Military Entrepreneur Magazine Spring 2017

WHERE BUSINESS AND SERVICE CREATE SUCCESS

When you use veteran and military spouse companies, or hire them, everyone wins. Because they’re looking to build their future with you, and you’re looking for top talent with integrity, leadership experience, advanced education and technical know-how.

That’s why USAA has teamed up with some of America’s leading corporations to we encourage organizations of all sizes to become a part of our mission by:

• Using veteran-owned companies

• Hiring veterans and military spouses

• Supporting local veteran organizations

• Encouraging others to do the same

Join us today and start creating success for your business and America’s military families.

To learn more, contact supplier.diversity@usaa.com

Message from our Founder

What do Chick-fil-A, 7-Eleven, and Sport Clips have in common? Yep. They are all franchises.

We decided to dedicate this issue to franchise opportunities and share some success stories along the way. Unfortunately, I’ve heard some folks refer to franchises as the ‘step-child’ in entrepreneurship – we beg to differ. Consider the franchise Sport Clips. It was founded by an Air Force veteran and is ranked #6 on Forbes Best ‘Medium Investment’ franchises. Learn about Gordon’s journey from founding Sport Clips to franchising (pg. 16).

There are some serious advantages to going the franchise route, and believe me, franchise

companies WANT veterans and military families! Many offer significant discounts, and veteran franchise owners can get support from organizations like VetFran (pg. 7). I had the opportunity to attend and speak at the International Franchise Association’s national conference in Las Vegas earlier this year. It wasn’t surprising to me that these companies are specifically targeting veterans, but I was impressed with the extent to which they are committing significant resources to attract and help them be successful.

Most of us – myself included – were probably unaware that we shop at franchised companies all the time. From donuts and pizza to automotive tires and hotels. And if you, like Logan, have a fantastic company, franchising could be the perfect way to take it national.

We hope you enjoy this issue! Please share your thoughts and ideas with us. This magazine is meant to be by and for you – the military entrepreneur.

Brown Proud Military Spouse CEO & Founder, The Rosie Network

Stephanie

Stephanie Brown speaks to Fox News about the growing ranks of veteran and military spouse entrepreneurs in San Diego and The Rosie Network’s Service2CEO program (pg. 14).

Franchising

Is it the right path for you?

“The military does an excellent job providing leadership and technical skills to excel in the business world,” said Riley Emter, owner/operator of Chick-fil-A at Frontier Mall, Cheyenne, Wyoming. Riley served in the active Army for eight years and is now a Captain in the U.S. Army Reserves. Today, he works full-time as a CFA Operator and part-time in the reserves.

Riley Emter, Chick-fil-A Owner/Operator

Emter has always had an entrepreneurial mindset. But, becoming a franchisee was a foreign concept to him until graduate school. His curiosity sparked in class after doing an Organizational Leadership Assessment (OLA) on Chick-fil-A. He was impressed by the impact a Chickfil-A Operator could have on their team, community, and family and wanted to learn more.

“I reached out to the local Chick-fil-A operator and asked if I could work for him part-time to find out more about the business and see if it was something I really wanted to pursue,” Emter said. “My first week in the restaurant, I knew it was for me. So, I made it a priority to ensure I was the most qualified applicant I could be when it came time to apply for my own Chick-fil-A franchise.”

Emter worked at his local Chick-fil-A on nights and weekends for two years before applying to become an Operator. It gave him time to ensure franchising was the right path for him and his family. It also gave him time to set aside enough funds to start his venture.

Today, Emter credits the Army for preparing him to become a franchise owner. He says his time as a platoon leader and company commander taught him about goals, accountability, and influence.

“In the Army, I had a mindset never to fail,” he explained. “I’ve carried that philosophy over into my role as business owner, too.”

Emter prides himself in being able to read people at their core and develop their strengths. It’s what he thinks helped him become a successful leader in the Army. And it’s a skill he uses today with his team. While his Chick-fil-A and Army missions differ, his leadership style remains the same – seek to create an enthusiastic workforce that positively contributes to the community.

“Never forget the effect you can have on others,” Emter said when asked if he recommends franchising to other veterans. “As a franchisee, you have a continued opportunity to inspire people to excel while enabling them to unleash their full potential.”

Emter is one of 203,000 veterans and family members who’ve found success in franchising since 2011. According to the International Franchise Association (IFA), franchising is a favorable career choice after armed service. In fact, the 2014 Franchise Business Review reported that the average veteran-owned franchise generated approximately $21 million gross

receipts compared to $445,487 for all independently owned veteran businesses. And in comparison, they also employ more workers making them strong job creators.

Starting a franchise is a big decision no matter how appealing it appears. Here are some questions to consider before getting started:

1. Are you prepared to manage a business? You will receive startup training and ongoing support. But, the responsibility for managing the company’s day-to-day operations and overall success falls on you.

2. Is this a product or service you enjoy? Rookies choose franchises based on monetary ideals. They quickly find out there’s no joy in an industry they don’t enjoy. Instead, pick a trade you like – one that will keep your interest for the next 10 to 15 years.

3. Are you an entrepreneur at heart?

Committing to a franchise means you conform to follow a pre-determined formula for success. There’s little freedom to run the business your way. Those with a strong entrepreneurial spirit may want to think twice.

4. Are you a people person?

Every day you’ll be working with people from your employees to customers and your franchisor to other franchisees. Strong interpersonal skills will help you develop relationships with all types of individuals which can increase your likelihood of success.

5. Do you have enough capital to start? Start-up costs will vary from franchise to franchise. You’ll need to consider initial costs for design and construction, as well as, inventory and supplies. Insurance, utilities, salaries and advertising are other fees you’ll incur. You’ll want enough capital to start the franchise and run it until it’s profitable. This

process can take up to a year, so prepare for more rather than less.

6. Have you read the legal requirements?

There will be many legal rules and regulations you’ll have to follow. Make sure you understand them thoroughly. Consider reviewing the legalities with a professional like a lawyer who can interpret the jargon before making any major decisions.

7. Have you studied the disclosure docs? The disclosure documents are where you’ll find the financial analysis of the franchise as well as the history, success, and leadership. There should also be a directory of current franchise owners. Reach out to them. Ask about their experience as a franchise owner. You’ll learn a lot. Guaranteed.

8. What do you know about the principal directors?

You’ll be reporting to the principal directors and following their strategy for success. Make sure your values align and personalities click. These relationships will significantly impact your experience and drive to succeed.

For additional questions and support, reach out to VetFran VetFran was established as part of the International Franchise Association’s (IFA) Operation Enduring Opportunity campaign. The campaign launched in 2011 under the Obama’s Joining Forces Program. Their objective was to recruit 80,000 veterans, military spouses, and wounded warriors as employees and franchise business owners by 2014. They succeeded in enlisting more than 200K veterans and family members. VetFran helps veterans transition into civilian life. As part of their program, they created a directory of over 600 companies who provide veteran franchise incentives. Access the list at http://www.franchise.org/ vetfran-directory.

Many veterans, like Riley Emter, have found success in franchising. You can too. But, first, do your research. Find out if it’s a good fit for you. Then use the resources available to get started.

“Don’t underestimate yourself or sell yourself short,” Emter said as a parting piece of advice to veterans interested in franchising. “The military has prepared you well to take ownership of your future.”

Largest National Conference for Franchisees

January 2017, Stephanie Brown, Rosie Network CEO and Founder, spoke on a panel at the International Franchise Association’s (IFA) National Conference in Las Vegas, Nev. Gordon Logan, veteran and founder of Sport Clips, joined her.

IFA is the world’s oldest and largest franchising organization. They provide public policy advocacy, education opportunities, and media relations programs.

Their website offers a wealth of knowledge and resources for anyone considering opening a franchise.

IFA also hosts events across the country, including their national conference, which will be in Arizona next year. Learn more at www. franchise.org

PRODUCT

5 Low-Cost Franchises You Can Start for as Little as $4,000

by Tracy Stapp Herold, originally published on Entrepreneur.com

Asan entrepreneur, you are done working for other people. You want to follow your dreams, set your own goals and dive into projects you’re passionate about.

But starting a business can be expensive, risky and at times lonely. To mitigate those problems, we did a deep dive into 2017’s Franchise 500 List to find opportunities that are affordable, have proven growth potential and provide tremendous support.

Check out this list of five franchises you can start in your area for less than $4,000.

Stratus Building Solutions

Entrepreneur Franchise 500 Rank: 71

Initial investment: $3,450 to $64,550

New units in 2016: 124 units (+9 percent)

Jan-Pro Franchising Int’l. Inc.

Entrepreneur Franchise 500 Rank: 37

Initial investment: $3,985 to $51,605

New units in 2016: 375 units (+4.8 percent)

Why it might be a fit for you: Jan-Pro, a commercial cleaning company offers plenty of flexibility for potential franchisees. Whether you want to start a business from home or are looking to set up shop internationally, the company has a plan for you. That flexibility combined with its low franchising fee makes it easier for new investors than almost any other bigname brand.

Why it might be a fit for you: Jan-Pro, a commercial cleaning company offers plenty of flexibility for potential franchisees. Whether you want to start a business from home or are looking to set up shop internationally, the company has a plan for you. That flexibility combined with its low franchising fee makes it easier for new investors than almost any other bigname brand.

Cruise Planners

Entrepreneur Franchise 500 Rank: 75

Initial investment: $3,985 to $22,867 New units in 2016: 361 units (+17.4 percent)

Why it might be a fit for you: Cruise Planners, an American Express Travel Services Representative and home-based travel agent network, allows travel agents to work from home selling full-service travel packages, including cruises, land-based vacations, travel insurance, car rentals and more. So, if you’re a good planner and love travel (but also love working from home), this franchise might be a perfect niche.

CruiseOne/Dream Vacations

Entrepreneur Franchise 500 Rank: 156

Initial investment: $3,245 to $21,850 New units in 2016: 80 units (+7.9 percent)

Why it might be a fit for you: CruiseOne/Dream Vacations franchises sell travel packages, including travel protection, shore excursions, hotels and tours to individuals, couples, families, businesses and groups. The company with by far the fewest franchises, the company has been around since 1991, which means you can be a part of something small and intimate without feeling like you’re taking a big risk.

Veterans Make Great Employees

Jazzercise Inc.

Entrepreneur Franchise 500 Rank:81

Initial investment: $3,530 to $12,900 New units in 2016: 181 units (+2.1 percent)

Why it might be a fit for you: Jazzercise instructors teach a total-body conditioning program to almost half a million participants each year in the United States and more than 30 other countries. These instructors are trained and certified before becoming franchised. So, if you love fitness, this franchise might be perfect.

“The Allstate/USA TODAY Small Business Barometer discovered businesses owned by or that employ veterans tend to perform better than the norm when it comes to metrics such as past performance, recent growth, and increased sales. Owners who hire veterans say it’s the right thing to do and that employees with military backgrounds know how to work as part of a team and have personal traits that are valuable to operating a business, including self-discipline and knowing the importance of being on time.”

- Yahoo Finance, April 2017

MERLE NORMAN

A True Success Story

Merle

Norman the company dates back to the late 1920s and reads like a true ‘Made in America’ success story. Merle Norman the woman, was a true American trendsetter and patriot, in any era. She helped pave the way for American women to become small business owners, long before it was the norm.

So, Who Was Merle Norman?

Merle began her entrepreneurial journey in the kitchen creating skin care products for herself. Soon after, she started sharing her creations with family and friends. Believing that customers would come once they experienced her products, Merle coined the original (and often imitated) concept of “Try Before You Buy.”

Although Merle Norman passed away in 1972 her company, founded by a Woman for Women, remains a family-owned business. All products are made in

– Marguerite Craft, Military Spouse Studio Owner

America, including their packaging. Team Rosie met the Vice President of Operations, a West Point grad, who gave us the grand tour where the magic happens. When you buy Merle Norman products, you are truly buying American made.

Headquarters Visit Shows Rich Tradition

While some of us were familiar with the company and its products, what came as a surprise to our team was the rich history Merle Norman Cosmetics had in support of our troops during times of war. This support for our military families continues to this day.

Yeah, we know what you’re thinking: How did a skin care and makeup company aid in the war effort? Throughout WWII, they contributed to the military by manufacturing and shipping machine gun oil and camouflage sticks to the front. Merle Norman’s contribution was not as direct during the Vietnam War, but the company guaranteed any employee drafted that their job would be waiting for them upon their return and their tenure and pension would not be affected. Merle Norman instituted this practice long before any government law.

Hiring and Franchise Commitment to Veterans & Military Spouses

Merle Norman’s commitment to honor and serve our veterans and military families continues to this day. In addition to showcasing products dating back over 85 years, the Merle Norman headquarters proudly displays the names of all their employees who have served in uniform – and there are a lot of them. Hiring our veterans and offering special incentives for our service members is a top priority for this company.

“When my husband came home from Southeast Asia in 1969, he was almost afraid to say he had served. There was no welcome home, good job or thank you for your service. But now it is a badge of honor to say you have served. People seem to have more appreciation toward the veteran and they show that by wanting to purchase from those businesses that are veteran-owned.”

– Lana Baclesse, Military Spouse Studio Owner

Merle Norman

Is A Merle Norman Franchise Right For You?

Beginning with the first Studio in Santa Monica, Merle Norman has franchises located across the entire country today. Some of them are veteran or veteran-spouse owned and operated. The Merle Norman family recognizes the sacrifice made by our nation’s military spouses too, and are especially interested in assisting those who might be interested in opening a franchise, offering the same incentives to them as they do to veterans.

If you live on or around a military installation,

why not approach the on-base hair salon and ask if they’d be willing to rent a small space within the shop to set up a Merle Norman product display. They offer equipment and product for franchises from as little as 150-250 square feet to 500+ square feet as a standalone. We think you’ll find their pricing affordable, their products first-rate and their family willing to provide all the support and training you’d ever need to be successful. Interested? Just email mn4me@merlenorman.com today and get started!

“I have owned a Merle Norman Studio for 13 years. I am the wife of a U.S. Army Veteran and I also have a former U.S. Marine employed as a Beauty Consultant. Living with and working with Veterans has shown me that they are hardworking, dedicated people who have a true fighting spirit to never give up. If you read the story of Merle Norman, you will see she had the same fighting spirit. Our company is a great fit for veterans and their families. Everyone at our Home Office will stand with you and help you just like family.”

– Selina Ford, Military Spouse Studio Owner

The Rosie Network and Infinitely Fit Highlighted on Fox News

Earlier this year, Fox News highlighted The Rosie Network and Service2CEO member, LJ Eastmead in the effort to shine a spotlight on the emerging military entrepreneurial community in San Diego County. LJ’s company, Infinitely Fit, was one of three businesses which Fox News visited, followed by a stop at the Military Entrepreneur Development Center (MEDC) in Kearny Mesa. The Center is the home of The Rosie Network’s one-year, no-cost Service2CEO program, opened to all military spouses, veterans, and transitioning services members looking to launch or grow their small business. The MEDC offers free co-working space and business resources for military entrepreneurs with the goal to build a strong military entrepreneur ecosystem in the community. To view the full story, visit http://therosienetwork.org/newsvideos.php

For more information about the Service2CEO program, or the MEDC, contact Beth Holland at bholland@therosienetwork.org

Franchisee Spotlight: Engy Cox of Sport Clips

Engy

Cox of Brea, California, an Army veteran and former reservist, spent her time in the military as a supply technician for an aviation unit in Kuwait during Operation Iraqi Freedom. After the army, she was a high school math teacher and now works as an operations research analyst for the Department of Defense. Along with those duties, she and her husband Terry have a threeyear-old daughter and two Sport Clips Haircuts franchise locations, with a third in the works.

Engy says she comes from an entrepreneurial family and always knew she’d be a business owner. She and her husband researched franchise opportunities for more than a year and said Sport Clips was “above all the others” for them, primarily because of its strong support of the military and veterans.

Sport Clips was founded by CEO Gordon Logan, who is an Air Force veteran and Veterans of Foreign Wars Foundation board member. He was recently

named “Vetrepreneur of the Year,” by the National Veteran-Owned Business Association.

Sport Clips has numerous philanthropic efforts. Their “Help A Hero” program, part of Haircuts with Heart, has donated $5M to support phone calls home for deployed and hospitalized service members. Engy and Terry helped raise more than $2,000 in support of the Help A Hero campaign in 2016.

Also, Sport Clips donates to the VFW Scholarship Program helping U.S. service members and veterans take the next step in their civilian careers. To date, 700 scholarships have been awarded and are being put to use by veterans in a wide range of technical schools and colleges.

Sport Clips also supports Ageless Aviation Dreams Foundation. They offer dream flights in a restored Stearman bi-plane for veterans and spouses living in assisted living facilities. Engy and Terry volunteered to support Ageless Aviation Dreams’ event in Fullerton, Calif. A real honor for both of them.

Engy says a franchise business is much like the

military in that it is structured, and the recommended business model is tested and true. In both settings, she says it’s important to follow the rules and lead by example. Even though she and Terry are busy with careers and family outside their Sport Clips investment, she says they plan to have five stores in six years.

To find out more about a Sport Clips Haircuts franchise opportunity, visit http://sportclipsfranchise. com.

“For Veteran Engy Cox, Sport Clips Haircuts was ‘above all the others’ as a post-military franchise investment.”

JDog Junk Removal and Hauling

Turning Junk into Treasure

JDOG Junk Removal is a national franchise owned and operated by Army veteran Jerry Flanagan and wife, Tracy. More than that, JDOG franchisees are also veterans and military spouses – in fact, it is a requirement. Hiring veterans and military family members are also strongly encouraged. But what is it about ‘junk’ that makes good business?

Well, first of all, everyone has it. Yes, even you! When was the last time you looked in your garage – really looked? Your kids are in high school, do they really still use that rusty old swing set in the backyard? Last holiday you finally got that new washer and dryer you’ve wanted, and now the old ones are collecting dust and have become condos to a few furry critters. Time for all that junk to go!

Offering a quality product/service is critical for business success, but when you purchase a franchise, you are expecting that a lot of the ‘groundwork’ to have been done for you. Upfront training and ongoing support must be part of the deal. So if you’re considering going the franchise route, you should know the company and people behind it, not just what they’re selling. As veterans and military spouses themselves, the JDOG team takes care to get to know you too.

Highly Profitable Services, Easy to Deliver and Indemand

Junk removal and hauling services are ‘in demand.’ So, what about JDog Junk Removal is ‘highly profitable and easy to deliver?’ For starters, you don’t have to buy a new truck or rent an expensive office

or retail space. Unlike a retail store, where you’re expected to man the shop, this business opportunity allows you set your hours. You can use your personal truck too. But, it must be in good working condition and have the adequate towing capacity. Oh, and it must be wrapped in JDog camo (which is pretty cool).

What Does it Cost?

At $27.5K, JDog Franchise fee is an industry low. Additional start-up costs can range from $15,000 to $65,000, depending on the type of vehicle you choose, advertising, and other expenses. To receive the JDog Business Overview, complete the online application form at JDog Junk Removal (www.JDogfranchises. com). If you’re impatient (or excited), call 844-GETJDOG.

An Abiding Commitment To Our Military Heroes

By William Hecht, U.S. Chief Operating Officer of Westfield Corporation

Westfield Corporation, one of the world’s leading owners and developers of award-winning retail destinations, has launched a Veterans Initiative providing military personnel, veterans, and their families career development assistance and entrepreneurial opportunities.

Westfield is one of the world’s leaders in the design, development and management of award-winning retail destinations. Though our business has grown quite significantly over the years, we have never forgotten our humble roots—beginning in the 1950s as one small delicatessen located alongside one nondescript train station. In those early days, the business depended on putting in an honest day’s work, treating our customers with the utmost respect, and developing a relationship based on trust and confidence with the communities we served. All of those things are as true now as they were then—and serving our communities is still today one of the core pillars of our company’s culture.

Over the years, we have served in many different ways: by providing food and shelter to victims of natural disasters, by partnering with a wide range of charities and philanthropic organizations such as St. Jude’s Children’s Research Hospital and Special Olympics, and by working hand-in-hand with local schools and

“Supporting veteran-led businesses is also what prompted us to work with The Rosie Network and its community of military entrepreneurs. As part of that partnership, we will be hosting as many as 20 veteranled pop-ups at Westfield Mission Valley in San Diego on July 8th.”

community groups advancing children’s health, wellness, and education. Since the opening of our first shopping center in the United States in 1977, we have supported more than 14,000 non-profit and philanthropic groups across the nation.

More recently, we have sought to take a leadership position in assisting our country’s military veterans as they transition back to civilian life, as well as by supporting military spouses and families during the period of active duty service. This focus was a natural fit, both for me personally, and for the company as a whole. My father—himself a vet—served with distinction during both the Second World War, and for a brief time, in Korea as well. Thanks to him, the concept of honoring our military veterans for their sacrifice was ingrained in me from a very early age. A few of my family members have also chosen to serve their country, and I have tried to help and advise them as they consider life after the military.

Shortly after becoming Westfield’s COO in the United States, I was curious to see if anyone else in the company shared my passion for working with veterans as a long-term initiative. After sending out just one e-mail message to gauge interest, more than 100 of our employees immediately raised their hands. Some were vets themselves, a number had family members in the military, and others just wanted to do their part to honor our nation’s heroes. The widespread interest truly impacted me—and even more importantly—meant the Westfield Team would engage in a truly authentic way, and on a grassroots basis.

That was the beginning of the Westfield Veterans Initiative, a platform we formally launched on Veteran’s Day 2015. The objective of the initiative is to support military personnel, veterans, and their families by providing direct career development assistance and entrepreneurial opportunities.

We have recently completed our first full year of activity, and the results have been incredibly encouraging. In addition to taking proactive steps to increase the number of veterans we hire directly at Westfield, we have organized two highly successful, veterans-focused Job Fairs at our properties in New York City (Westfield World Trade Center) and Los Angeles (Westfield Century City).

Another key component of our Veterans Initiative has been one-on-one mentorship. Many of our staff members have volunteered to become personal mentors for 30 veterans in need of career development assistance, including how to write a formal resumé, how to network, how to make the most of job recruitment opportunities and websites, how to write an effective business plan, and how to raise capital and attract investors. Thus far, Westfield employees have volunteered more than 300 hours of counseling and support in this endeavor—and we are now in the process of pairing up our teams with a whole new slate of veterans this year.

Westfield’s shopping centers have been hosting pop-up retail concepts created by veterans and military families including R. Riveter, a business that provides portable careers to the spouses of active duty personnel.

We have also turned our shopping centers themselves into assets we can leverage for the cause. For example, Westfield became an official sponsor of the Team RWB “Old Glory Relay”—an annual event in which participating runners carry a single American flag 4,216 miles across the country. Two of our

Westfield’s job fairs offer military veterans a number of management options.

The Obama administration created the Champions of Change program as an opportunity for the White House to feature individuals, businesses, and organizations doing extraordinary things to empower and inspire members of their communities.

Year after year, Colin and Karen Archipley, founders of Archi’s Acres and a Rosie Business Member, have been recognized by the “Champions of Change: Veteran Entrepreneurs” program in Washington, D.C. The couple has been meeting with Obama’s Senior Policy Advisor for Rural Affairs for several years. They advocate for letting VA home loans be used to buy farms too. The couple even helped plant first lady Michelle Obama’s garden at the White House several years ago.

After being featured in the fall issue of Military Entrepreneur Magazine (M.E. MAG) which focused on veterans in agriculture, the Archipley’s took several copies with them on their reunion visit to the White House.

Archi’s Acres is a member business of The Rosie Network (www.therosienetwork.org/ archisacres). Register your business on Rosie’s List at www.rosieslist.org.

shopping centers in San Diego and Los Angeles became official race stops—giving the runners a chance to rest, but even more significantly, giving our military and civilians communities a chance to come together in a spirit of friendship and support.

In addition, Westfield has begun to help veterans start or showcase their own businesses either on our properties—or for that matter—anywhere within the communities we serve. For example, we supported the opening of a pop-up shop for R. Riveter (a retailer founded by military spouses in order to provide easily portable careers to spouses of active duty service men and women) at Westfield Montgomery, our shopping center in Bethesda, Maryland.

Supporting veteran-led businesses is also what prompted us to work with The Rosie Network and its community of military entrepreneurs. As part of that partnership, we will be hosting as many as 20 veteranled pop-ups at Westfield Mission Valley in San Diego on July 8th. The intention is to utilize our shopping center to drive visibility (and hopefully sales) for businesses created by veterans. Beyond that, we look forward to supporting The Rosie Network’s members with their retail merchandising, sales, logistics, finance, and marketing needs as we deepen our relationship and continue to serve military families and veterans in meaningful ways.

We truly believe in this cause. We are convinced that military veterans are uniquely qualified to call upon their prior training to help our country’s businesses improve productivity. We believe that veterans have a unique ability to share their deep ethos of service and excellence with us all.

After all, veterans already embody all the characteristics we are looking for in our own employees. Who is bolder and more tenacious than our fighting men and women? Who is more fearless? Who reacts to threats and opportunities more assertively? Who more innately understands the value of hard work and teamwork? Who better puts the mission and the Team first—over and above personal gain?

For all these reasons, Westfield will continue to do what we can to give back to the many women and men in uniform whose bravery and heroism continue to keep us free.

M.E. MAG Visits the White House

Launching This Fall…

An opportunity logistically engineered just for you!

Since 1946, Nexterus has been the choice of small and medium sized business owners looking to model, optimize and manage global supply chains. Beginning this fall, veterans like you with military logistics experience will have the chance to own a Nexterus franchise.

Help business owners achieve their boldest vision with strategies and tactics similar to those deployed by the world’s largest companies. Streamline inventory, craft distribution plans, manage transportation and more!

The possibilities are endless. The world is literally at your fingertips. Be among the first* to join Nexterus as a franchise owner.

To learn more about our franchising program, call Sam Polakoff at 800-937-8224, ext. 540.

Obtaining Funding

As A Social Entrepreneur

by Gary P. Poon, President of ProtoStar

As a military veteran or spouse, you probably have many wonderful ideas for starting a new business, but may be wondering how you could get seed money for you startup venture. Have you thought about becoming a social entrepreneur? If you have a sound business plan that fulfills a mission, then you may be eligible to receive some initial funding for your social enterprise.

The Social Entrepreneur

A social entrepreneur is someone who creates a viable business to address an important social issue. The business venture may try to attack the social problem directly or may devote a substantial portion of the profits to fund its mission-oriented affiliate. The social enterprise differs from a nonprofit organization in that it seeks to fulfill a mission and make a profit at the same time. In other words, a social entrepreneur endeavors to achieve a double bottom line.

Your Organization’s Social Mission

As a social entrepreneur, you must first identify a particular social problem you want to address. What are you passionate about? Is it alleviating hunger? Benefitting the environment? Helping children with special needs?

After identifying the social problem, you’ll need to articulate your vision for a better world without that problem. Your vision is not necessarily what you could achieve, but what you hope to achieve. It is your aspiration. This is the time to think big. For example, The Hunger Project envisions “a world where every woman, man and child leads a healthy, fulfilling life of selfreliance and dignity.”1

Once you’ve articulated your vision, you will need to set forth the mission of your organization towards achieving that vision. If you envision “a world without hunger,” then how will your organization realize that vision? This is when you’ll need to focus on what is achievable. You must first research how other organizations are also trying to solve the same social

“ProtoStar envisions a world in which all mission-oriented organizations will become at least self-sustaining and perhaps even profitable.”

-Gary P. Poon

problem. There are many ways to alleviate hunger in the world. The Hunger Project does it by targeting countries in Africa, South Asia, and Latin America. You may decide to concentrate on feeding the hungry in your home town, city, or state. You don’t want to end up doing exactly the same thing as some other organization. How is your idea of dealing with the social problem different from what everyone else is doing?

Last, but most important, what impact will your organization make? Some impacts are measurable, while others are not. In the feed-the-hungry example, you will be able to count how many people your organization will feed in any given day, week, month, or year. But how does one measure the impact on the physical, mental, emotional, and spiritual well-being of a child who does not have to go hungry? These types of immeasurable impacts will need to be told in stories and will form an important part of the narrative of your organization.

Your Business Plan

What we have outlined so far – mission, vision, and

impact – are what non-governmental organizations (“NGOs”) and charities do every day all over the world. For that, we are thankful. But what makes the social entrepreneur different is that s/he develops a revenuegenerating business that allows the social enterprise to become at least self-sustaining, if not profitable. To do so, you must develop a business plan.

While the basic elements of a good business plan are well known, one important difference is that it must be integrated into your social mission. Thus, instead of simply identifying the market need for your products or services, you’ll need to explain how your business plan will fulfill your vision, implement your mission, and achieve the desired social impact. In the feedthe-hungry example, there is the Biblical concept of “gleaning,” which commands that farmers leave some of their harvest “for the poor and the alien.”2 One tech company, Spoiler Alert, has modernized this concept of “gleaning” by developing a platform that “introduces advanced inventory management, accounting, and reporting capabilities to help food businesses reduce costs of unsold inventory and maximize tax deductions

The Nepal Earthquake killed nearly 9K people, injured 22K, and left countless with damaged or destroyed homes/property. We used private funds to distribute water, clothes, blankets, and medical supplies to remote villages outside Kathmandu. This example represents the powerful impact organizations can have on people’s lives when there is a clear social mission.

– Gary P. Poon

for food donations.”3

Once you’ve identified the market-based, missionoriented need, how will your organization generate revenue? As with any good business plan, you will need to, among other things: (1) describe how your products or services will meet that need; (2) assess what market you are in; (3) analyze the competitive landscape; (4) develop a sound strategy for bringing your products or services to market; (5) evaluate your management and staffing needs; (6) put together a marketing plan; (7) determine how much initial capital you will need; and (8) set your pricing to cover your costs and realize a profit. Under the Spoiler Alert business model, a 5% service fee is deducted from the supplier’s payout once a transaction with a buyer is completed. However, the fee is waived for nonprofits and food donations.4

Perhaps the most important parts of your business plan from an investor’s point of view are your pro forma financial statements. What assumptions are you making in arriving at your projected profit-and-loss statements, cash-flow analyses, and balance sheets? Are those assumptions valid? Are your earnings on the conservative side or are you being overly optimistic? If those assumptions do not pan out, what is your plan B –or even plan C?

• Challenge nonprofit entities to be self-sustaining and more entrepreneurial.

• Transform the way in which funders engage in philanthropy.

The strategy that we employ to achieve our vision and mission includes:

• Engaging in traditional grantmaking.

• Investing in start-up ventures or innovative ideas that have a social impact and could generate revenue.

• Incubating prototype projects and launching them as star companies that are socially responsible and become profitable.

We are essentially a hybrid between a philanthropic foundation, a venture capital firm, and an incubator.

As a Philanthropic Foundation (“Empower”)

The ProtoStar Group makes traditional grants to worthy projects and deserving organizations that have a well-defined mission and a measurable social impact. There are some endeavors that simply do not lend themselves to generating revenue. These types of initiatives would receive a grant.

The ProtoStar Group

The ProtoStar Group is a set of pioneering companies that find resourceful ways to fund innovative projects and organizations that have a social mission. The social problem that we have identified is that there is not enough funding to support the great work that nonprofit organizations are doing. We therefore envision a world in which all mission-oriented organizations will become at least self-sustaining and perhaps even profitable. Our funding targets are, therefore, social entrepreneurs.

Our mission is to:

• Empower organizations to better serve unserved and underserved communities worldwid.

To be considered, applicants must undergo a rigorous vetting process to ensure that they will deliver on their promises and that their proposals will have a demonstrable impact on improving the lives of individuals, benefitting the environment, or otherwise contributing to the betterment of the world. A key factor in deciding whether to fund a particular project or organization is how well the proposal will meet an unserved or underserved need.

As a Venture Capitalist (“Challenge”)

The ProtoStar Group invests in start-ups and new projects that have both a social impact and a return on investment (“ROI”). It applies the concept of Venture Philanthropy to spur Social Entrepreneurship. Social enterprises are challenged to become self-sustaining and more entrepreneurial.

To qualify for funding, the social enterprise must have a:

• Clear social mission.

• Sound business plan.

• Strong management team.

As an Incubator (“Transform”)

One of the unique features of the ProtoStar Group is the ability to incubate prototype projects and to launch them as star entities that are socially responsible and self-sustaining – hence the portmanteau “ProtoStar.” Such entities may include nonprofit organizations, benefit corporations (“B Corps”), and commercial companies that are not only profitable, but also socially responsible. Depending on the nature of the enterprise, the ProtoStar Group may retain an equity interest.

The concept of an incubator is not new, but has its origins in the commercial world. The ProtoStar Group’s incubation model is unique in the sense that it seeks to combine the best of both the nonprofit and for-profit worlds. Its primary goal is to incubate projects that have a social mission – be it in education, senior/elder care, music and arts, or the environment, to name a few sample areas of interest. But similar to commercial incubators, the ProtoStar Group believes that social entrepreneurship could open up new possibilities that result in mission-oriented organizations becoming self-

sustaining and even profitable. In some cases, an initial public offering (“IPO”) could even be launched.

By engaging in the incubation method, the ProtoStar Group hopes to transform the manner in which philanthropy is conducted.

The ProtoStar Challenge

The ProtoStar Group is always open to new ideas. Our existence depends on the innovation and creativity of social entrepreneurs, like yourselves. Our philosophy is that we must earn your trust as much as you need to earn our trust. What can we do together to make the world a better place?

To learn more about the ProtoStar Challenge, contact Gary Poon at gpoon@protostargroup.com or www. protostargroup.com

1 http://www.thp.org/who-we-are/mission

2 Leviticus 19:9-10

3 https://www.spoileralert.com

4 https://spoileralert.zendesk.com/hc/en-us/articles/212275478-What-arethe-fees-associated-with-Spoiler-Alert

M.E. Mag is the only tax-exempt quarterly publication ‘by and for the military entrepreneur’ reaching over 360,000 active-duty, retired and military dependents in the Southwest region alone. M.E. MAG has received authorization for distribution on military installations nationwide and through military transition assistance packets, community service centers and email messaging. Our readers understand business and the military community. To learn more about sponsorship, advertising or feature opportunities contact Dayna Klock dklock@therosienetwork. org, 619-818-5968.

M.E. MAG is published by The Rosie Network a nonprofit 501c3 therosienetwork.org

Service2CEO is a 12-month individualized entrepreneurship and financial literacy training program for military spouses, veterans, and transitioning service members. Participants work in the Military Entrepreneur Development Center (MEDC) located in San Diego. They receive financial literacy counseling, concept feasibility support, and business plan development. They also participate in a service-to-civilian mentorship program with community business leaders.

Currently, there are 30 participants comprised of 50% veterans, 40% military spouses, and 10% active duty. All service branches are represented: 6% Air Force, 10% Army, 17% National Guard, 20% Marines.

MEDC opened July 1, 2016, and is the first of its kind in San Diego County. The MEDC’s mission is to provide a free space for the military community that supports the pursuit of entrepreneurial ambitions and experiences that lead to skill acquisition, financial literacy, mentorship, and networking. The MEDC includes shared office space, conference and training rooms, administrative and IT support, and business skills training at no cost. For more information, please contact Lura Poggi at lpoggi@therosienetwork.org

BLUE NOSE IT SOLUTIONS INC. bluenoseit.com

1. TELL US ABOUT YOURSELF AND SERVICE:

Damon Moore, Co-Founder and President/CEO. Damon is a retired Navy Officer who served for 20 years. He holds an MS in cyber security and information assurance and a BS in computer and information systems. He has more than 18 years industry experience.

Joe Rubio, Co-Founder and Vice President/CFO. Joe is a retired U.S. Navy Civil Engineer Corps Officer who served 24 years. He is an ME and MBA with more than 16 years global and project level construction and resource management experience.

2. WHAT ABOUT YOUR SERVICE DO YOU FEEL EQUIPPED YOU TO BECOME AN ENTREPRENEUR:

Serving a calling higher than self, coupled with the values of commitment and loyalty are the foundation of our entrepreneur spirit. Values which were engrained in us since basic training. Our long-term goal is to continue to serve our society by creating fair paying jobs and a personally fulfilling work environment. We believe this will, in turn, contribute to the growth of our economy and increase our National social well-being.

3. TELL US ABOUT YOUR BUSINESS, HOW YOU STARTED AND WHERE YOU’RE HEADED:

Blue Nose IT Solutions, Inc. was founded in 2013. We are a Service Disabled Veteran Owned Small Business (SDVOSB) based in San Diego, California. Blue Nose provides cybersecurity consulting and critical facility/ infrastructure construction services. We developed the concept in 2012 while deployed. First-hand we witnessed how important aggregate functionality between IT, communications, cyber security, and the physical facilities/infrastructure was to our mission.

Once retired, we envisioned taking these diverse

functions to industry partners and applying a systembased solution to augment our global military forces capabilities with commercial best-in-breed services, equipment, resources, and solutions.

As a 100% veteran-owned company, Blue Nose is in our first year of operation. We pledge to hire veterans first. And give a percentage of our proceeds and service to the San Diego Pitbull Rescue and veteran nonprofit organizations.

4. HOW HAS THE SERVICE2CEO PROGRAM SUPPORTED YOUR ENTREPRENEURIAL PURSUITS?

The Service2CEO Program has been a significant support to our business success. The focused entrepreneurial training has improved our financials, contract law knowledge, and leadership skills. Also, having a shared office where we can focus on dayto-day operations has improved our capability for winning contracts.

Joe Rubio, Blue Nose IT Solutions Co-Founder & CFO

Damon Moore, Blue Nose IT Solutions Co-Founder & CEO

WHOLESOME KITCHEN SD wholesomekitchensd.com

1.

TELL US ABOUT YOURSELF AND SERVICE:

James Francis, Co-Founder. I grew up in the Northwest with my four sisters before attending the US Air Force Academy in 1990. I served 20 years in the military and am extremely proud and honored to have worked with the men and women of the USAF. I spent the majority of my service as a combat aviation advisor leading small teams overseas and training foreign air forces to fly and fight.

2. WHAT ABOUT YOUR SERVICE DO YOU FEEL EQUIPPED YOU TO BECOME AN ENTREPRENEUR:

Navigating the bureaucracy of the US military and learning how to think quickly in high-stress situations prepared me to negotiate the permitting process of the food industry and the complexities of owning and managing my own business.

3. TELL US ABOUT YOUR BUSINESS, HOW YOU STARTED AND WHERE YOU’RE HEADED:

My sister, Leah, started our company, Wholesome Kitchen SD. She prepared meals for her fitness clients when she had a newborn at home, and she could not actively train clients. She only did that temporarily; two years later, her clients were still asking for her nutritious, organic, savory meals. She asked me to start a new company with her based on this concept, and I said “Yes!”

We opened our doors on 1 September 2016 and have grown solely via word of mouth and referrals. We cook organic, locally sourced, paleo-inspired meals for busy and new San Diego families. We also have a focus on postpartum nutrition, providing meals that are healing and warming to new mothers and their partners.

We just hired a third cook and have a delivery

driver on staff as well. We would like to “polish” our operations and business model here in San Diego and want to be known as the organic meal prep and delivery company to go to in Southern California.

4. HOW HAS THE SERVICE2CEO PROGRAM SUPPORTED YOUR ENTREPRENEURIAL PURSUITS?

I am always so motivated after I attend Service2CEO classes. The ideas and processes they give us are extremely eye-opening, not to mention essential to running a successful business. The Rosie Network has helped me with discipline and follow-through at times when I am swamped with work and family responsibilities.

James Francis, Co-Founder Wholesome Kitchen SD

Paleo-Inspired Organic Meal Prep & Delivery

MILITARY ENTREPRENEUR

Hyatt Regency La Jolla at Aventine

3777 La Jolla Village Drive, San Diego, CA 92122

Conference 10:00 AM - 4:00 PM *Free for Military Networking 4:00 - 5:00 PM Dinner and Awards Program 5:00 - 6:30 PM Networking 6:30 - 7:30 PM

Ask Rosie!

to succeed?

7. What are your expenses and how will you do this at a profit?

Q/

What legal entity do you recommend for a startup?

Q/

How do I know what business model is best for me?

A/There is no “best” business model for everyone, though some may present fewer challenges to startup success, particularly for people who are new to the idea of having their own business. Here are four basic models:

• Create - you make or build a product and sell it to the public or to distributors

• Broker - you bring buyers and sellers together (real estate agent or stock broker)

• Owner - you charge a fee to use or access what you own (comparison shopping sites, concert venue owner)

• Distributor/Seller - you represent a product or brand (think eBay or Avon)

Then consider these questions to help determine which model will be the best approach for your idea.

1. How big is the market for your idea?

2. Who are your customers?

3. Who are your competitors and what is your value proposition – why you?

4. How will you market, promote and distribute?

5. What is the core way your business will make money and do you have secondary revenue streams?

6. What resources or strategic relationships do you need

A/

First, I’m not an attorney, but one of the most important decisions you will make as a business owner is the legal structure you choose for your company. Not only will this decision have an impact on how much you pay in taxes, it will affect the amount of paperwork your business is required to do, the personal liability you face and your ability to raise money.

Each legal form, sole proprietorship, partnership, corporation or limited liability company has its advantages and disadvantages. If you are a one-person business don’t assume that sole proprietorship is the way to go.

Always seek sound counsel before choosing a form for your business. If you cannot afford an attorney, then get advice from a trusted business professional or turn to free online resources such as SBA (https://www.sba. gov/starting-business/choose-your-business-structure) or The Rosie Network virtual resource center (www. therosienetwork.org)

Q/

A/Registering

your business name is a key step for legal operation and can be a confusing for new owners. What does it mean and what are you required to do? Registering your business name involves a process known as registering a “Doing Business As (DBA)” name or trade name. This process shouldn’t be confused with incorporation and it doesn’t provide trademark protection. Registering your “Doing Business As” name is simply the process of letting your state government know that you are doing business as a name other than your personal name or the legal name of your partnership or corporation. If you are operating under your own name, then you can skip the process. To learn what your state requires, visit: https:// www.sba.gov/starting-business/choose-register-yourbusiness/register-state-agencies

Do I need to register my business name?

Mark Your Calendar

For more information on any of these events, please email Beth Hollad, Director of Member Services: bholland@therosienetwork.org

June 6

D-Day Anniversary

June 14

Happy Birthday U.S. Army Flag Day

June 18 Father’s Day

June 22

Rosie Talks Training Series at the *MEDC

July 15

Rosie Network Day

At the opening of the Military Entrepreneur Development Center in 2016, Mayor Kevin Faulconer proclaimed July 15th at the Official Rosie Network Day

July 29

Anniversary of the Army Chaplain Corps

August 4 Coast Guard Day

August 16 National Airborne Day

September 4

Labor Day

September 11

Patriot Day

September 18 Air Force Birthday (USAF)

September 21

Rosie Talks Training Series at the *MEDC

June 23

Coast Gaurd Auxiliary Birthday

June 27

PTSD Awareness Day

July 2

San Diego Padres Military Spouse Day Come visit The Rosie Network at Petco Park

July 4 Independence Day

July 8

The Rosie Network Veteran Business Showcase Presented by Westfield Corporation Show support and patronize local veteran and military spouse owned businesses at Mission Valley Mall (Nordstrom Rack entrance)

August 17

Rosie Talks Training Series at the *MEDC

September 24

Rosh Hashanah Begins

September 28

August 29

Marine Corps Reserve Birthday

September 2 Victory Over Japan Day

Gold Star Mother’s Day

October 25

Veteran and Military Entrepreneur Conference and Awards

Hyatt Regency at the Aventine, San Diego. For sponsor info email dklock@therosienetwork.org.

November 2-4

Franchise Expo West Los Angeles Convention Center * Military Entrepreneur Development Center

Get your business in front of the 70 percent of Americans who prefer to patronize a Veteran Owned company, today. Register your business on the nation’s largest nonprofit database of ‘verified’ veteran and military spouse-owned businesses in the country. Free complete profile page. Add a shopping cart feature at no cost. What are you waiting for?

Rosieslist.org

As a veteran, you have drive, tenacity and discipline—traits that will make your business successful. First Data is proud to offer veterans and military spouses a variety of small business solutions designed to support your success. Running your business is more than a full time job. First Data makes managing your business easier with innovative solutions for everything from tracking inventory and managing employees to building lasting customer relationships and securely accepting all types of payments. If

are a veteran or a military spouse, come learn how Clover can help you grow your business.** With Clover, you can do more, know more, and sell more—more easily.