a franchisor. This allows veterans a familiar environment to lead and work hard among a team, while also taking on orders and following strategies imposed by corporate. This familiar structure allows military skills to flourish and experience to be put to good use. Working in an established business with tested strategies and plans is ideal for military servicemen and women; the groundwork is already laid out. In these sorts of situations,

military experience is valuable. Those who served will be able to easily adapt and meet their deadlines in a new role as a franchise owner. When that environment becomes stressful, however, veterans are more often than not prepared to adapt better than an average franchisee with no military experience. Deadlines can be daunting for some, but their supreme focus and experience working under pressure make veterans able to brush off fatigue and nervousness in pursuit of completing their goals. In business, they are adept at finishing well before their deadlines. With these abilities, it is little wonder that many veterans are considering franchise management as a potential future after military service. Veterans are disciplined enough to take on leadership positions, but skilled in just the right ways to flourish under a familiar chain-of-command. These attributes make them strong candidates for owning and operating a franchise location. Capt John Ovens, CAP Atlanta One Senior Squadron Commander Civil Air Patrol, U.S. Air Force Auxiliary

ABOUT THE AUTHOR John Ovens has over 30 years of leading domestic and international businesses in the US and overseas, extensive experience operating multi location businesses globally. For over 12 years he has helped individuals find alternative business opportunities for corporate employment. Contact John at 770-516-2184 or at johnovens@ thefranchiseconsultingcompany.com.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

THE NUMBER OF PEOPLE IN AMERICA AGED 65 AND OLDER WILL HIT 70 MILLION BY 2020 Now is the best time to start a business in this $300 billion dollar industry.

From personal care to privateduty nursing, ComForCare’s mission is to help provide a safe environment for seniors who are aging in place, allowing them the grace, dignity, and pride they deserve. ComForCare is known throughout the industry for developing specialized senior care programs including Alzheimer’s care.

CarePatrol is the nation’s largest senior placement organization. We take the pressure off families to help them find safer care options including assisted living, independent living, memory care, in-home care and nursing homes. Our senior advisors personally meet with families and serve as their guide -free of charge.

Estate sales often manifest when people find themselves at a crossroads in their lives. They may be downsizing upon retirement, dealing with the death of a loved one, or moving to assisted living. We provide an organized and professional way to sell their personal estate.

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VETERANS ISSUE

Popular Business Model Choice For Veterans by Bill Polk, Consultant, The Franchise Consulting Company

hile it’s important to not stereotype anyone, there are certain business models within the 4 main quadrants of the franchise business matrix that fit well with the skills and experiences of most military veterans. This is not to say that a veteran (or anyone for that matter) won’t be successful in a particular business model. As a former franchisee and United States Marine and currently a franchise consultant, I understand well the importance of starting with a blank slate and working through the deliberate process to find the brand that fits best with a client’s interests, skills, investment and income goals, and workstyle/lifestyle mix. However, many veterans do migrate primarily to one or two of the 4 business models. There are four primary business models within franchising. It’s important to understand the high level characteristics of these models in context of this discussion.

MANY VETERANS DO MIGRATE PRIMARILY TO ONE OR TWO OF THE 4 BUSINESS MODELS. 66

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There are four primary business models within franchising. It’s important to understand the high level characteristics of these models in context of this discussion.

1 3

2 4

Simple Retail Business “People Need It and Come To You” • High brand recognition • Simple employee model • Locations often in strip malls • Many franchise brands to choose from in the $150K - $300K investment range • Some examples are Subway, SuperCuts, RockBox Fitness, Spenga

Sophisticated Retail Business “You Provide a Skilled Service That People Need” • Brand recognition and location key • One or more of your employees will generally need specific licensing or training or certificate to provide the service • Larger footprint (3000 - 5000 sq ft), often standalone facility • Numerous options in the $300K - $500K investment range • Some examples are Strickland Brothers 10 Minute Oil Change, Meineke, Hand & Stone Massage, Anodyne Pain and Wellness

Business to Consumer (B2C) “You Go To Your Client At Their Home” • Demand for your services and ability to market are key • Extremely scalable; can start with as few as one employee in some cases • No brick and mortar location required, can be run from a home office • Many options in the $75K - $150K range, with liquid cash requirements as low as $30K • Some examples are Junk Luggers, Certa Pro Painters, Abrakadoodle Art For Kids

Business to Business (B2B) - “You Make Someone’s Back Office Your Front Office” • Providing services to businesses • Larger accounts, longer sales cycles; superior delivery of your services paramount to success and renewed contracts • Often maintain a small, professional office • Many options in the $150K - $250K investment range • Some examples are Sandler Training, FocalPoint Business Coaching, Smash My Trash, SignWorld

Of the four business models, many veterans find the dynamics of the B2C model to be an excellent fit. The brands in this industry are sometimes affectionately called “Man In A Van” businesses. These companies span every industry, with brands such as Mosquito Hunters, Kitchen Solvers, Pest Masters, Fibrenew, Hello Garage, Two Maids and a Mop, Color World House Painting, Fish Window Cleaning, Koala Insulation and many more. Some of the reasons vets migrate to these brands are: • Some of the lowest investment ranges in franchising

• No physical brick and mortar location necessary • Ability to ramp up operations and revenue quickly • Start out as sole owner/ operator in many cases • Military background and experience often provides skills and aptitude for success: motivated, hard working, unafraid to roll up your sleeves and perform the work yourself, confident dealing with clients, can manage a team as you scale and grow, ability to follow a franchisor’s “playbook” While many veterans have been successful in other

business models, the characteristics of the B2C model has proven to be a popular choice for military veterans. That said, it’s always wise to start with a blank slate and work with an advisor who can help you determine what business model and brand truly is the best fit for your goals and aspirations. And finally, thank you for your service. ABOUT THE AUTHOR Bill Polk has over 25 years experience in business leadership in multiple industries. He is a former United States Marine, franchise owner, and is now a top franchise consultant. Contact Bill at 617-834-9681 or at billpolk@ thefranchiseconsultingcompany.com.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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25 VETERANS ISSUE

Greg Harkrider is Proud to Call YEAR Himself a Lawn VETERAN Doctor Franchisee

The former Airline Pilot and Naval Officer was drawn to the corporate team and the lawncare franchiseâ&#x20AC;&#x2122;s business model.

Born in Texas and now living in Jacksonville, Florida, Greg Harkrider spent a majority of his teenage years helping his father with lawn and maintenance work, growing

a true liking for hands on labor. Wanting to serve his country, Harkrider decided to join the Navy when he was 18, spending 25 years both enlisted and as a commissioned officer. After retiring in 2012 and spending a

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

few years flying for the airlines, Harkrider knew he wanted to get involved in a small business of his own and he discovered the lawn-care franchise Lawn Doctor. When beginning to consider franchise ownership, Harkrider connected with his lifelong

friend of 30 years who was already a franchisee with another home service concept. His friend spoke highly of his experiences with the franchise industry and discussed the freedom and flexibility the business provided. He recommended for Harkrider to look into available franchise opportunities instead of trying to start a business from scratch. Harkrider wanted to get involved in a service business that provided lifestyle flexibility, multiple revenue streams and recurring revenue, so the lawn-care franchise industry seemed like a great fit. “I connected with a franchise consultant who asked what I was specifically looking for in a franchise. He presented a few different options and Lawn Doctor was the business I wanted to move forward with. Lawn Doctor is the cream of the crop. I instantly connected with the corporate team and everything was laid out and easy to follow, and that’s what I was looking for— there were no loop holes and the contract was simple. Our conversations with a number of current franchise owners at Lawn Doctor is what really sealed the deal for my fiancée

and coowner Sherri and I,” said Harkrider. According to Martin, Greg’s background as a veteran set him up for a perfect transition into franchise ownership. Veterans are usually well equipped to run franchises because they are instinctly used to following processes and systems. “It’s a real honor when a veteran is drawn to our franchise business model. Greg and Sherri’s location has only been open a short time and it’s been extremely well received in the Jacksonville community. They are bringing in multiple new customers a week,” said Martin. Since opening in July, the business partners credit the success to their dedication and excitement to serve the Jacksonville community. Harkrider is spending time working the van, the route and meeting new customers, while Sherri assists with marketing, follow-up and administrative tasks in their home office. “We really like how Greg and Sherri have set their business up in these early stages. They will bring on a technician sooner than we expected and more than likely another in the not too distant future,” said

Martin. “We love seeing the divide and conquer mentality, even if that means a spouse or partner can only dedicate a few hours a week here and there. Even with minimal assistance, it can make a world of difference in the ramp up period.” “Being a veteran has set me and my fiancé up for success with the Lawn Doctor business model. My Father and the Navy gave me a strong work ethic and the will to lead, and it has flown me right into running a small business of my own. I went from being an Officer in Charge of 150 people to now owning a franchise. I might not be holding 150 people accountable, but I’m dedicated to my business, team and serving the Jacksonville community,” said Harkrider. The couple is excited for the next couple of months as their customer base is rapidly growing, and they’re looking forward to expanding and serving the Jacksonville market for years to come. “I’m technically a retired veteran, but I have no plans of slowing down. Owning a Lawn Doctor has given me a new purpose,” said Harkrider.

HARKRIDER WANTED TO GET INVOLVED IN A SERVICE BUSINESS THAT PROVIDED LIFESTYLE FLEXIBILITY, MULTIPLE REVENUE STREAMS AND RECURRING REVENUE, SO THE LAWN-CARE FRANCHISE INDUSTRY SEEMED LIKE A GREAT FIT. WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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VETERANS ISSUE

Casey and Jessica Reed of

MOSQUITO HUNTERS Ready To Go From the ARMY LIFE to the Franchisee Life by Cristina Merrill, Staff Writer, 1851Franchise.com

The newly-retired Chief Warrant Officer and his wife will open their Mosquito Hunters franchise in the spring of 2020 in Boerne, Texas. Many people who look into franchising love the prospect of becoming their own boss, and this was no different for Army veteranturned-Mosquito Hunters franchisee Casey Reed and his

wife, Jessica. The former Chief Warrant Officer was less than a year away from retiring from his 21-year career with the Army when he learned about Mosquito Hunters in

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December of 2018. FranNet consultant Amanda Berry briefed Reed and other retiring Army colleagues about the world of franchising while they were still on base in Fort Knox, Kentucky.

MOSQUITO HUNTERS ALSO HAS A SIGNIFICANT OFFERING FOR REED AND HIS FELLOW VETERANS: THE BRAND OFFERS MILITARY VETERANS AND FIRST RESPONDERS $10,000 OFF THE FRANCHISE FEE. “The Army has a pretty exhaustive, comprehensive program to help transition soldiers into civilian life and a lot of that has to do with résumé-building and looking for what we’re going to do for the next chapter of our lives,” Reed said. “What the consultant did was pair retiring and transitioning soldiers and military personnel with potential franchises and educate us on the process.” The lifestyle opportunities for a franchisee stood out the most to the Reeds, especially when it came to having job autonomy and spending more time with family. “What Amanda briefed us on was everything I was looking for in future employment,” Reed said. “I wanted a little bit of freedom and autonomy, to stay at home and not travel so much. I wanted to come home every single night and eat dinner with my wife and kids like a normal family and be my own boss.” The Reeds signed their Mosquito Hunters franchise agreement in February. “We purchased while still being active-duty,” Reed said. “I had six months left before retirement, so we purchased knowing we’d do a delayed start.”

As a mother to five children and as a spouse who navigated the Army life alongside her husband for many years, Jessica is more than prepared for her family’s new enterprise. “I’ll be doing the spraying and operations, at least to start, and she’ll be the one really running this thing and keeping me on track,” Reed said of his wife. “She’ll be doing a lot of the scheduling and the books. I like to say she’ll be the brains.” The Reeds looked at a total of five different franchises but it was “very apparent” from the start that Mosquito Hunters was a standout opportunity. Since its founding, Mosquito Hunters has earned recognition as a competitive and affordable franchise option. Its low cost of entry, simple business model and recurring revenue stream are just a few reasons as to why it is considered a great investment. In May of 2018, the brand partnered with the more established franchise Lawn Doctor, which has been around since the mid-1960s, further increasing its reach and scope. Mosquito Hunters also has a significant offering for Reed and his fellow veterans: The

brand offers military veterans and first responders $10,000 off the franchise fee. Throughout the discovery process, Reed especially enjoyed the conversations he had with members of the Mosquito Hunters Franchise Development team. “They had answers for every question I had and they were true answers, not what he thought I wanted to hear,” Reed said. “I felt like Mosquito Hunters was a real organization with real people and they had real stories. I didn’t want to get swayed into making this decision. Our talks were very educational and there was no pressure.” According to VetFran, an organization that educates veterans about the benefits of franchising and also educates franchisors about the benefits of involving veterans, veterans leave the service with strong leadership skills and an understanding of teamwork, positioning people like the Reed family for success. Veterans account for 7% of the U.S. population, but 14% of franchisees are vets, according to VetFran. The Reeds’ Mosquito Hunters will be located in Boerne, Texas, about a halfhour drive from San Antonio,

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

“WHAT A LOT OF SOLDIERS, ESPECIALLY RETIRED SOLDIERS, BRING TO THE TABLE IS THE WORK ETHIC AND THEUNDERSTANDING THAT WHAT WE PUT INTO IT IS WHAT WE GET OUT OF IT,” REED SAID. and is scheduled to open in the spring of 2020. Their Boerne Mosquito Hunters will also service the nearby cities of Spring Branch and Bulverde. The decision to franchise in Boerne was a strategic one. Reed noted that Boerne is one of the fastest-growing cities in Texas. While Boerne has general home service offerings, there isn’t anything specifically related to mosquitos. The Reeds are open to the idea of expanding with the brand and opening more territories, but for now, they are focused on getting their first location off the ground. The Reeds just purchased a house in Boerne, so they’re not yet fully integrated into the community, but they do plan to be heavily involved. This includes becoming members of their local Chamber of Commerce and getting involved through

their church. Reed believes the brand will be well-received in his market, especially considering the warmer weather. ”The length of our season here is going to be much longer than the average because there’s definitely a mosquito issue in my territory,” Reed said. The Reeds also plan to get their five children involved in their new franchise venture. “We’ll spend a lot of Saturdays at farmers’ markets; really wherever we can get the whole family involved,” Reed said. “I’m also pretty heavy into volunteering with youth sports and that can be paired up nicely with the franchise. We can get a bunch of little 8-year-old soccer players with Mosquito Hunters sponsored shirts.” Reed anticipates he and Jessica will enjoy the franchisee life. “I think it’s going to be a

SUPPLIER FORUM

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

very good business marriage because, for the better portion of my career, I’ve had the ability to work both on my own and as part of a team a lot in the military,” Reed said. He feels that a franchise opportunity like Mosquito Hunters is a great opportunity for military veterans. “What a lot of soldiers, especially retired soldiers, bring to the table is the work ethic and the understanding that what we put into it is what we get out of it,” Reed said. “It’s going to be successful based on the sweat coming off of the brow.” The startup costs for a Mosquito Hunters franchise range from $70,107 to $85,903. The franchise license fee ranges from $25,000 to $35,000. To learn more about franchising with Mosquito Hunters, visit https://mosquitohunters franchise.com/.

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Tel: 713.679.4255

My Community Franchise is bringing a new kind of business to the American public. We go above and beyond for our customers by bringing perfected and professional tax and multi-services to their communities. We arenâ&#x20AC;&#x2122;t just another print services place or tax prep group. We climb the extra mile by being a one-stop-shop for various services, including tax preparation, car insurance, defensive driving, and so much more. We at My Community Franchise are here to provide entrepreneurs looking for a business opportunity the chance to get in on the ground floor of an exciting, easy-to-operate concept.

>>> We are a company with a great track record of growth, exceptional experience in the industry, and proprietary operational advantages for an owner-operator. My Community Franchise is ready to share its proven operational practices and dialedin services with the rest of the States. Our brand has been built on a firm foundation and is now seeking qualified candidates for an enticing franchise offering!

My Community Franchise offers an extensive array of services that build a fast and favored reputation within any city. We are the all-stars within our current five locations in Texas and are confident that our services will be well-received no matter where we are. We are proud to offer the following services:

TAX PREPARATION

NOTARY SERVICES

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VIRTUAL TAX PREPARATION

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CAR INSURANCE

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The My Community Franchise brand is beckoning entrepreneurial hopefuls who want a business with reasonable overhead, affordable start-up costs, impressive ROI, and sprawling market applicability. Franchise Fee: $15,000

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NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

VETERANS ISSUE

Dr. Joxel Garcia

AMERICA’S ADMIRAL

OF PUBLIC HEALTH Admiral Garcia is an American hero. While you may not be familiar with his name, he has impacted your life in countless ways that you are probably not aware of.

hen most of us think of our nation’s veterans we immediately think of our war fighters who face bullets, death and put their life in harms way to protect our freedoms. Admiral Garcia has put his life on the line to protect our country and the world from harm of a different kind. The unseen kind. The kind we are all thinking about these days. While few of us ever thought of a pandemic, he has been thinking about these and many other health issues his entire life and has dedicated his life and career to Public Health. We sat down with Dr. Garcia to gain his perspective on service to our country, what he sees for our future and most importantly, the story of his American Dream.

ADMIRAL GARCIA TELL US ABOUT YOUR THOUGHTS ON VETERANS AND OUR COUNTRY: Honoring and celebrating our Veterans is the privilege that we have as Americans. To start with, my family is very proud of having generations who have served our country. Love for God, Family and Country is at our core. WHAT IS YOUR BACKGROUND? WHERE DID YOU GROW UP? I have fond memories of my childhood as I grew up on a dairy farm in the beautiful small town of Hatillo, Puerto Rico, which was famous because there were more cows than people. Even today the town put the number of cows and people at in big signs at the entrances of the town. My father, Don Jose Juvencio Garcia and mother, Iraida Garcia, brought up my brothers, my sisters and I in a nice WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

MY LOVE FOR DOING GOOD ALLOWED ME TO SUCCEED AS A PHYSICIAN AND LEADER, BEFORE I GOT INTO STATE AND FEDERAL GOVERNMENT...AND NOW AS AN ENTREPRENEUR. Catholic and strict family environment. Rules were to be followed and respect to elders and the law was a must. I was the first born so the rules for me were the strictest of them all. Today I truly appreciate that those were the rules. I genuinely love and respect my mother and father. They inspired and forged me to be the man I am today. We watched baseball and basketball, local and MLB and NBA. I love baseball and the New York Yankees. I also followed the New York Jets in the NFL and the Knicks in the NBA. Sadly, my son Joshua and daughter Kristen inherited the love that I had for my teams. Therefore; they are happy with the Yankees, but frustrated with the Knicks. Well, the Jets will always be the Jets. I followed politics closely since I was a child and learned a lot about them from my grandparents. We watched the news when there was a true meaning of news and there was no personal commentary from the newscaster. We stood for our flag and national anthem and we knelt for prayer and our God. Truly very simple times where you would not expect burglaries and milk came in a glass container. Times when you say thanks and apologize even if you did not make that apparent mistake. YOUR CAREER SPANS MANY DISCIPLINES. HOW DID YOU GET YOUR START? Since my early years I always wanted to be a physician. First; an astronaut physician, probably because the Apollo missions and landing on the Moon. Later; a military physician, probably because the MASH TV show. In college I wanted to be a surgeon and in medical school decided for gynecologic surgery. My decision in medical school was based on the beauty of laparoscopic surgery, infertility surgery and the principal goal is to help patients and help bring life to families and the world. My love for doing good allowed me to succeed as a physician and leader, before I got into state and federal government, public and global health and corporate health and now as an entrepreneur.

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CAN YOU TELL US ABOUT YOUR SERVICE TO OUR COUNTRY AND THE WORLD? I have the honor to have served as the 14th Assistant Secretary for Health of the United States as a Four-Star Admiral in the US Public Health Service, positions confirmed by the US Senate. As the highest-ranking medical officer in the United States, I served as the primary advisor on matters involving national public health and science for the Secretary of Health. I served as United States Representative to the World Health Organization Executive Board. Previous duties include my service as Deputy Director of the Pan American Health Organization, Regional Office for the Western Hemisphere for the World Health Organization;

the Commissioner of the State of Connecticut Department of Public Health; Director of the Washington D.C. Department of Health; and served as the President and Dean of Medicine for the Ponce School of Medicine and Health Sciences. HOW DID YOU TRANSITION FROM THE PUBLIC SECTOR TO PRIVATE? It might sound arrogant to showcase my background and accolades, but it is a way to thank my parents and family for having provided me with love, faith, structure and the importance of hard work. I served on several boards of nationally recognized healthcare organizations, including the U.S. Preventive Services Task Force and the National Dialogue on Cancer. From my awards and honors I cherished the most to have the Secretary of Defense Award for Exceptional Public Service, the U.S. Public Health Service Distinguished Service Award and honorary doctoral degrees from several universities. I also had the pleasure to be the CMO of American Express. Presently I lead Ambitna, an innovative platform to bring cures and treatments to market early and eliminate health disparities through increasing the opportunity, access and participation of people of all races and ethnic groups to be included in ethical research and clinical trials to the premier medical and research institutions. I am a member of Emitto, a new platform that utilizes a private and secure application on your phone to help you identify the risk of Covid-19 and other emerging and infectious diseases. As science and technology have evolved, I am also a founding member of Aegis Health Analytics (AHA), a platform to integrate science, technology and results. AHA, like Emitto and Ambita, are new and innovative science based solutions to improve the health of all our people no matter your race, ethnicity and religion.

WHAT ADVICE WOULD YOU GIVE TO THE YOUTH OF AMERICA? If a farm boy from a small town and growing on a dairy farm made a little difference locally, nationally and globally, anyone can make it too. Sounds like a cliché, but it’s true. I would tell them to dream big. Trust in your abilities and know that our country welcomes excellence with open arms when they want to achieve. YOUR HUMILITY AND SERVICE TO OUR COUNTRY IS INSPIRING. THANK YOU FOR TAKING THE TIME TO BE WITH US!

THANK YOU FOR LISTENING TO ME AND, AGAIN, TO ALL MILITARY, VETERANS AND THOSE WHO HAVE SERVED TO KEEP OUR FREEDOM AND PROTECT OUR CONSTITUTION, I WANT TO SAY THANKS AND GOD BLESS. WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

VETERANS ISSUE

FORMER GOVERNMENT CONTRACTOR OPENS A

WSI DIGITAL

MARKETING COMPANY In this month’s franchisee feature, we’d like to focus on Robert “Bob” Rogers of McLean, Virginia, who is an Air Force veteran. Bob has taught Entrepreneurship for the past five years to personnel transitioning from the military, but a year ago he purchased a WSI Digital Marketing franchise. 86

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BOB BELIEVES THAT HIS PRIMARY ROLE IS TO EDUCATE HIS CLIENTS. MANY OF THEM HAVE BEEN IN BUSINESS FOR A LONG TIME AND YET KNOW VERY LITTLE ABOUT DIGITAL MARKETING.

ob was looking for another business he could run from home, and WSI fit the bill. He continues to teach Entrepreneurship, however, for a few days each month at various military bases in the Washington, D.C. area. We asked Bob what intrigued him about WSI, and he told us how he came to be so interested in the digital world. “Prior to teaching, I founded, ran and sold a medical staffing company which catered to military hospitals, both in the United States and overseas. During that 30-year time span, my business had to move into the digital age in order to remain competitive.” As a WSI franchisee, Bob says it is gratifying to him when a client sees the rewards of a marketing campaign he has developed that brings the client more leads to their website and more sales for their company.

Bob believes that his primary role is to educate his clients. Many of them have been in business for a long time and yet know very little about digital marketing. Their businesses struggle without having a strong online presence. Bob feels it is important to understand his clients’ business goals. He can then use digital marketing

tools to help them achieve those goals. Bob’s first client was a certified public accounting firm. The majority of the company’s work is done during tax season; but it was not attracting customers to its other accounting and financial services. “I worked with them,” Bob said, “to develop a list of key words that would attract

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a 24-week mentorship and follow-up training program.” Despite the fact that there are other WSI franchisees nearby, Bob says there is plenty of work for everyone because he specializes in serving government contractors. This is a rapidly growing client base in the Washington, D.C. area. Bob is often called upon to discuss his experience with WSI with people considering the purchase of a WSI franchise. He is glad to help them out, since he knows it is important for them to have accurate information and a realistic outlook before they make a purchase.

“MY JOB IS TO MARKET THE COMPANY AND FOLLOW UP ON SALES LEADS. I RELY ON MY ASSOCIATES TO WORK WITH MY CUSTOMERS AND WSI SUPPLIERS WHO ARE PROVIDING DIGITAL MARKETING SERVICES.” clients to their website. After six months of working with them, we created two keyword phrases that put the company on page one of a Google search for similar services.” For those who might be interested in a WSI Digital Marketing franchise, Bob says that building relationships and networking are critical skills. Bob says he continues to learn new skills each day, from writing blogs, to posting on social media and conducting webinars. Bob spent a long time studying and learning the business from WSI and its partners. He soon realized,

however, that he needed some additional help. He hired two part-time workers: a graphic designer and a leadgeneration specialist. “My job is to market the company and follow up on the sales leads. I rely on my associates to work with my customers and the WSI suppliers who are providing the digital marketing services.” According to Bob, the training and support he has received from WSI has been outstanding. “The initial training was instructive and insightful, but, in addition, WSI requires its new Internet Consultants to participate in

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Bob’s advice to people considering a WSI franchise opportunity is to choose a franchise that works for you, instead of a franchise that you work for. “Simply put, make sure your lifestyle goals are in alignment with the franchise that you purchase.” For more information you can contact Bob at wsiworld. com/robert-rogers

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Hi, Welcome to 21 FUN, we are very excited to offer franchise opportunities for a very unique & niche business Casino Party Rentals.

It means it’s a great time to get in, and be the first in your area to start this high growth potential niche franchise. There is no limit to the type of events and revenue opportunities we offer, including; Weddings & Anniversaries Celebrations, Birthdays & Graduation Parties, Fundraiser & Charity Events, Team Building & Employee Appreciation gettogethers, Poker Tournaments & Poker Nights, Holiday Parties, Private and Social Events, all types of Corporate Events, Tradeshows & Conventions, Bachelor(ette) Parties, and more. The list goes on and on!

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MAKING CONNECTIONS 21 Fun has an A+ Better Business Bureau Rating and an impressive reputation with Event & Party Planners. Event Planners are VERY particular who they bring on to represent them for events. 21 Fun will guide you with the ins and outs of securing the event planning business and will reach out to introduce ourselves on your behalf, if you wish. Generally, Event and Party Planners will not risk their reputation of bringing onboard any new contractor without knowing about their history. 21 FUN has the experience and reputation to help you succeed.

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VETERANS ISSUE

Phoenix Veteran Enjoys Career Tunifying Kitchens Across Phoenix

arth Mathews served in the Air Force from 1976 to 1980 as a Site Development Specialist. He trained to be a draftsman, land surveyor, pavement tester and construction inspector. Before opening his Kitchen TuneUp franchise in Phoenix, AZ with his wife Rhonda four years ago, he spent thirty years in the electrical construction industry. He attributes a lot of his traits as a franchise owner to his time in the military: a strong work ethic, working as part of a team, respect for others and following a system. Garth says “The Air Force

was my first time away from home, my first time working a steady job, and I was doing somewhat technical work that was completely foreign to anything I had grown up with. I come from a small town in central Washington where the choices of careers revolved mostly around agriculture or logging. In 4 years, I was stationed at 5 different bases and got a taste of cultures I would never have experienced if I had stayed in my home state.” From day one, Garth says he decided he was going to be the first one in the office

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every morning and that’s something he still follows today, even at his home office. He says a valuable trait he picked up was the ability to follow instructions and a system, meaning he can teach himself new skills by reading instructions and manuals and asking questions. Garth says “That was both a blessing and a curse when we launched our Kitchen Tune-Up franchise. A blessing because the learning curve was steep and I felt like there were so many new products and skills and techniques to learn, and a curse because

it took me awhile to realize that I was able to actually hire people that had the skills I was lacking since I always worked for someone else!” When asked how his Air Force background prepared him for business ownership, he says “I think some of it goes back to those formative skills: learning to read plans and specifications, learning to write detailed and concise directions, an introduction to building and construction. I learned to work as part of a team, I learned to value treating contractors doing work for me with honesty and respect. When joining Kitchen Tune-Up, the services and industry were all new to me, but that’s the great part of purchasing a franchise. If you follow the detailed steps and use the procedures in place,

and Rhonda have earned the status of Certified Home Improvement Professionals for their commitment to ongoing education in the industry, in addition to earning numerous customer service awards. Kitchen Tune-Up aims to “Tunify” every project they complete; defined as to make amazing while creating an extraordinary experience for the customers. Because of this, customer service is among the systems top awards. Last year they received recognition for their lifetime sales increase and garnered the “Fast Track Award” for having the largest increase in the system. They show no signs of slowing down and are excited to continue to grow their business together and keep bringing beautiful kitchen transformations to their community.

I LEARNED TO WORK AS PART OF A TEAM, I LEARNED TO VALUE TREATING CONTRACTORS DOING WORK FOR ME WITH HONESTY AND RESPECT. you’re already working toward success.” Garth and Rhonda opened their Phoenix Kitchen TuneUp in 2016. Rhonda came out of retirement to run the business with her husband, knowing the kitchen and cabinetry updates would be in high demand. Garth focuses on project management and oversees their installation crew while Rhonda runs the back office and oversees the sales and admin team. In their four years offering kitchen updates across Phoenix, Garth

When I asked Garth if he had any final thoughts, he said “I made friends for life in the Air Force. It's mostly Christmas cards these days, but someone can give me a call or pull into the driveway and I feel just as close to them as I did 40 years ago. Another formative thing for me was meeting people from different cultural backgrounds. I grew up in a small town and I really enjoyed the opportunity to meet people from other backgrounds and that openness and curiosity has

served me well.” Garth is now making lifelong friends among the Kitchen Tune-Up system. He and Rhonda welcome new franchises in the Phoenix market with open arms and work hard to not only grow their own business, but to grow the reputation of the brand in Phoenix. Their goal is the same as the Home Office: Make Kitchen Tune-Up a household name. Garth Mathews, co-owner of Kitchen Tune-Up Phoenix Mathews since 2016, served in the Air Force from 1976-1980. He was a Site Development Specialist and finished his career as a Senior Airman. ktufranchise.com

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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VETERANS ISSUE

Why You Will Continue to Tell Military Veterans,

“THANK YOU FOR YOUR SERVICE!”

by Seth Lederman, Consultant, The Franchise Consulting Company WHY DO VETERANS SUCCEED IN FRANCHISING? Veterans have always been attracted to the franchise business model, and franchise companies have taken notice that entrepreneurial veterans are some of their most motivated, highest performing, and successful franchisees. 1 in 7 franchises in the US is owned by veterans! The Franchise model is a great opportunity for the over 2 million United States armed forces personnel currently on active or reserve duty. If you’ve known veterans, these

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statistics will come as no surprise. Veterans make great franchise owners! WHAT MAKES VETERAN FRANCHISE OWNERS SO ATTRACTIVE TO FRANCHISE COMPANIES? There are many reasons why veterans make great franchise owners. Success in franchising often comes down to following the proven business processes designed by the franchisor. Every franchise owner is expected to operate

“THE BATTLE, SIR, IS NOT TO THE STRONG ALONE; IT IS TO THE VIGILANT, THE ACTIVE, THE BRAVE.” — Patrick Henry

within the confines of very specific brand-compliance standards. It turns out that entrepreneurs with a military background are exceptionally good at just that. TOP FIVE REASONS VETERANS MAKE GOOD FRANCHISE OWNERS 1. Veterans are Easy to Train Owning a successful franchise, one is compelled to learn and apply the processes and operations of the business. The franchisee should become an extension of a franchise's corporate culture and quality standards. Most military veterans are familiar with this process. Veterans have been through rigorous training before and have demonstrated the ability to execute standard operating procedures. 2. Follow Systems and Rules For a franchise company to succeed, it is critical to maintain consistent quality standards across the system. Every location must offer the same services or products according to the specifications required by the franchisor. Veterans, more than the average entrepreneur, understand the importance of following a system, just as military actions require accuracy. The ability to follow systems makes veterans strong candidates for owning a franchise business.

3. Commitment and Hard Work Serving in the US military requires more motivation and commitment than other career paths. Active military face many challenges. They must stay physically fit and train every day. They must push through and complete drills, even when they want to quit. The discipline the military instills in the soldiers means they are already accustomed to hard work. For these reasons, veterans are known to put their full effort into making their franchise business grow. 4. Veterans Push Through Challenges Business ownership comes with many challenges. Veterans tend to be resilient and flexible when faced with challenges. Such fortitude comes from experience. When veterans run a franchise, they give it their all and remain loyal to the brand. 5. Leadership Regardless of rank, each member of the military has responsibilities that they are personally accountable for. This creates a sense of teamwork among soldiers and the skills to thrive in franchising, including how to manage people and equipment to get results. It’s no wonder franchisors

actively recruit veteran franchisees, but why is franchising attractive to veterans? 1 in 7 franchises is veteranowned, generating more than $41 billion, according to the International Franchise Association. Franchising offers many benefits to veterans looking to make a career transition or get into business ownership. Often times, veterans come to franchising after having the experience of working for someone else. Franchising allows veterans to go into business for themselves but not by themselves, leveraging the skills they gained in military service while providing a framework and process to achieve success. TOP 5 REASONS FRANCHISING IS GOOD FOR VETERANS “After retiring from the U.S. Military, I taught high school history for 3 years ut became disillusioned with school district politics and leadership. I opened my franchise business doors in May of 2019 and my business has taken off with great success.” Daryl Hurst, Transitioned from U.S. Marine Corps to being a small business owner with HouseMaster Home Inspections serving the Texas Hill Country

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TIPS FOR VETERANS INTERESTED IN EXPLORING FRANCHISE OPPORTUNITIES

1. Easier Transition to Civilian Career According to the U.S. Small Business Administration, a quarter of all veterans are interested in going into business for themselves. Franchises are especially attractive to them because the business structure is already in place, making franchise ownership an easy way to enter the market. 2. Training for Success Franchises provide the training needed to be successful just as the military trains extensively, teaching specific skills to be used for specific tasks. Comprehensive training and support are baked into the franchising process. This means a veteran can enter a new field or industry and can succeed by following the franchisorâ&#x20AC;&#x2122;s proven business model. 3. Special Discounts and Incentives for Veterans Hundreds of franchise companies offer incentives for veterans to become franchise owners. Vets will find that many franchise companies offer discounts on the application and franchise fees, waive royalties

for a specific time period and provide special training and other incentives as a thank you for serving in the military. Discounts of up to 60% for qualified veterans are not uncommon. Some franchisors will waive the franchise fee entirely for those with service-connected disabilities. 4. The Franchise Industry is Veteran Friendly The franchise industry is full of veterans. Well-known franchises were founded by veterans from every branch of the military. The most noteworthy effort to bring vets into franchising is VetFran, the Veterans Transition Franchise Initiative through the International Franchise Association. 600 franchise companies have committed to actively recruiting veterans. VetFran has helped over 2,000 veterans become smallbusiness owners by working with franchise companies to support the success of those who have given so much for our nation. 5. So Much Variety Vet-friendly franchise businesses are available in

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A. Think about your familyâ&#x20AC;&#x2122;s circumstances, financial stability, and viability of franchise ownership. B. Select a franchise opportunity that fits your lifestyle goals but not necessarily your personal tastes. C. Talk to veteran franchisees about their experiences. D. Do your research! Consult a franchise expert to help you navigate the process of selecting the right franchise opportunity for you.

just about every industry imaginable. The average investment range starts at just around $20,000. Vets have found success in all types of franchises from home services to retail and everything in between. There is an opportunity that is right for every vet if they know what to look for. ABOUT THE AUTHOR Seth Lederman, a Franchise Acquisition and Development Specialist, is a Multi-faceted entrepreneur with over 30 years of experience in small business success, including ownership and sale of his own business enterprises. He is a frequent contributing author to The Franchise Journal and is on the exclusive Forbes Business Council. Contact Seth at 312-307-1297 or at seth@ thefranchiseconsultingcompany.com.

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VETERANS ISSUE

From Military Veteran to COLLEGE HUNK! by Dana Hansen, Director of Franchise Development, College Hunks Hauling Junk

fter serving nearly a decade in the U.S. Army as an Apache Helicopter Pilot, Captain Grant Broom is trading his aviation wings for keys to moving and junk hauling trucks. Grant, a former Troop Commander and Bronze Star Medal recipient, spent much of his time in command developing and building leaders, who supported multiple Special Forces Teams. Building leaders is one of the College H.U.N.K.S core Values, which Grant was personally drawn to having learned from and mentored many young soldiers in the military. Having the opportunity to see these soldiers go on to achieve amazing feats is something

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that Grant takes extreme pride in and hopes to mirror within his new franchise. Immediately after returning from Afghanistan, Grant transitioned out of the military to spend more time with his wife, Alie, and their three kids. Wanting to continue working in a team centric and culture rich environment, Grant was drawn to College H.U.N.K.S. Hauling Junk and Moving Franchise and decided the perfect spot for their new location was in Southern NH. The Company has a reputation of strong culture, core values, and a dedication to improving

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

local communities. H.U.N.K.S, stands for Honest, Uniformed, Nice, Knowledgeable Service and the company is fully licensed, bonded and insured. One of its main goals is to provide stress free, full-service residential and commercial moving, junk removal, donation pickups and labor services. The company strives to keep its operations environmentally friendly when removing unwanted items from any location with 70-percent of items recycled or repurposed. Items are only sent to the landfill as a last

Grant Broom, US ARMY, AH64D Apache Attack Helicopter Pilot for 9 years (20112020) with two deployments to Afghanistan in 2014 and 2019. Joined College Hunks and Purchased a franchise in Nashua, NH in March of 2020.

H.U.N.K.S, STANDS FOR HONEST, UNIFORMED, NICE, KNOWLEDGEABLE SERVICE AND THE COMPANY IS FULLY LICENSED, BONDED AND INSURED. and final resort. Beyond the white glove service, College H.U.N.K.S. is also known for its philanthropy within the community. For every job completed, the company donates two meals to “Feeding Children Everywhere”. Grant has hired other transitioning service members within the New England area and given them the opportunity to grow within the company. College H.U.N.K.S. makes monthly

donations to “Liberty House Veteran Transitional Living” to support homeless veterans in Southern New Hampshire from the proceeds collected from reselling items that are picked up. In addition, College Hunks began offering free moves to victims of domestic violence during the March/ April stay at home order when domestic violence cases were spiking. Grant’s goal is to do $1,000,000 in revenue his

first year in business and he’s well on track, breaking a single month revenue record, Grant and his team of HUNKS were able to generate $147,000 (single month) in just his third month in business! For more information about a College Hunks Franchise, please contact Dana Hansen at 813-5579999 or email dana.hansen@ chhj.com. https://www. collegehunkshaulingjunk. com/franchising/

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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VETERANS ISSUE

Military Experience Sets Course for Franchise Ownership

lbert Daniel’s childhood did not put him on track to become an awardwinning business owner with two successful automotive repair franchises. Albert grew up in a rough neighborhood in suburban Washington, D.C. and did not graduate from high school, but believed he could find opportunities for his future in the military. Albert credits the United States Navy for giving him the tools to serve his country and his future. “My military experience was extremely helpful and prepared me in so many ways,” said Daniel. “I was taught

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the importance of having a strong work ethic and doing whatever it takes to get the job done right. All those things I learned in the military.” Albert earned his GED and enlisted in the U.S. Navy at age 17, spending six years in the service from 1989 to 1994. Because he had experience working on cars growing up, Albert tested high as a potential mechanic. He was trained to repair and maintain jets aboard the USS George Washington (CVN 73) stationed in Norfolk, Virginia. Albert was part of the crew that built the aircraft carrier.

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The technical skills Albert acquired in the Navy gave him an advantage for a career working on cars when he returned to civilian life. “I was a good fit as an employee as soon as I got out. It helped me grow professionally and be the top lead mechanic in my job at a dealership,” said Albert. “I felt the next step up from there was to open my own business.” An accident on the job sidelined Albert with a knee injury and he was unable to work while he recovered. It had always been his dream to become a business owner,

Albert Daniel is a navy veteran who owns 2 franchised locations, Milex complete auto care in Frederick, MD and Milex Complete Auto Care/Alta Mere in Boonsboro, MD.

so Albert spent that time recuperating and looking for a business to purchase. That’s when Albert discovered Moran Family of Brands, one of the nation’s leading franchisors of general automotive repair, transmission repair, and automotive accessory centers. Guided by his vast technical knowledge acquired in the military and interest in working on cars, Albert opened his Milex Complete Auto Care shop in Frederick, Maryland in 2007. In 2015, he added a Milex/Alta Mere cobranded store that specializes in automotive repair along with window tinting and driver safety technology in nearby Boonsboro, Maryland. Albert and his wife, Serina, operate the shops together.

Albert and Serina say one of their secrets to success is keeping their employees happy. By offering competitive benefits and extras like lunch on Saturdays, the Daniels have assembled an experienced staff, who in turn, make their customers happy by providing quality service. Albert makes it a point to hire veterans for his businesses and currently has two fellow brothers in arms working in his auto shop. Through his commitment to creating a positive company culture and provide a wide array of automotive services to residents in western Maryland, Albert has become one of the most successful franchise owners in the Moran Family of Brands’ system. He has

been named Milex Franchisee of the Year four times and is an active member of Moran’s Franchise Advisory Alliance. He also serves as a mentor to new franchise owners, offering guidance and support as they enter the system. Sometimes he provides advice to franchisees who are fellow veterans. Moran Family of Brands currently has 15 franchise owners who are U.S. armed forces veterans, coming from every branch of the military, including the National Guard. Moran actively recruits veterans as franchise owners and is a member of VetFran, an initiative that provides a $5,000 franchise fee discount, mentorship and training programs for honorably discharged U.S. Veterans to foster their transition to civilian life. “Veterans have so many valuable qualities that translate well into franchise ownership, whether it is discipline, leadership or an outstanding work ethic,”

GUIDED BY HIS VAST TECHNICAL KNOWLEDGE ACQUIRED IN THE MILITARY AND INTEREST IN WORKING ON CARS, ALBERT OPENED HIS MILEX COMPLETE AUTO CARE SHOP IN FREDERICK, MARYLAND IN 2007. WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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“FRANCHISE OWNERS SUCH AS ALBERT HAVE BEEN EXTREMELY SUCCESSFUL IN OUR SYSTEM AND WE ARE ABLE TO GIVE VETERANS THE OPPORTUNITY TO APPLY THE SKILLS AND PRINCIPLES THEY ACQUIRED IN THE MILITARY TOWARD A PROFITABLE CAREER.”

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said Pete Baldine, President of Moran Family of Brands. “Franchise owners such as Albert have been extremely successful in our system and we are able to give veterans the opportunity to apply the skills and principles they acquired in the military toward a profitable career.” Small business ownership is widely recognized as a great option for veterans following their time in the military.

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

According to the Department of Defense, nearly 200,000 servicemen and women separate from active duty in the United States military each year. They have a strong grasp of leadership fundamentals and have significant experience leading others. This can make the transition from the military to franchise ownership smooth and successful. Albert said the franchise system works well for veterans who are trained to follow a system in place. He also likes that Moran Family of Brands have a resource available to call if a problem arises, so franchisees don’t feel like they’re in business alone. “Coming out of the military you often have the hands-on training that prepares you for what you need to do,” said Daniel. “The franchise side gives you the whole package for your business so you can open without failing.” For more information on Moran Family of Brands, please visit https:// moranfamilyofbrands.com/.

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VETERANS ISSUE

After Careers with US Armed Forces and Fema This Family is

Crushing It with Floor Coverings International by Rhonda Sanderson, CEO, Sanderson & Associates

odney and Sharron McDuffie retired after long and successful careers that included both the U.S. Armed Forces and the U.S. Government. In 2018 the couple was looking for an attractive business opportunity to bolster their pension income. So, in 2018 the couple opened a Floor Coverings International

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franchise servicing customers throughout greater Kansas City, including Leeâ&#x20AC;&#x2122;s Summit, Raymore, Belton, Blue Springs, Freeman, Peculiar, Raytown, Harrisonville and Grandview. They and their Design Associates visit customersâ&#x20AC;&#x2122; homes in a Mobile Flooring Showroom stocked with thousands of flooring samples from top manufacturers.

NOVEMBER 2020 | WWW.FRANCHISEJOURNAL.COM

Sharron retired after 30 years with the Federal Emergency Management Agency (FEMA), where she was a Technological Hazards Specialist assigned to

IN FLOOR COVERINGS INTERNATIONAL, THE MCDUFFIES FOUND A COMPANY THAT HAS TRIPLED IN SIZE SINCE 2005 BY PUTTING A LASER FOCUS ON CONSUMER BUYING HABITS AND DESIRES. several nuclear power plants throughout Kansas, Missouri, Nebraska, and Iowa. Rodney retired from the U.S. Navy with 25 years as a Yeoman Administrator before joining the Department of Immigration, where he spent more than a decade before retiring as an Immigration Supervisor this past February. “We had started talking about what we would be doing in life with retirement approaching and looking forward to living the lifestyle we were comfortable in after more than 30 years of working for the government,” Sharron said. “And we were not sure that once we retired on a government pension, it would be enough. We are still pretty young and in good health, so we started looking for a business we could purchase that also offered plenty of flexibility, such as being able to work from home when we wanted to.” In Floor Coverings International, the McDuffies found a company that has tripled in size since 2005 by

putting a laser focus on consumer buying habits and desires. “We listened closely,” said Tom Wood, President and CEO of the company. “Our customers didn’t want to ‘be sold’; they wanted real help choosing the right flooring for their home and needs. They also were yearning for a real designer or design talent to help them.” Now Design Associates work with the company’s franchisees and are on hand at the customers’ homes to help them pick the bestlooking flooring for their existing décor and also to find out their needs. Lots of kids and dogs running around? Engineered wood floors look gorgeous but are easy to maintain-unlike real hardwood. Old school people who still want real hardwood floors or carpeting? Floor Coverings International has the top selections and top-of-the-line products for those too. With its impressive new operating model, growth

ability, marketing, advertising, and merchandising, Floor Coverings International further separates itself from the competition through its customer experience, made up of several simple and integrated steps that exceed customers’ expectations. Their innovations and customer tools were so game changing, the company recently one The Innovation Award for Customer Service Tools from Franchise Update Media. The McDuffie’s two sons are also in the family business after their educations were completed. “Since we have been up and running, the whole family is seeing what a great opportunity it is by joining or just participating in this family business,” Sharron said. Floor Coverings International has 161 locations throughout the U.S. and Canada with plenty of opportunity for continued expansion in 2020 and 2021. For franchise information, please visit www. flooring-franchise.com.

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Own a Creative, Dynamic Business in the $100 Billion Flooring Industry INDUSTRY TOTAL INVESTMENT: $180K-$200K Mobile Flooring Showroom We bring the showroom to the customer and bring her an experience the Amazon Way – where she wants it, when she wants it; IN HER HOME, with her own lighting and home décor.

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EXPERT ADVICE

OVERCOMING INERTIA by Mark Schnurman, Consultant, The Franchise Consulting Company

ou begin searching for a franchise with energy, excitement and passion. Your emotions are driven by the hope that you can change your life in some powerful and positive ways. Your pulse quickens and excitement increases as you find a brand that checks all of your boxes - a franchise with fabulous systems and processes that validates well. Plus it has a great territory available and the financials are compelling. In other words, joining the franchise is a no brainer.

Yet you hesitate. Why? Inertia. Sir Isaac Newton’s First Law of Motion states: An object at rest remains at rest and an object in motion remains in motion, unless acted upon by an outside force. When applied to the psychology of change inertia implies a lack of disposition to change or a “stuckness”. Decision inertia drives the repeating of previous choices and typically results in suboptimal choices. It also represents the habit guided impossibility of ever getting better results and making better decisions. And yet people want to make good decisions and move their life forward in a positive way. If you feel stuck and are having difficulty making a

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DO NOT FOCUS ON WHAT HAS BEEN IN THE PAST. LET GO OF THE PAST AND THINK OF THE POSSIBILITIES. YOU CAN RUN YOUR OWN BUSINESS, TAKE CONTROL OF YOUR FUTURE AND ACHIEVE YOUR GOALS. decision to join a franchise, life may be telling you it's time to make a change. Paradoxically, it is often the most talented people who get stuck the most. Here are some tips to overcome the inertia and that could keep you from achieving your goals of going into business for yourself. Focus on possibilities Do not focus on what has been in the past. Let go of the past and think of the possibilities. You can run your own business, take control of your future and achieve your goals. A focus on the future and not the past will begin to loosen the ties that hold you in place. Calibrate what is important Once you begin focusing on the possible it is important to tie that in with your values and what you hold dear. Remember why you wanted to be in business for yourself in the first-place. Freedom? Income? Autonomy? Build equity? Improved work-life balance? Control? Build a legacy?

Connect to your purpose and focus on achieving. This will inspire and help pull you toward your future. Believe in yourself Believe in yourself. Believe that you can reach your goal of successfully launching, managing and growing a franchise. Create a list of your strengths and skills. Get rid of your self-limiting beliefs. They will not go away magically but you can manage them. Intentionally choose how you react in situations. Reframe your self-doubt. Replace self-limiting thoughts such as "I can't" or I don't know" with "I can" or "I can learn how to do that." Keep track of your successes as they will inspire your positive attitude and beliefs. It is also good to use as a reminder of your capabilities when you get down. Facts over fears You conducted a thorough due diligence and all of the facts point to moving forward with the franchise. But you are stuck. The last step is to remind yourself

that decisions are made with facts and not fiction or fears. Go through the reasons for joining the franchise and all of the positive facts that you have accumulated. Compare these to your irrational fears. As you weigh both it should become clear that joining a franchise is the way to go. Joining a franchise is a big decision and one that can positively change the arc of your life. Donâ&#x20AC;&#x2122;t be afraid to push through the inertia and launch yourself in a new and exciting direction!

Congratulations on joining a franchise!

ABOUT THE AUTHOR Mark Schnurman is a leading franchise consultant with a national practice and a franchisee himself. Mark helps people serious about franchise ownership find the right match for their personal, professional, financial and lifestyle goals. Contact Mark at 973-452-4558 or at marks@ thefranchiseconsultingcompany.com.

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VETERANS ISSUE

Former Marine Takes Lessons from Military & Turns Them into

BUSINESS SUCCESS by Rhonda Sanderson, CEO, Sanderson & Associates

This year has been trying for even the most diehard among us. It’s difficult to run a business when the game plan is constantly changing. But Edison Recinos, franchise owner of Paul Davis Restoration of The Gables – one of the most trusted brands in the insurance restoration industry – has done exceedingly well in serving clients throughout Miami and surrounding areas. Recinos served seven years in the United States Marine Corps, and with Veterans Day approaching, Recinos says what he learned in the military has played a crucial role in his business success. “The military taught me to never stand still, always be looking a few steps ahead,” the 40-year-old Recinos said. “That has been essential in these times. Being able to adjust quickly has allowed us to adapt rapidly to new standards and needs of our clients. We are not only

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surviving, but thriving in the pandemic. Not being scared to try new things and making adjustments quickly has really been a big part of our success.” It’s hard to be scared when you’ve experienced what Recinos did while serving in the Marines from 2000 to 2007. He joined the Marines for education and travel opportunities, but little did Recinos know that the Iraq War was going to begin in 2003. Serving as a Sergeant in the 15th Marine Expeditionary Unit, Recinos’ unit conducted amphibious operations, emergency embassy evacuations and had Special Operations designation. He led many raids and missions in combat operations in numerous locations throughout Iraq. And despite his duties that continually put him in harm’s way, Recinos was still able to travel the world, visiting Hawaii, Japan, Australia, India, Sri Lanka and many other countries. Recinos described himself as very quiet and shy before joining the Marines, but says no one would use those terms today in describing him. He said his military service gave him the confidence to go forward and succeed no matter what challenge he faced. “It provided me the cando attitude; the ability to adapt and overcome,” Recinos said.

“Life will always throw things at you and the military taught me how to zig and zag. I use many of the skills I was taught in the military; skills such as always finding a way, pushing forward and never giving up.” After leaving the military in May 2007, Recinos worked in financial services and telecommunications before joining the insurance industry in 2010 and traveling the country while working in catastrophe response. “I learned a lot about construction, contractors and different restoration companies,” Recinos said. That’s also when he got his first exposure to Paul Davis, which has been at the forefront of innovation in the property damage, emergency services and restoration industry since 1966 by pioneering water damage assessment and monitoring technology among others. Customer calls are returned within 30 minutes of first contact, teams are onsite within hours and all work is thoroughly documented. “I had a lot of experiences with Paul Davis and I began to look into them more and more,” Recinos said. “I decided it must be a pretty good company if I keep issuing payments to them, so I began to get serious about the idea of owning my own franchise.”

With more than 300 locations in the US and Canada, Paul Davis is continually growing, and it seems like a perfect fit for individuals who have a background similar to Recinos and are looking to either own or work for a local franchise. “I opened my franchise in Miami in September 2014 and I have been here ever since,” Recinos said. About Paul Davis Restoration Since 1966 Paul Davis Restoration has restored residential and commercial properties damaged by fire, water, mold, storms and other disasters along with cleaning services for biohazards, like COVID-19. The experts at Paul Davis understand the complex process of recovering from property damage and provide complete services; there is no need for the expense and confusion of hiring multiple contractors. Paul Davis is a one-stop shop for disaster damage and restoration. Paul Davis Restoration has more than 300 independently owned franchises in the United States and Canada. The professionals at Paul Davis are certified in emergency restoration and reconstruction. For more information, visit the company website at www. pauldavis.com.

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A BUSINESS BUILT on

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VETERANS ISSUE

ANODYNE PAIN & WELLNESS SOLUTIONS FRANCHISE

Treating Acute & Chronic Pain While Avoiding Opioids & Surgery

hen it comes to choosing a path forward in dealing with health needs in general, and managing chronic and acute pain, specifically, there are more interesting choices now than ever before. Anodyne Pain & Wellness Solutions was formed by about a dozen people with a single goal, creating a national healthcare brand that would provide superior clinical results to people challenged with coping with pain while avoiding the use of opioids and surgical procedures. Anodyne’s founders come from the healthcare profession, finance, private equity and healthcare practice management. Our strength is in our diversity, but grounded in our focus, which is to help people avoid prescription drugs and invasive procedures while encouraging long term health and well-being, all of which leads to a higher quality of life, and ultimately happiness. Mark Pierce, one if Anodyne’s founders on the healthcare

side of the house said, “as a third generation chiropractor, and the first in my family to build a comprehensive medical practice providing traditional, functional and regenerative medicine, I’ve helped people for over 30 years, and modern medicine is more accessible now than ever. People are taking advantage of alternative therapies and treatment regimens that aren’t typically available in one place, that’s the Anodyne Advantage.” Anodyne also has a wellness component which focuses on

aesthetics, weight loss, hormone therapies, and supplementation. This mixture of services broadens Anodyne’s appeal to both a wider age demographic but also to an audience seeking higher quality services provided by medical professionals rather than options like med-spas or taking an unsupervised, do-ityourself approach. Anodyne was formed in 2018 after several years of bringing the initial company together, it now has 12 locations across 7 states. The brand began its national franchising efforts

OUR STRENGTH IS IN OUR DIVERSITY, BUT GROUNDED IN OUR FOCUS, WHICH IS TO HELP PEOPLE AVOID PRESCRIPTION DRUGS AND INVASIVE PROCEDURES... 124

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earlier this spring and already has 3 new franchise partners set to develop locations in 3 new states, bringing the total to 15 locations across 11 states. The Company is proud to have made a Veteran its first franchise partner. “Veterans are special people, they have given so much to all of us, Anodyne reduces its royalty for the first 6 months as a show of respect and gratitude to all Veterans,” said Gregg Rondinelli, Anodyne’s CEO. As a national company Anodyne is working with medical professionals, nonmedical entrepreneurs, military veterans and veteran franchise operators from concepts such as quick service restaurants. This diverse group sees our

vision in the same way as the Anodyne Founders, providing healthcare that treats the problem, rather than masking it with medication that addresses the pain, which the problem worsens over time, oftentimes resulting in surgical procedures that could have been avoided. According to the CDC, 1 in 4 patients who receive prescription opioids long term for non-cancer pain struggle with addiction, and the total economic burden of the U.S. prescription opioid misuse is $78.5 billion. Anodyne Pain & Wellness Solutions provides investors the opportunity to team up with a market leader in the fight against the opioid crisis and own a piece of a transformative business that

“VETERANS ARE SPECIAL PEOPLE... ANODYNE REDUCES ITS ROYALTY FOR THE FIRST 6 MONTHS AS A SHOW OF RESPECT AND GRATITUDE TO ALL VETERANS.” — Gregg Rondinelli, Anodyne’s CEO

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DR. KEN OLSON

is making a difference in the lives of thousands of patients every day. "I came to Dr. Pierce of Anodyne Jacksonville on the recommendation of a good friend, who had seen Dr. Pierce before. After 2, or 3 months of being in extreme pain from a shoulder injury, I was pretty much immobilized. Now, after 10-12 weeks I feel 1000%

better. The transformation has been phenomenal, and I am appreciative of this practice's holistic approach and have graduated to where I'm better now," said Retired Navy Pilot, Gerald Leroux. To ensure the Anodyne model can be properly implemented by a Veteran, entrepreneur or even an existing clinic converting to the

Anodyne Brand, the company has created a comprehensive care model of procedures and treatments that allow for highly customized care plans for each patient, resulting in a combination of packages or care as well as individual procedures or treatments. There is extensive training and support related to billings, collections, revenue cycle management, administration of payroll, and bill paying, all wrapped around an integrated Electronic Medical Records and accounting platform, the latter of which is used by some of largest franchise companies in the world. This streamlined technology creates efficiency, reduces costs and truly sets Anodyne apart in the marketplace. Anodyne also offers expert legal, compliance and practice management professionals to its franchise partners, the same ones used by its company-owned clinics across the country. Ken Olson, D.C., a multilocation Anodyne operating partner said, “I’ve been in this industry for 20 years, I don’t know of another company like Anodyne; one that has both a comprehensive care plan model and a turnkey business infrastructure, including top notch legal and compliance advice.” DO YOU WANT TO MAKE A DIFFERENCE IN YOUR COMMUNITY? Reach out to anodyne@frandev.co or visit the website www.anodynepain. com, where you can also learn more about their complete range of services and how you can make a difference in your community while earning an honest living doing something you can be proud of every day, as you help one patient at a time.

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JOIN THE LEADER IN LARGE-FORMAT PRINTING Why SpeedPro? B2B model All-inclusive startup package Unlimited scalability High gross profit margin Non-retail hours Few employees needed Fast-paced, creative business KickStart Program Initial and ongoing training as your business grows Best in class support in a growing and exciting industry

Pathways to Ownership New Studio Start-ups: SpeedPro has available territories all over the U.S. and Canada, underscoring the opportunity to open and build your large-format printing business wherever you reside. Resales: SpeedPro Resales are a great fit for anyone interested in buying an established business.

TO LEARN MORE ABOUT SPEEDPRO FRANCHISING, CONTACT: 888.598.5065 live@speedprofranchising.com SpeedProFranchising.com SPEEDPRO.COM 2020 SpeedPro â&#x20AC;&#x201C; All Rights Reserved. This ad does not constitute an offer. Financial Performance Representations (FPRs) are made based on our Franchise Disclosure Document. Your results may vary.

VETERANS ISSUE

Veteran & Pool Scouts Owner Brent Berridgeâ&#x20AC;&#x2122;s Path to Franchising

rom 1994 to 1998, Brent Berridge served in the United State Marine Corps as a motor vehicle operator. He was stationed at both Camp Pendleton in California and Camp Lejeune in North Carolina, and his time in service took him all around the world. He was deployed to South Korea for 13 months and even spent time in Japan. He set out with the intention to attend college but he received an offer from Dow Chemical and worked in their Michigan facility before transferring to the Houston, Texas area. After graduating with a degree in business administration from Northwood University, Berridge realized that he wanted to be able to own his own business and dedicated an immeasurable amount of time to find the

ABOUT BRENT BERRIDGE Brent Berridge, owner of Pool Scouts of Sugar Land, is a veteran and served in the United States Marine Corps for four years as a Corporal. He also worked at The Dow Chemical Company for almost 20 years and credits his professional and military training to the success heâ&#x20AC;&#x2122;s had as a Pool Scouts owner. Contact Brent at 832-886-2554 or at bberridge@poolscouts.com.

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"VETERANS ARE PROBLEM SOLVERS. I AM A GET IT DONE KIND OF GUY AND THAT’S WHAT WE’RE TAUGHT IN THE MILITARY. WE HAVE THE ENTREPRENEURIAL SPIRIT ENGRAINED IN US." — Brent Berridge right opportunity when he stumbled upon Pool Scouts. He did some additional research before meeting with the Pool Scouts corporate team in Virginia Beach, but recognized immediately that Pool Scouts high-level approach to customer service is what has helped the brand stand out from others in the space. “Many of the mom and pop pool service businesses I’ve used don’t place a priority on reliability or customer service, I could see that was Pool Scouts

major point of differentiation,” he said. “At Pool Scouts, good communication with customers is paramount." He also drew from his experience in the Marines. “The common theme between franchising and the military is to having a goal and figuring out solutions to accomplish the mission. Veterans are problem solvers. I am a get it done kind of guy and that’s what we’re taught in the military. We have the entrepreneurial spirit engrained in us.”

That experience has led him to great success. Houston is one of the biggest residential pool cities in the country, and combined with Berridge’s dedication to customer service the business is thriving. He’s seen a 116% increase year over year and his customer base has grown by 68%, even amid a pandemic. Customers are excited by the caliber of service they receive and the use of the latest technology. SUGARLAND.POOLSCOUTS.COM

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grow a healthy business Saladworks is the original create-your-own, fast-casual salad franchise. Healthy – USDA reports that American adults are choosing healthier foods such as fruits and vegetables to support a healthier lifestyle. That’s why nearly half of all Millennial and Gen Z consumers buy 3+ entrée salads per week away from home. Saladworks is on-trend.

grow a healthyequipment-light business and easy Simple – Our concept is asset-light, Saladworks is the original create-your-own, to operate. No fryers and salad no hood means less expensive fast-casual franchise. buildout costs for Healthy you.– USDA Just chop, sliceadults and dice to serve the reports that American are choosing healthier foods such as fruits and vegetables to support a tastiest create-your-own salads is turn-key. healthier lifestyle. That’s whyaround. nearly half of all Saladworks Millennial and Gen Z consumers buy 3+ entrée salads per week away from home. Saladworks is on-trend.

Accessible – The fast-casual landscape is overbuilt and Simple – Our concept is asset-light, equipment-light and easy to operate. No fryers and no hood means less expensive cluttered with create-your-own burger, sandwich, pizza, buildout costs for you. Just chop, slice and dice to serve the tastiest create-your-own salads around. Saladworks is turn-key. Mexican and smoothie concepts. Landlords are looking for Accessible – The fast-casual landscape is overbuilt and healthy concepts like ours. We have market, venue, format cluttered with create-your-own burger,the sandwich, pizza, Mexican and smoothie concepts. Landlords are looking for Saladworks is the original create-your-own, concepts like ours. We have the venue, format and footprint you healthy want. Saladworks ismarket, available. fast-casual salad franchise.

grow a healthy business

and footprint you want. Saladworks is available.

saladworksfranchising.com

fransales@saladworks.com

* Details located at Item 19 inside Saladworks Franchise Disclosure Document.

Healthy – USDA reports that American adults are choosing healthier foods such as fruits and vegetables to support a healthier lifestyle. That’s why nearly half of all Millennial and Gen Z consumers buy 3+ entrée salads per week away from home. Saladworks is on-trend.

$1,227,858 median net sales for top quartile*

saladworksfranchising.com

Simple – Our concept is asset-light, equipment-light and easy to operate. No fryers and no hood means less expensive fransales@saladworks.com buildout costs for you. Just chop, slice and dice to serve the tastiest create-your-own salads around. Saladworks is turn-key.

* Details located at Item 19 inside Saladworks Franchise Disclosure Document.

t sales for top quartile*

Accessible – The fast-casual landscape is overbuilt and cluttered with create-your-own burger, sandwich, pizza, Mexican and smoothie concepts. Landlords are looking for healthy concepts like ours. We have the market, venue, format and footprint you want. Saladworks is available.

$1,227,858 median

saladworksfranchising.com

fransales@saladworks.com

* Details located at Item 19 inside Saladworks Franchise Disclosure Document.

$1,227,858 median net sales for top quartile*

VETERANS ISSUE

From Maintaining Navy and Air Force Jets to Now Owning a Business Meet Mike and Anabel Allen of Houston, TX by Dave Cooley, Consultant, The Franchise Consulting Company

ike is an “Air Force brat” who lived in many, many different places as his father moved from assignment to assignment. With the military in his blood, Mike joined the Navy right out of high school and began a career that found him in aircraft maintenance for decades. Mike’s Navy career

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was very successful as he achieved the rank of Master Chief Petty Officer. “Chiefs” are very well respected and trusted in every branch of the military and the Navy certainly isn’t any exception. With only a very small percent of enlisted troops ever reaching the high rank of Master Chief, Chiefs are valued because they have proven they can lead, train, motivate

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and evaluate their troops – all skills that will directly enable Mike’s success as a franchise owner! Today, Mike is a manager of a very large vehicle make-ready operation in Houston where his teams prepare new cars for delivery to dealers. Mike enjoys his job, but he’s excited and eager to be his own boss when he and Anabel open the first

unit of their Strickland Brothers 10-Minute Oil Change franchise. Anabel has followed an interesting path to where she is today. Born and raised in Mexico, she and her family immigrated to the US when she was in high school. Joining the Navy after high school graduation, she began what is now a very long career in aircraft maintenance as a Machinist Mate working to maintain Navy F-14 Tomcats at Point Mugu Naval Air Station in California. Anabel finished her Navy career at Naval Air Station Corpus Christi, Texas, where she and Mike met and where she became a naturalized US citizen. After separating from the Navy, Anabel followed Mike to his assignment in Iceland and began taking college courses, eventually earning her Bachelor’s Degree. After Mike took what would be his final assignment before retiring, working in Navy Recruiting in Oklahoma, Anabel joined the US Air Force Reserve and subsequently earned selection to Officer Training School. With her Navy Aircraft Maintenance background, it’s no surprise that Anabel is now an Air Force Aircraft Maintenance Officer, currently at the rank of Captain and commuting from Houston to McConnell Air Force Base in Wichita, Kansas, for her monthly Air Force Reserve duty where she is assisting in the readying of the Air Force’s new tanker aircraft, the KC-46 Pegasus. Like Mike, Anabel is both excited and eager to open what they hope will be the first of

several units of the Strickland Brothers 10-Minute Oil Change franchise. This franchise, which provides oil changes and many other maintenance services and products for cars and trucks, was a natural progression for both Mike and Anabel as they both are career-long maintainers. Since military aircraft hangars and shops are traditionally and

relentlessly kept spotless, it will be no surprise Chief Mike and Captain Anabel will keep their Strickland Brothers 10-Minute Oil Change business so clean, you could “eat off the floor!” ABOUT THE AUTHOR Dave Cooley is a retired Air Force lieutenant colonel who has been in franchising for 23 years. Contact Dave at dave@ thefranchiseconsultingcompany.com.

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VETERANS ISSUE

Veteran Dustin Baker Recognized as a Franchise Rock Star

ssisted Living Locator franchisee and veteran Dustin Baker was identified by franchisee satisfaction research firm, Franchise Business Review, as a 2020 Rock Star Franchisee. This is the second consecutive year Baker has been recognized as an outstanding franchisee. Baker’s franchise provides senior placement and referral service throughout the East Valley of Phoenix, AZ, including East Mesa, Gilbert, Tempe, San Tan Valley, Queen Creek, Apache Junction & Gold Canyon. Each year, Franchise Business Review honors franchise owners who set exceptional examples of achieving success within the franchise model. Baker was selected as a Franchise Rockstar from over 28,000 franchisees, representing more than 300 brands that participated in Franchise Business Review’s research in the past 18 months. The Rock Stars recognized were nominated by their franchise brand leadership as franchisees who set admirable examples when it comes to leadership, business acumen, financial and professional success, and contributing to their community.

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“There are so many success stories out there and thousands of inspiring franchise owners who are living their dreams of business ownership that it was incredibly difficult to narrow down the list,” said

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Eric Stites, CEO of Franchise Business Review. “In the end, we chose individuals who are exceptional examples of achieving success through the franchise model and exemplify a strong work ethic and a real commitment to

their business and community. We are thrilled to recognize these individuals as Franchise Rock Stars.” According to Assisted Living Locators CEO RN Angela Olea, Dustin Baker is a top franchise producer that not only helps and mentors his fellow franchisees, but also passionately cares about his senior clients and his community. “As an Iraq veteran and medic, Dustin has been determined to make a positive impact on his community during the coronavirus pandemic,” Olea explained. “He has supplied over a thousand N-95 masks to protect healthcare workers in veterans’ homes and senior living properties.” Prior to joining the senior care industry, Baker served in the United States Army as a combat medic in an artillery unit during Operation Iraqi Freedom. He was also an administrative supervisor at an outpatient surgical ward at William Beaumont army medical center at Fort Bliss, in El Paso, TX. “We are very proud of Dustin receiving this great honor for the second consecutive year,” said Angela Olea, Assisted Living Locators CEO RN. “He goes ‘above and beyond’ to serve seniors and their families and has tremendous compassion and problemsolving skills. At Assisted Living Locators, we work hard to make our franchisees successful and stress the importance of giving back in business.”

ABOUT ASSISTED LIVING LOCATORS Assisted Living Locators offers a no cost, nationwide senior care placement and referral service for inhome companion care, independent retirement options, assisted living, memory care, and skilled nursing facilities. The company has 140 franchisees in 36 states and the District of Columbia. Assisted Living Locators is ranked in Entrepreneur’s 2020 Franchise 500® issue and Franchise Business Review’s 2020 Top Franchises Report. The company also was named to the Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies. To learn more, visit: www. assistedlivinglocators.com.

ABOUT DUSTIN BAKER Dustin Baker is a franchise owner of Assisted Living Locators serving the East Valley of Phoenix, AZ (East Mesa, Gilbert, Tempe, San Tan Valley, Queen Creek, Apache Junction & Gold Canyon). Prior to joining the senior care industry, Baker served in the United States Army as a combat medic in an artillery unit during Operation Iraqi Freedom.

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Our culture - we are a franchise family One year ago today I made the best decision of my life. I am so blessed to love ǅĺîƥ T ēū ĲūƑ ƥĺĚ ǛƑƙƥ ƥĿŞĚ ĿŠ Şǋ ŕĿĲĚ îŠē TɄŞ making a decent living as well. Nikki W.

Thank you for this amazing business. I just got my 11th placement this month. /ǄĚƑǋēîǋ T ƥĺĿŠŒ Ŀƥ ČîŠɄƥ ĳĚƥ ċĚƥƥĚƑ îŠē it does. Shannon A.

I truly believe I could never have gotten this business off the ground and have been as successful as I am now (just one year later) without the organization, training, and support that this franchise has given me. Shawn S.

1.800.267.7816 or franchise@assistedlivinglocators.com AssistedLivingLocators.com

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VETERANS ISSUE

VETERANS:

Franchisors Want You! Values Matter – Both In and Out of the Military by Phyllis Pieri, Consultant, The Franchise Consulting Company

s anyone who has served in the military knows, living your life based on a set of core values can be extremely powerful. In fact, most veterans find that the values they learned during their service are the values they choose to live by for the rest of their lives. Franchisors know this…and recognize how this makes veterans excellent business owners. Why? Well, take a look at this list of values emphasized by each branch of the service:

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• U.S. Army: Loyalty, Duty, Respect, Selfless Service, Honor, Integrity, Courage • U.S. Marines: Honor, Integrity, Respect Human Dignity • U.S. Navy: Honor, Courage, Commitment • U.S. Air Force: Integrity, Service, Excellence • U.S. Coast Guard: Honor, Respect, Devotion to Duty If you were trying to select people who had what it takes to succeed as a franchisee, wouldn’t you want to send those who live by these values to the head of the line?

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FRANCHISORS ARE ACTIVELY SEEKING VETERANS Values are just one of the reasons why franchisors put out the welcome mat for entrepreneurial veterans. Work ethic and skills are the other piece of the puzzle—including the “people skills” that can make or break a business. First and foremost, veterans are very good at following a system, which is the number one key to success in the franchise world. Franchise businesses operate on proven systems and defined procedures, all backed by extensive training and support. Second, veterans have outstanding leadership skills. They’ve learned how to manage teams, motivate people and work well in a group. They also enjoy improving processes and accomplishing a defined mission. These are all extremely relevant skills. Finally, veterans tend to be hard-working, dependable, trustworthy and honorable. All excellent traits for business owners!

VETERANS CAN BUY EXCELLENT BUSINESSES AT A DISCOUNT To show how serious they are about recruiting veterans as franchisees, many franchisors offer veterans significant discounts on the franchise fee. These discounts help give

veterans a financial head start. Sometimes the hardest thing for veterans to do is to decide which of the many, many franchises out there are the best fit for them. Simply narrowing things down to those franchises that offer discounts for veterans still leaves a pool of

over 600 options. As a Franchise Coach I help veterans and other entrepreneurs further narrow the choices down to “the one.” I start by looking categorically at which type of business is the best fit for the veteran’s skills, interests, preferences and budget.

For example, here are four very different franchises that all offer discounts to veterans… Fibrenew: Leather, plastic and vinyl restoration, catering to the aviation, automotive, commercial, marine, medical and residential markets. This franchise is a good match for veterans who enjoy working with their hands and want to start by doing the work themselves. As the business grows, they can simply lease another van (this is a home-based, mobile service) and then use their leadership skills to hire others.

Ductz: Air duct cleaning and HVAC restoration. This is a good choice both for veterans who want to do the hands-on work themselves and those who prefer to stick with just a leadership role. Given the health-consciousness of today’s consumers and property owners, duct cleaning is in high demand, while HVAC restoration is a recessionresistant business.

FASTSIGNS: Light manufacturing of signage. This franchise is best for a veteran with strong project management and relationship-building skills who wants to be the business executive and hire others to do the manufacturing. FASTSIGNS has low staffing requirements, low inventory and convenient “business-to-business” hours.

A Place at Home: Seniorfocused care solutions, including in-home care. Many veterans had a medical role within the military and get great satisfaction out of making a difference in people’s lives. This business requires compassion, excellent people and leadership skills, and a desire to provide (or supervise those who provide) day-to-day assistance to clients.

Which of these franchises is best? A better question that veterans should ask is, “which franchise is the best one for me?” As a Franchise Coach, I help clients answer that question, at absolutely no cost to them. ABOUT THE AUTHOR Phyllis Pieri uses her passion for people and her 35+ years in the franchise industry to guide fledgling entrepreneurs through the franchise selection process. In her franchise career, Phyllis has done it all, including working for franchisors, consulting with franchisees, and owning franchises herself. This depth of experience makes her ideal for helping people find the “perfect match” franchise at no cost to you that fulfill your personal and business goals. Contact Phyllis at 425-922-4126 or at phyllis@ thefranchiseconsultingcompany.com. WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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VETERANS ISSUE

Why U.S. Army Veteran

Turned Concrete Craft Franchisee

ome Franchise Concepts (HFC) has long been recognized within the franchise and military communities as extremely veteran-friendly, based on financial discounts and corporate policies that empower Veterans to become successful business owners. With four awardwining franchise brands – Budget Blinds®, Tailored Living®, Concrete Craft®, or AdvantaClean® – in the home improvement/home services industry, HFC and its family of brands have, over the years, been designated as best for Vets by organizations including the Military TimesTM,

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VetFran, Franchise Business ReviewTM, Entrepreneur®, Inc. 5000, Canadian Franchise Association® and Franchise Times®. If you’re a Veteran interested in being your own boss by starting a franchise business, one of the HFC brands could be the solution. With over 25 years of franchising experience, HFC knows the value that military training can bring to the civilian workforce and recognizes that the training, discipline, and teamwork instilled in members of the U.S. and Canadian Armed Forces prepare every Veteran for a successful role as a franchise business owner. Concrete Craft of Colorado Springs franchise owner,

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Mark Sisco, used to fly Apache helicopters during his 26 years in service as an army colonel. While he enjoyed his military career immensely, he felt that the logical next step after retirement was to go into business for himself as an entrepreneur. “I wanted to own my own business, but I’ve always been a hands-on kind of person,” said Sisco. “I enjoy working in material and creating things, which was definitely on my mind as I started looking into different business models.” Now as a Concrete Craft franchise owner, he is finding much success installing decorative concrete overlays for homeowners and businesses. He is expected to exceed $1.3 million this year, with a large chunk coming from a recent project he completed for the U.S. Air Force Academy, resurfacing the concrete in and around the Southeast

Asia Memorial Pavilion, which honors graduates who served in Vietnam. Those who have served their country tend to carry a heart of service into civilian life as well and making a difference in people’s lives is a strong motivator when transitioning to a job or career outside the military. Meeting that desire to serve, along with figuring out how military training can transfer to the civilian sector, can be challenging. All four HFC franchise brands offer exceptional products and services designed to enhance the lives of their customers by solving problems through innovative solutions. It’s a win/ win business opportunity that has the potential to build a secure financial future running your own business while helping others. Military service is actually an excellent training ground for a civilian career as an

independent franchise business owner. The skills mastered and the lessons learned contribute to successful business ownership in many ways, and the attributes of service, dedication, loyalty, commitment, and resilience serve well in starting your own business. Leadership Skills: Strong leadership skills are practically a given for someone exiting the service. After years of running day-to-day operations and hiring, training and managing staff, leading a team in business will be second nature. Respect for the System: Being able to work within a prescribed system and follow protocols is part of the military mindset, and this correlates to working within a proven franchise system. The business model is defined with a failsafe support system in place, dedicated to your success.

Teamwork: Teamwork is the hallmark of military life. In every endeavor, you are part of a team and relying on other teams. As a franchise owner, you rely on the support from Home Office teams, the entire network of franchisees, and your own handpicked team of employees. Risk Taking: Fear isn’t your driver. You’re not afraid of the risk involved in starting your own business. With proper due diligence, you’re ready for the work and commitment required for success in your chosen franchise. Self-discipline: Since you are now the boss, the selfdiscipline you mastered in the military will keep you on track for business success. With a clear goal ahead and a “mission-first” mentality, you’ll be able to power through whatever comes your way. Time Management: When you own a business, managing your time wisely is important to getting done each day what needs to be done. Military training teaches time management skills that will help your franchise business to flourish. Stepping into business ownership is a way for Veterans to utilize their experience and take charge of their future. Interested Veterans should can go online to Home Franchise Concepts or call 1-800-420-5374 to learn more about becoming an independent franchise business owner with HFC.

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VETERANS ISSUE

Rob Reynolds: Protecting What Matters Most! by Michael Kleimeyer, Director of Franchise Development

obert Reynolds is a Pop-A-Lock franchisee partner, owner of the Mobile, Alabama, Gulf Coast

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of Alabama, and Nashville, Tennessee franchise markets. Rob served our country in the United States Army as active duty, national guard,

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and reservist. He served with distinction at the 3rd US Infantry Division "The Old Guard" the Army's Official Ceremonial Unit and Escort to the President of the United states. After serving as an enlisted soldier, he received an army green scholarship to attend Southern University A&M college. He was commissioned as an officer and branched to the US Army Infantry. Rob continued to serve as a citizen soldier while working for Pop-A-Lock as a locksmith and instructor for the corporate headquarters and company stores. He was brought in as the Director of Locksmith Operations and later Director of Operations for the franchisor, SystemForward America. After 15 years of helping new franchisees (who had no locksmith industry experience, but did have business experience) enter their

"THE NUMBER ONE THING THAT MY MILITARY SERVICE TAUGHT ME IS THAT ANY SERVICE OR ORGANIZATION IS ONLY AS GOOD AS THE PEOPLE AT THE BOTTOM AND AT THE TOP." — Robert Reynolds markets, Rob Reynolds opened his own Pop-A-Lock franchise service location with his wife Kerrie in Mobile, Alabama. He has since expanded his operation to include a partnership in the Nashville, Tennessee market as well as an expansion into the Alabama Gulf Coast which includes, Gulf Shores, Orange Beach, and Foley Alabama. (Pop-A-Lock and The ProNetwork brands are part of the VetFran program.) HOW DO YOU FEEL YOUR MILITARY CAREER AFFECTED YOUR BUSINESS OPPORTUNITY? "The number one thing that my military service taught me is that any service or organization is only as good as the people at the bottom and at the top. Mission first, and people always follow — cliche but it's also a fact." DO YOU HAVE ANY ADVICE FOR ASPIRING ENTREPRENEURS IN THE MILITARY, NEARING RETIREMENT, OR PREPARING TO EXIT THEIR TIME OF SERVICE? "Without being too simplistic, monitor your FICO credit score, this score is very different than most of the scores that free credit reporting agencies present. Take care to never miss any payments if at all humanly possible and to make sure that no errors creep up into your

credit report. This helps you get better financing and terms for your franchise business." “Do not pick a business based purely on financial reward, or personal avocation interest. Make sure that it is a good balance of the two. If you are making a ton of money but are stuck in the office for 100 hours a week that's not good. If you are working in a job that you love, but aren't making any money, that's not a business that's a hobby." WHAT ARE YOUR GOALS FOR THE FUTURE IN YOUR BUSINESS? "The most important mission for us is to develop our Franchisee’s business efficiencies, with our proven system and process,

subordinate locksmiths and their leadership ability. In our business, leadership often takes the form of chasing down opportunities that your competitors simply ignore because they are too much work or seem to be too much of an investment in education or time. Focus on being strategic vs. transactional." FOR MORE INFORMATION,

regarding Pop-A-Lock, any ProNetwork Brands, or our VetFran program, please contact Michael Kleimeyer, Director of Franchise Development at 337-255-4002 or at michael@ systemforward.com. www.popalock.com

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petsuppliesplusfranchising.com | (763) 793-6550 This advertisement is not an offer to buy a franchise. An offer to buy a franchise can be made by prospectus only. Minnesota registration number F-4357. ÂŠ2020 Pet Supplies Plus. All rights reserved. Pet Supplies Plus is a trademark of PSP Franchising, LLC.

VETERANS ISSUE

Meet SpeeDee Franchisee & Army National Guard Veteran Garland Moore by Ralph Yarusso, Chief Development Off icer, FullSpeed Automotive

hen SpeeDee franchisee Garland Moore first decided to look into franchising, he knew he wanted to own a healthy business with a good profit margin. He also wanted to be his own boss and spend more time with his family. The North Carolina native found all of this and more with the quality service-focused auto care franchise. SpeeDee offers customers a wide variety of services, including 17-point oil changes, tune-up services, state inspections, alignments and brake services. Hours vary depending on the location, but

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a typical SpeeDee’s franchise is open during normal business hours and closed by 6 p.m. Monday through Saturday. This was all very appealing to Moore. “These hours would allow me to be with my family,” he said. “That was a big box that was checked. I come from the restaurant industry, where I was used to working 60 to 70 hours a week.” Today, Moore owns and operates two SpeeDee

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franchises in Greenville, North Carolina, less than a two-hour drive from the Tar Heel state’s Research Triangle, where he was born and raised. He purchased his first SpeeDee franchise, which was an existing location, on March 27. He opened his second franchise with the brand on June 10. With more than 150 locations across the United States, SpeeDee prides itself on offering quality service through SpeeDee Performance Certified technicians. SpeeDee stores are locally owned, which means franchisees get to build strong and long-

lasting relationships within their communities. In terms of franchising, the brand is still expanding. Franchisee benefits include comprehensive business planning assistance and technical and marketing support. Moore held a variety of jobs before franchising with SpeeDee. Most significantly, he was in the Army National Guard for six years. He “took off the uniform” in July of 2017 and finished two years of inactive duty in July of 2019. Earlier this year, he made a list of everything he wanted to accomplish professionally. He also looked at the top franchises listed in Entrepreneur magazine and made a shortlist of the concepts that truly interested him. Now with two SpeeDee franchises under his belt, Moore has already fulfilled his dreams of being a multi-unit franchise owner, and all within his first year of business. That said, he has plans to open even more SpeeDee locations. “I love the SpeeDee model,” Moore said. “SpeeDee offers a wide scope of services. Since I was shifting industries, I knew I had to come on board with a strong name and a lot of support.” As someone who knows the basics of cars but had no idea how to operate a motor shop, Moore appreciates all of the

support he has received from the SpeeDee leadership team. “They’re very professional,” he said. “In old jobs, I’ve always had leadership that was very brash and ruled with an iron fist and used fear as a tool to get you to do what they wanted you to do. I didn’t get that feeling at all with SpeeDee. They’ve always been very helpful and answered all of my questions.” Moore also receives support from other SpeeDee franchisees. “Sometimes things go wrong and customers have issues, and when that happens, I can reach out to one of my fellow franchisees or to a member of the SpeeDee leadership team,” he said. “There is always someone I can text or call who can help me.” Moore is active in his community and has incorporated his SpeeDee enterprise into his philanthropic efforts. “I’ve always been a big proponent of giving back,” he said. “I put 10% of my money toward philanthropy in one way, shape or form.” And he has not forgotten his fellow veterans. He used to work for a non-profit called Hire Heroes USA, which helps veterans enter the workforce and provides job search and resume assistance, as well as career coaching. Moore has

even participated in charity motorcycle rides for Hire Heroes USA. “I was fortunate to be able to put the SpeeDee name on a charity ride I did,” Moore said. As someone who worked in other industries before finding great satisfaction with his SpeeDee franchises, Moore encourages prospective SpeeDee franchisees to do their research and create a list of reasons as to why they want to pursue franchising. After all, he made a list himself—and when the going gets tough, he still likes to look at that list. “Keep that list so the days you’re tired or stressed — because everyone has those days — you can look at that list and keep going,” he said. “On the rough days, you can reassure yourself that you’re doing this for a reason.” FOR MORE INFORMATION To learn more about franchising with SpeeDee, visit https://www.speedeeoil. com/franchise-information/.

ABOUT THE AUTHOR Since February 2017, Ralph Yarusso has held the position of Chief Development Officer for FullSpeed Automotive, parent company of SpeeDee Oil Change & Auto Service and Grease Monkey International. From March of 2013 to March of 2017, Ralph held the position of Senior Vice President of Operations for FullSpeed Automotive. Contact Ralph at ryarusso@fullspeedautomotive.com.

“I LOVE THE SPEEDEE MODEL. SINCE I WAS SHIFTING INDUSTRIES, I KNEW I HAD TO COME ON BOARD WITH A STRONG NAME AND A LOT OF SUPPORT.” — Garland Moore WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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www.dieselbarbershop.com

Diesel Barbershop is the modern-day version of the vintage corner barbershop and appeals to what today’s customers want in a haircut experience: Awesome barbershop with a real man-cave feel!

Why Should You Become a Diesel B arbershop Fran chisee? ü Allows you to maintain your full-time employment if you want to

ü Local Area Representative helps support

Services offered include haircuts, shaves, beard trims, hot towel, shoulder & scalp massages, waxing and product sales

Franchisees

ü As an owner, you manage the managers & the financials. A CEO role.

ü ü ü ü

Technology Proof & Recession Resistant Extremely high repeat clientele Single and multiple shops are available Corporate helps find sites, manage Letter of Intent, Lease Negotiations and aids in Construction Management

ü Requires approx. 1,250 sq. feet of retail space ü Average Total single shop investment is approximately $350,000 - $400,000

ü Solid income potential (via Item 19 in FDD) ü Strong average ticket per customer

Diesel Fills a Much Needed Niche

ü The haircare industry has an annual revenue of $26 billion ü The barbershop industry has an annual revenue approaching $2 billion ü Barbershops are the fastest growing segment of the haircare industry ü With 81% of current salons failing to implement barbershop-focused marketing, this leaves a wide gap waiting to be filled

*Diesel Barbershop, LLC does not make or endorse, nor does it allow any representative or other individual to make or endorse, any oral, written, visual, or other claim or representation that states or suggests any level or range of actual or potential sales, costs, income, expenses, profits, cash flow, or otherwise with respect to a Diesel Barbershop franchise other than those contained in Item 19 of the Franchise Disclosure Document.

FRESHNESS ISN’T JUST A SAYING, IT’S A COMMITMENT. A SINCERE BELIEF THAT A GOOD MOOD BEGINS WITH GOOD FOOD AND EVERYONE HAS A PLACE AT THE TABLE. VISIT OUR WEBSITE FOR FRANCHISE INFORMATION MAHANAFRESH.COM MEET MAHANA AT THE WORLD'S BIGGEST VIRTUAL FRANCHISE EXPO! FOR DATES AND REGISTRATION DETAILS GO TO: WWW.FRANEXPOUSA.COM

VETERANS ISSUE

How to Achieve Success as a Franchisee by Jim Gormley, Consultant, The Franchise Consulting Company

here are many factors that can help you to achieve success as a franchisee. One of the benefits of the franchise model is that it provides a proven system for success. If you’re a first time buyer looking to be your own boss, buying a f ranchise can be a smart way to start a successful business. Following a proven franchisor’s system can often reduce the risk of starting a new business from scratch. While the franchise system can be a great model to follow, there are other factors that you will need to address to help you to succeed.

THE MOST CRITICAL, ELEMENT OF YOUR SUCCESS IS TO ENSURE THAT YOUR PERSONALITY IS A FIT FOR FRANCHISING. 158

3 KEYS TO YOUR FRANCHISE SUCCESS Here are three ways that can help you to achieve franchise success: 1. Select a Franchise that “fits” Your Personality An important, I would say the most critical, element of your success is to ensure that your personality is a fit for franchising. This comes from a self-awareness of your

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strengths,experience and interests. The 3 critical elements of job fit include your: a. Knowledge and skills (gained through your training and education) b. Experience (gained from past jobs, volunteering, and other activities) c. Fit and compatibility (how your personality matches other successful franchisees) When these three elements

line up, there is a great chance that you would be a great fit for franchising. Consider the last job you held where there was a good fit between the job and your personality. Chances are that your performance was high, and you really loved what you were doing. That’s because what the job required nicely matched who you are as a person. 2. Make Sure You Have Enough Money As with any business, you need to know how much money you will need to make and how much of your own money you can commit to the franchise. This also applies to how much borrowed money you can commit to the franchise. Be sure to get as much financial information as you can about the franchise before you buy it. The Franchise Disclosure Document includes information about how much you will have to pay for fees as well as financial statements and other fiscal performance. It also makes sense to speak with an accountant to help you understand the financial statements. An accountant can review your financial health and how it will be affected before you sign a contract. It will take time before you make a profit, so you need to know that you can cover business and personal expenses for an extended period of time. Speak to other franchisees to find out if they are achieving their expected revenue and profit goals. You may also want to ask how long it took them before they made a profit.

3. Do Your Research You can start your research by reading the Franchise Disclosure Document (FDD), but you will need to conduct your own research as well. Here are some research activities that can help you gather more information about the franchise: • Speak to current and former franchisees (their names are provided in the FDD) • Hire professionals to help you understand legal and financial documents • Make sure you understand the types of costs you will have to cover (including hidden costs that may include: free product to give away for special promotions; or opening day expenses.) • Conduct online research to investigate the brand’s reputation • Conduct your own market research.

It will take you anywhere f rom three to six months to complete your research. This may seem like a lot of time but purchasing a f ranchise is a big decision. It involves a large investment of both your time and money and you want to achieve success. Take the time to do this research before you sign any contract so that you do not face unexpected or costly surprises. These keys to franchise success can help you make an important business decision that’s right for you. ABOUT THE AUTHOR A serial entrepreneur with over 35 years experience in the franchise industry Jim uses that experience to help people to be in business for themselves but not by themselves. Contact Jim at 905-399-0657 or at jim@ thefranchiseconsultingcompany.ca.

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THE STAFFING INDUSTRY IS BOOMING. There has never been a better time to join Express Employment Professionals! The global staffing industry exceeded $500 billion in 2019. • Express franchisees have average annual sales per territory of over $6 million in the U.S.* • Express franchises employed more than 552,000 people in the last year.

CONSIDER THIS • Express was named the #1 staffing franchise for nine consecutive years by Entrepreneur magazine. • Express earned a 99% rating from franchisees on the quality of the Express franchise system. • 92% of current franchise owners would recommend the Express system to prospective franchisees.

WHAT’S THE INVESTMENT? Express offers two paths to ownership: • Traditional Model – Requires an investment of $150,000 to $174,000 and an active role in new business development by the franchise owner. • Professional Market Model – Requires an investment of $200,000 to $224,000 and applies to pre-designated territories with a high propensity for professional staffing. The minimum net worth required for an Express franchise is $250,000. Funding from a combination of cash in bank accounts, stocks, bonds, vested 401(k), IRA, home equity, or a line of credit is acceptable. Express funds payroll for temporary employees.

2011 – 2020

Express Employment Professionals Item 19 demonstrates an exceptionally strong ROI. • The average new owner generates annual revenue of $1,027,786 by their 12th month of operation and $2,040,268 by their 24th month. • Mature offices average over $6 million in annual sales, with an annual gross margin over $1 million. • Express franchisees paid an effective royalty of just 8.6% in 2019. *All figures are demonstrated within Item 19 in the Express Franchise Disclosure Document.

VETERANS ISSUE

Entrepreneurial Mentorship: A Valuable Resource for Veterans by Jeff DeGarmo, Consultant, The Franchise Consulting Company

very year approximately 200,000 military members make the transition from their military careers to civilian life. It can be one of the most challenging experiences that they face in their careers. Confusion and uncertainty exist not only with the corporate employers but also with the veterans themselves. And, we need to remember that veteran spouses are often transitioning civilian careers at the same time in situations where the family is relocating. Despite the reverence that most employers hold for military veterans, they often misunderstand what veterans do day to day during their careers. While there is a strong component of physical training and combat, itâ&#x20AC;&#x2122;s not all pushups and crawling through barbed wire daily. In truth, the military is a large, complex, often highly sophisticated organization with individuals

working around the world in specialized roles with a wide range of technologies. On the other side, veterans are often uncertain how to translate what they did in the military to a civilian position. Veterans have a hard time seeing how their skilled training, leadership positions, inherent flexibility and ability to adapt, exposure to a wide variety of cultures, and ability to create and follow processes are valuable tools in the civilian workforce.

While there are many companies that seek out veterans for employment because they understand the value of harnessing their experience in the military, there is another path available to transitioning military members - Entrepreneurship. Veterans have a long history of entrepreneurship dating back to World War II when it was estimated that 50% of

IN TRUTH, THE MILITARY IS A LARGE, COMPLEX, OFTEN HIGHLY SOPHISTICATED ORGANIZATION WITH INDIVIDUALS WORKING AROUND THE WORLD IN SPECIALIZED ROLES WITH A WIDE RANGE OF TECHNOLOGIES. 162

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organizations have a component of entrepreneurial mentorship for transitioning members that are interested in business ownership. VETERATI https://www.veterati.com/ Veterati provides service members, veterans, and military spouses the opportunity to schedule mentorship phone calls with successful professionals. Each individual is allowed to choose their own mentors and as many as they prefer. It is a great way to get “unlimited access to thousands of volunteer mentors: CEOs, recruiters, entrepreneurs, managers, veterans & civilians alike.”

people leaving the service started their own businesses. Unfortunately, that number has been declining into the single digits. Financial pressures and having a small business network are a large part of the decline. Considering that veteran business owners help reduce veteran unemployment, it’s a transition path that should be highlighted and supported more often. Fortunately, there are several organizations that provide transition support through education programs, networking opportunities, career coaching and mentoring. The following three non-profit veteran

CHOW https://www.letschow.org/ CHOW is a great resource for transitioning members that have an interest in the culinary arts. While they offer services like cooking therapy, cookware donations, and culinary education, they also provide business advice for aspiring entrepreneurs. Through their Food Truck Training Program, they provide a low cost of entry option to Veterans allowing them to own and operate a food truck with all the support needed to become culinary entrepreneurs. THE HONOR FOUNDATION https://www.honor.org/ The Honor Foundation is “a unique transition institute

created exclusively for the U.S. Special Operations community.” These exceptional people have made some of the biggest sacrifices for our country and in my experience have been some the nicest, most genuinely selfless people I’ve ever met. They likely have the biggest challenge during their transitions simply because of the nature of their missions and their underutilization in the private sector. There is a strong entrepreneurial aspect to THF’s transition program. While I have specific experience with these three organizations, there are many others that provide transition assistance which includes an entrepreneurial angle. Finding a mentor that has experience in that area can help make the transition from a military career to business ownership less daunting. The right mentor will be able to educate veterans on all aspects of entrepreneurship and to provide resources to help make your dream a reality. ABOUT THE AUTHOR A former Naval Flight Officer, Jeff DeGarmo has experience as a business owner who has successfully started, operated and exited both a startup and franchise business. Now, as a coach with The Franchise Consulting Company, Jeff works with individuals across the country who are considering business ownership as the next stage of their careers and investors looking to diversify their portfolios. Contact Jeff DeGarmo at 918-853-6310 or jdegarmo@ thefranchiseconsultingcompany.com. To learn more, visit https://jdegarmo. com/franchise-consulting/.

WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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Pro Realty is a Virtual Property Management operation since 2010! During this time of uncertainty it pays to be involved with a business that is considered an essential service. 100 years ago during the 1920's, the need for property managers arose due to the many vacant buildings during the depression era. Now in the 2020's, property managers are now viewed as essential services. No longer behind the scenes, but as an active and integral part of the community.

You will be provided rock solid business operations, proven leads, predictable growth, one-on-one training in a business that offers multiple streams of income.

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VETERANS ISSUE

Fibrenew Named A Top Franchise For Veterans Research Shows Strong Majority Of Veteran Franchise Owners Would Recommend Franchise To Others

ibrenew was identified by independent research firm, Franchise Business Review, as being one of just 80 franchises to qualify for its 2019 Top Franchises for Veterans list. Fibrenew, founded in 1985, prides itself on being a flexible model that provides franchise owners the tools they need to grow their territory while offering them a business opportunity that helps them build a legacy and support their families. The company offers a 10 percent discount off its franchise fee to military veteran. “We’re grateful for the service of all veterans and feel that they are an incredible addition to our franchise family,” said Jesse Johnstone, president of Fibrenew, who recently wrote in Franchising USA Magazine about how franchises can work closely with veterans. “As with all of our franchise owners, we welcome them into our Fibrenew family and work with them every step of the way as they grow their businesses.” Veterans like David Underwood, a 20-year Air Force veteran from North Carolina, is a part of a growing community of military veterans who see

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a tremendous opportunity in being a Fibrenew franchise owner. Franchise Business Review, a market research firm that performs independent surveys of franchisee satisfaction, provides the only ranking of franchises based solely on actual franchisee satisfaction and performance. Franchise Business Review publishes rankings of the top franchises in its annual Guide to Today’s Top Franchises, as well as guides throughout the year ranking the top franchises in specific sectors. To identify the companies on the list, Franchise Business Review analyzed 18 months of data from over 25,000 franchise owners, of which just over 10% were veterans, representing over 250 brands regarding their overall satisfaction with their brands and their likelihood to recommend them to others. The most recent data shows that eight out of 10 veteran franchise owners who were surveyed would recommend their franchise company to another franchise candidate and indicate that they trust and respect their franchisor. Fibrenew’s franchisees were surveyed on 33 benchmark

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DAVID UNDERWOOD

questions about their experience and satisfaction regarding critical areas of their franchise systems, including training and support, operations, franchisor/ franchisee relations, and financial opportunity. “The reality is that very few of the thousands of franchise opportunities available today are rated highly by their franchise owners,” said Eric Stites, founder and CEO of Franchise Business Review. “That’s the whole reason we do what we do, and that is help prospective franchisees understand which franchises are the best opportunities, based on the actual performance and satisfaction of franchise owners. The 80 companies named in this year’s report received the highest

ratings from the veterans who own them on our independent satisfaction survey.” Visit www. FranchiseBusinessReview.com to see the full description of the 2019 Top Franchises for Veterans. ABOUT FIBRENEW Have you ever noticed a rip in a leather couch, a faded car seat or a damaged restaurant bench and wondered; can that be repaired? The answer is yes and that’s what Fibrenew does. Since 1985, the franchise system has restored leather, plastic, and vinyl wherever it is found. Whether in a home, office, medical clinic, car, boat or restaurant. Customers love that Fibrenew saves them both time and money by offering an alternative to replacement. On-site service

from franchise owners is superconvenient and way more economical than having to buy new. As an added benefit, Fibrenew is an eco-friendly business, helping prevent thousands of items from ending up in landfills each year. Fibrenew has more than 250 trusted repair technicians across the U.S., Canada and worldwide, and is always looking for qualified candidates interested in opening their own franchise business. ABOUT FRANCHISE BUSINESS REVIEW Franchise Business Review (FBR) is the only independent market research firm that specializes in benchmarking franchisee satisfaction based exclusively on ratings and reviews from franchise owners. FBR publishes free and unbiased franchisee satisfaction research reports throughout the year online at http:// www.FranchiseBusinessReview.com.

With 250+ Franchises Partners, 30+ years of history, and plenty of room for expansion, now is the time to look at the Fibrenew opportunity. Have you ever noticed a damaged leather sofa, ripped car seat, torn medical bed or cracked restaurant seat and wondered; can that be fixed? The answer is yes, and that’s what Fibrenew does. We restore damaged leather, plastic, and vinyl wherever it is found and our customers love us for it! If you are looking for an opportunity that can’t be outsourced or replaced by machines, with rock-solid support, marketing and technology systems, an exceptional product line and a niche service that’s in-demand across multiple markets, Fibrenew could be a great fit! Visit fibrenew.com/franchising to learn more.

Get started now: fibrenew.com/franchising WWW.FRANCHISEJOURNAL.COM | NOVEMBER 2020

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UNLOCK THIS UNIQUE OPPORTUNITY, A RECESSION-PROOF EDUCATION FRANCHISE! FUN-BASED CODING SCHOOLS FOR KIDS & TEENS

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logiscool.com

VETERANS ISSUE

Brave Veteran Translated Military Experience to Become Successful Entrepreneur

n 2007, Alex Caudill felt called to serve in the United States Marine Corps Infantry so he enlisted at age 17. While in boot camp, Alex Caudill was selected to serve in the White House Presidential Detail under the Barack Obama Administration from 2009 to 2010. After finishing his time in Washington D.C. Alex then joined 3rd Battalion 4th Marines, a part of the 7th Marine Division in 2010; Alex was deployed with Kilo Company to Afghanistan. Upon separation from active

"I AM DRIVEN BY THE PHONE CALLS FROM CLIENTS TELLING ME THEY CAN LIVE THE LIFE THEY WANT THANKS TO THE HELP A PLACE AT HOME PROVIDES."

— Alex Caudill

duty, Alex joined 2nd Battalion 24th Marines out of Milwaukee, Wisconsin, and Madison, Wisconsin as part of the United States Marine Corps. Infantry Reserves. Alex’s responsibilities included serving as a Platoon Sergeant and Platoon Commander for a Platoon of Infantry Marines.

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During his Reserve time; Alex is most proud of organizing a fundraiser for a fellow Marine whose home was destroyed in a fire, leading the efforts in raising $15,000. The Marine Corps recognized his efforts and awarded Alex the Navy and Marine Corps Achievement Medal.

Throughout Alex’s military career his award highlights include Navy and Marine Corps Achievement Medal with Combat Valor, Navy and Marine Corps Achievement Medal x2, Combat Action Ribbon, Afghanistan Campaign Medal, Global War on Terrorism Service Medal, National Defense Service Medal, NATO Medal-ISAF Afghanistan, and Sea Service Deployment Ribbon. After ten fulfilling years in the Marine Corps, Alex Caudill saw an opportunity to make a difference in the healthcare sector. His military-taught values of duty, service, and selfsacrifice found new meaning when he became a franchisee of A Place At Home. He now helps the elderly to live a comfortable and independent life at home. The Marine turned entrepreneur came face to face with the challenges of this sector and chose to do something about it. As a result, he launched his first A Place At Home location in 2018 in Scottsdale, and then two additional locations in 2020 in Chandler/Gilbert and Sun City West/Surprise. He set about transforming the quality of senior care for residents in the area. “The reasons why I got into this industry were personal. Being an owner where we provide care to seniors who

cannot care for themselves, my service has a new meaning. I am driven by the phone calls from clients telling me they can live the life they want thanks to the help A Place At Home Provides,” says Caudill. Caudill holds a B.S. in Business Management from Milwaukee School of Engineering. Beyond his ten years of service in the Marine Corps, Caudill has held several leadership positions in the health industry. Those positions gave him extensive experience in the management of services in that industry. Even so, Caudill says A Place At Home is more than just business to him; it’s a way of life. He is excited about being able to employ many senior care providers who believe in our “We are CARE” philosophy. Caudill lives for the difference that he makes every day in the communities around him

and furthermore, being able to serve veterans. Caudill and A Place At Home is one of the largest service providers of the Phoenix VA non skilled care. “There are days we arrive at the office before the sun is up, and work well into the night. We can rest easy when we leave, due to our understanding of what we accomplish every day. Every day we work to provide compassionate caregivers with the opportunity to care for those who can no longer care for themselves. Every day the team at A Place At Home makes a difference in the lives of so many.” ABOUT ALEX CAUDILL After ten years in the Marine Corps, Alex Caudill saw an opportunity to make a difference in the healthcare sector. His military-taught values of duty, service, and self-sacrifice found new meaning when he became a franchisee of A Place At Home.

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BUILD YOUR OWN LEGACY ✓Senior-Focused Care ✓Multiple Streams of Revenue ✓Training and Support Join an Award-Winning Franchise in a Multi-Billion Dollar Industry. Call 888.502.6310 or visit www.aplaceathomefranchise.com ww to learn more.

A Place At Home’s Guarantee: Commit 100% to CARE Track and you will service a client in the first 90 days post launch or we will waive your first 6 months of royalties.

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