Case Studies In International Growth TODAY’S SESSION:
Learn from the stories of three diverse franchises that have grown successfully outside home borders under very different circumstances:
• Water Babies
• Bloomin’ Brands
• Hilton Matthew Patinkin
Co-Founder Double P Corporation
Chair IFA International Committee
Member IFA Board of Directors Paul Thompson
Owner
Water Babies Ltd Water Babies Takeaways
1) Use consultants 2) Have a global strategy 3) Enjoy it! Suk Singh
Executive Vice President & Global Chief Development, Franchising & International Officer
Bloomin’ Brands Bloomin’ Brands Takeaways
1) Picking the right "Partner" is the most important decision you will make 2) Exporting the Culture as well as the Brand 3) Building something worthwhile takes time Juan Corvinos Vice President Development Latin America & Caribbean
Hilton Hilton Takeaways
1) Consult with Local Advisors and choose partners wisely 2) What worked in the US might not work anywhere else...localize to adapt 3) Time your entry and always time your exit Case Studies In International Growth The WATER BABIES Story Paul Thompson Founder - Chairman WATER BABIES OBJECTIVES FOR TODAY’S SESSION:
• Insight into Water Babies International Expansion Strategy by: • (1) Establishing Water Babies in our home market • (2) Using consultants with international expansion pedigree • (3) Creating the global growth strategy www.waterbabies.co.uk What we passionately believe
www.waterbabies.co.uk The Secret Life of Babies
www.waterbabies.co.uk www.waterbabies.co.uk Our quirkiness
In everything we do, we will always remain true to the ‘quirkiness’ that is so fundamental to our brand. As such, we will continue to adhere to those other values, not so often seen on a corporate tick sheet
Only the best Innovation, The “W” word will do creativity & (work “with” fun others) Being fair & acting with Being nice integrity
www.waterbabies.co.uk It’s all about the people
www.waterbabies.co.uk Who are we?
Water Babies Bubble Ltd
WaterBumps Ltd Water Babies Ltd
Water Babies International
www.waterbabies.co.uk Water Babies core business model
www.waterbabies.co.uk
Changing the Industry
Research programme – The world’s first diploma pre-school physical activity • 341 guided learning hours • Physical benefits • Cognitive benefits • Psychological benefits
UK Government All Party Parliamentary Group (APPG) Water Babies have on a Fit and Healthy Childhood pioneered the creation of PAS 520:2017
www.waterbabies.co.uk Some key business facts
In 15 years, never advertised for a franchisee – all ‘organic’ growth & unique in franchising 52,000 babies & toddlers are taught each week NEVER had a business failure
76 franchise business6s We have raised more covering the UK, than £3 million for the Ireland, New Zealand, charity Tommy’s in just Canada, Netherlands & 7 years China
www.waterbabies.co.uk Awards
Woman Franchisee of the Year 2012 (Kate Evans – Water Babies Cornwall)
2011 2012 2013 2014 2015 2016 2017
Silver
www.waterbabies.co.uk Our franchise network
www.waterbabies.co.uk Water Babies Ireland
www.waterbabies.co.uk HSBC Global Connections
www.waterbabies.co.uk Our franchise network
www.waterbabies.co.uk Continuing to expand Water Babies globally
www.waterbabies.co.uk Water Babies International
Meet Shawn… Water Babies Canada
www.waterbabies.co.uk Water Babies International cont.
Meet Kelly… Water Babies New Zealand
www.waterbabies.co.uk Water Babies International cont.
Meet Wil & Mac… Water Babies Netherlands
www.waterbabies.co.uk Water Babies International cont.
Meet Claudia… Water Babies Germany
www.waterbabies.co.uk Entrepreneurial Expansion
www.waterbabies.co.uk Water Babies International cont.
Meet Jeff & Jin… Aqua Babies China
www.waterbabies.co.uk The Future of Water Babies
PHOTOGRAPHY LESSONS
AQUATIC CENTRES
PRODUCTS WATERBUMPS
www.waterbabies.co.uk
This is what it’s all about…
www.waterbabies.co.uk CONCLUSIONS:
• 5 Tips to a Successful International Expansion Strategy: • (1) Be established in your home market • (2) Use consultants with international expansion pedigree • (3) Make your 1st country as geographically & culturally as close to home as practically possible • (4) Creating the global growth strategy • (5) Enjoy it! OUTBACK BRAZIL Institutional Presentation SUK SINGH
Bloomin’ Brands, Inc.
EVP Global Chief Development and Franchising Officer TAKEAWAYS FROM TODAY’S SESSION:
● Picking the right “Partner” is the most important decision you will make
● Exporting the culture as well as the Brand
● Building something worthwhile takes time Founded in Brazil in 1997, Outback is the Largest brand within Bloomin’ Brands. ● Insert supporting The first Brazilian Outback restaurant text bullets was opened in 1997, in Rio de Janeiro.
The introduction of a casual dining steakhouse serving high quality ingredients complemented by a “ No Rules, Just Right” Australian based theme.
Outback is the biggest steakhouse brand in the world, with over 900 restaurants in 22 countries. OUR HISTORY STARTING IN 1988... 1988 JAN – The first restaurant opened in 1995 JAN - receives the title of Tampa Florida. most successful restaurant chain in the USA. In 1997... 1997 NOV -The first Brazilian Outback opens in 1998 DEC – The second restaurant opened in Barra da Tijuca, Rio de Alphaville, São Paulo, Brazil Janeiro, Brazil Outback Barra da Tijuca – Brazil and their Founders Peter Rodenbeck Salim Marun Giancarlo Our growth march aims to serve all the major markets offering a CUSTOMIZED SERVICE Today and EXTREME QUALITY PRODUCTS.
80% of our manager Proprietors came from 87 restaurants our business
Between 2014 and 2016, more than 6,700 NEW OUTBACKERS were hired Outback Brazil
In 2017, we celebrated 20 years in Brazil.
Today, we have 87 restaurants in 37 cities.
We welcome over 1,700,000 guests per month.
Position in market • 1st position in customer service (Exame/IBRC 2016) • No. 1 Top of mind in Casual Dining (Milward Brown)
Leader in casual dining in Brazil © Outback Steakhouse Brasil Confidential Material. Its reproduction is forbidden. TRADITION In Brazil, Outback is considered in excellence The Gold standard in Casual Dining
1st place in the food 96% customer category satisfaction (Exame/IBRC 2016)
Nº 1 – Top of mind in 9 out of 10 top Casual Dining Outback restaurants in (Milward Brown) the world are in Brazil
Outback represents Outback Brazil received 33% of all Casual the award “Top Dining restaurants in Fanpages” (Millward Brazil by Segment Brown) (Euromonitor) our essence Each employee is immediately welcomed as an OUTBACKER.
We OUTBACKERS, always approach our Customers with confidence, pride and sense of ownership. We always want to The Outback environment LOVE them. offers diversity, inclusiveness, fun and, above all, respect. tradition in hospitality excellence Quality Our Outbackers team is young, Fun cheerful, dynamic and quite inspired. We have a strong culture and we Sharing LIVE THESE PRINCIPLES EVERY DAY, every personalized service, every smile and every victory won. Pride Outback started a NEW WAY TO WORK SALAD, main course and Professionals without accompaniment experience – at lunch! The chopp is no TRAINED IN TIME longer “regular beer" RECORD! and has become CHOPP DO OUTBACK. REFIL, WE ARE PIONEERS and REFERENCE POINT !
SINGLE FORM OF TRAINING
Our bold flavor is the foundation of our cuisine.
Our ingredients are freshly made and prepared daily.
And the secret for our seasoning is in the 17 secret spices blend, amazing combinations of selected herbs and spices. NEW CUTS
DIFFERENTIATION IN THE SIZE OF THE PORTIONS: • SIRLOIN • STRIPLOIN, 375 g • PORTERHOUSE, 500 g • RIBEYE • RIBS SHARING IS THE CONCEPT Sharing RIBS!
Sharing Appetizers ! Our menu includes generous portions, with:
✓ Eight varieties of steaks ✓ Fish ✓ Chicken ✓ Pork ✓ Lamb ✓ Pasta ✓ Burgers ✓ Soups and salads
Remarking our appetizers and desserts to share, which are the differential of the chain.
© Outback Steakhouse Brasil Confidential Material. Its reproduction is forbidden. BILLABONG HOUR HAPPY HOUR Affordable For all social classes The drinks menu also offers iconic and exclusive products. Brand fans know by heart what to order from our Special Drinks or our Aussie Caipirinhas options.
Billabong Hour is the Aussie happy hour. It happens from Monday to Friday, between 5:00 p.m. and 8:00 p.m. and any drink or draft beer is half the price.
. our people MANAGING PARTNER: is the beginning and the YES, WE ARE UNIQUE! destiny
We manage 3 day parts, lunch, happy hour and dinner! Every day of the week! 1st company to ourhire young people To be an Outbacker from universities! you do not need experience in the food market! peopleWe live our Principles and Beliefs EVERY DAY! our guests Our guests love our brand and are very LOYAL to the BRAND.
No rules, just right. Celebrate Friendship. Break from routine. @OutbackBrasil
Facebook 4.2 million fans
Instagram On Facebook, we have had more than 124 million visitors in 2017 Over 640 thousand followers
Twitter 36 k followers Social network
4,231,000 FANS
March /2017 900,000 Social CLIENTS Network REGISTERED Outback is accessible: 11% = A1 40% = A2
33% = B1 13% = B2
3% = C
Our restaurants are well distributed, in high income areas and also in more accessible locations. Outback’s main clients are divided in 3 broad profiles
ASPIRATIONAL ENTHUSIASTS ACTIVE FAMILIES
© Outback Steakhouse Brasil Confidential Material. Its reproduction is forbidden. New Design
THANKS, MATE! HILTON OVERVIEW FOR IFA
February 2018 OVERVIEW
• Hilton is a leading global hospitality company with 14 brands spanning the lodging sector • Our brands are comprised of: – More than 5,200 properties – More than 856,000 rooms – In 105 countries and territories
2/6/2018 87 OUR VISION OUR MISSION OUR VALUES
To fill the earth with the light To be the most hospitable HOSPITALITY and warmth of hospitality – company in the world – by INTEGRITY by delivering exceptional creating heartfelt LEADERSHIP experiences – every hotel, experiences for Guests, TEAMWORK every guest, every time. meaningful opportunities for OWNERSHIP Team Members, high value NOW for Owners and a positive impact in our Communities. KEY STRATEGIC PRIORITIES
MAXIMIZING ALIGNING OUR PERFORMANCE ACROSS CULTURE & THE ENTERPRISE ORGANIZATION
STRENGTHENING AND EXPANDING OUR BRANDS & EXPANDING OUR COMMERCIAL SERVICES GLOBAL FOOTPRINT PLATFORM HILTON BRANDS
LUXURY & LIFESTYLE
FULL SERVICE
FOCUSED SERVICE
ALL SUITES
TIMESHARE HISTORY OF HILTON
For nearly a century, Hilton has been offering business and leisure travelers the finest in accommodation, service, amenities and value MILESTONES 1919-1964
1920 1930 1940 1950 1960
1919 1925 1943 1949 1954 1964 Conrad Hilton purchases his Conrad Hilton opens the With the purchase of the Conrad Hilton buys Hilton buys the Statler Hotel Hilton International forms first hotel, The Mobley, in Dallas Hilton, the first Roosevelt and Plaza “the greatest of Company for $111 million, as a separate company, Cisco, Texas. hotel to carry the Hilton hotels in New York City, them all,” the original which at the time was the with Conrad Hilton as name. Hilton becomes the first Waldorf Astoria in New largest real estate deal ever. president. Two years later, coast-to-coast hotel group York, NY. Conrad Hilton's son Barron in the United States. succeeds him as president of the domestic Hilton Hotels Corporation.
1958 1946 Barron Hilton introduces Hilton International the new Hilton Carte The Hilton Hotels is born, with the opening of Blanche credit card, the Corporation is formed, the Caribe Hilton in Puerto premier travel and and files to list on the Rico. entertainment card New York Stock Exchange. owned by Hilton Hotels. MILESTONES 1969-2006
1970 1980 1990 2000
1969 1982 1987 1990 2002 The first DoubleTree hotel Conrad Hotels founded, with Hilton introduces Hilton The Hilton Garden Inn Hilton Worldwide Resorts opens in Scottsdale, AZ. the goal of operating a HHonors™, its guest loyalty brand makes its debut, launches as a vacation- network of luxury hotels and program. with four locations. It ownership subsidiary, resorts in the world's major later expands to more providing its members with business and tourism than 500 properties. premium resorts and exotic capitals. vacation experiences.
1989 1970 First Homewood Suites Hilton becomes first NYSE- hotel opens in Omaha, NE. 1984 1999 listed company to enter 2006 domestic gaming business, First Embassy Suites hotel Hilton Hotels Corporation Hilton Hotels Corporation purchasing the Las Vegas opens in Kansas City- acquires Promus Hotel reacquires Hilton Hilton and the Flamingo Overland Park, MO and Corporation, expanding its International, reuniting Hilton. first Hampton Inn opens in family of brands to include Memphis, TN. DoubleTree, Embassy Suites the companies for the Hotels, Hampton Hotels and first time in 40 years and Homewood Suites expanding Hilton's by Hilton. portfolio of brands worldwide.
1979 Conrad N. Hilton passes away at age 91. MILESTONES 2007-PRESENT
2010 2020
2007 2009 2013 2015 2017 Hilton Hotels Corporation completes LightStay™, Hilton’s proprietary Hilton returns to the Hilton launches Digital Key, Hilton completes the merger with an affiliate of The sustainability measurement New York Stock Exchange, to adding to other industry- spin-offs of Park Hotels Blackstone Group's real estate and program, launched as a brand trade under the same ticker leading mobile app featuring & Resorts and Hilton corporate private equity funds. standard across the globe. symbol HLT. including digital check-in and Grand Vacations. Christopher J. Nassetta is appointed room selection. as President and Chief Executive Officer.
2017 Hilton launches its 14th brand, Tapestry 2011 Collection by Hilton. Home2 Suites, a new concept in the extended-stay market, opens its first property in Fayetteville, NC. 2014 Hilton launches two new brands: 2016 a collection brand, Curio - A Tru by Hilton brand 2009 Collection by Hilton, and a launches to reinvent the Hilton Hotels Corporation lifestyle brand, Canopy by Hilton. midscale market. changes its name and logo to Hilton Worldwide and moves its headquarters from Beverly Hills, California, to McLean, Virginia. REGIONAL DEVELOPMENT UNITED STATES & CANADA SUPPLY
2,199 660 449 350 DoubleTree by Homewood Hilton Garden Inn Hilton Hampton by Hilton
257 239 204 Embassy Suites Home2 4,467 Hilton PROPERTIES* *Four Independent 43 30 13 Waldorf Astoria Hilton Grand Vacations Curio 9 5 4 1 Tru Conrad Tapestry Canopy Data as of December 31, 2017 UNITED STATES & CANADA PIPELINE
387 340 284 148 Hilton Garden Hampton by Tru Inn Home2 Hilton
112 41 37 DoubleTree by Embassy Suites Homewood Hilton 1,445 31 23 24 Canopy Tapestry PROPERTIES* Curio 12 4 2 Hilton Waldorf Astoria Conrad Data as of December 31, 2017 LATIN AMERICA & CARIBBEAN SUPPLY
47 30 22 13 DoubleTree by Hilton Garden Inn Hilton Hilton Hampton by Hilton
7 6 3 2 2 Waldorf Homewood Embassy Conrad Astoria Curio Suites 132 PROPERTIES
Data as of December 31, 2017 LATIN AMERICA & CARIBBEAN PIPELINE
22 18 12 9 Homewood Hampton by Hilton Hilton Garden Inn Hilton
3 3 3 1 1 7 Embassy Canopy DoubleTree by Waldorf Conrad Suites Curio Hilton Astoria
79 PROPERTIES
Data as of December 31, 2017 EMEA (EUROPE/MIDDLE EAST/AFRICA SUPPLY
193 106 67 66 Hilton Garden DoubleTree Hampton by Hilton Inn by Hilton Hilton
9 9 8 5 1 Hilton Grand Canopy Conrad Waldorf Curio Vacations Astoria 465 PROPERTIES* *One Independent
Data as of December 31,, 2017 EMEA (EUROPE/MIDDLE EAST/AFRICA PIPELINE
85 81 61 61 DoubleTree by Hampton Hilton Hilton Hilton Garden Inn by Hilton
19 4 3 2 2 Waldorf Canopy Conrad Embassy Suites Curio Astoria 318 PROPERTIES
Data as of December 31, 2017 EUROPE SUPPLY
142 92 67 59 Hampton Hilton Garden DoubleTree by Hilton Inn Hilton by Hilton
8 6 5 4 1 Hilton Grand Canopy Conrad Curio Waldorf Astoria Vacations
384 PROPERTIES
Data as of December 31, 2017 EUROPE PIPELINE
69 51 30 18 DoubleTree by Hilton Hilton Garden Inn Hilton Hampton by Hilton
15 3 1 1 Waldorf Canopy Conrad Astoria 188 Curio PROPERTIES
Data as of September 30, 2017 MEA (MIDDLE EAST/AFRICA) SUPPLY
51 14 7 4 Hilton Garden Conrad DoubleTree by Inn Hilton Hilton 3 1
Waldorf Astoria Curio
81 PROPERTIES* *One Independent
Data as of December 31, 2017 MEA (MIDDLE EAST/AFRICA) PIPELINE
43 34 31 12 DoubleTree by Hampton by Hilton Hilton Garden Inn Hilton Hilton
4 3 2 1 Waldorf Embassy Conrad Curio Astoria Suites 130 PROPERTIES
Data as of December 31, 2017 ASIA PACIFIC SUPPLY
98 51 25 23 Hampton by Hilton Garden DoubleTree Hilton Inn Hilton by Hilton
18 3 2 Waldorf Curio 220 Conrad Astoria PROPERTIES
Data as of December 31, 2017 ASIA PACIFIC PIPELINE
146 96 90 58 Hilton Garden DoubleTree by Hilton Inn Hampton by Hilton Hilton
12 7 3 2 1 Embassy 415 Waldorf Canopy Curio Suites Astoria PROPERTIES Conrad
Data as of December 31, 2017 BRAND OVERVIEWS HILTON HOTELS & RESORTS
• Number of Properties: 578
• Number of Countries and Territories: 88
• Segment: Full Service
• First Property: 1925
Data as of December 31, 2017 WALDORF ASTORIA HOTELS & RESORTS
• Number of Properties: 27
• Number of Countries and Territories: 12
• Segment: Luxury
• First Property: 1949
Data as of December 31, 2017 CONRAD HOTELS & RESORTS
• Number of Properties: 34
• Number of Countries and Territories: 24
• Segment: Luxury
• First Property: 1985
Data as of December 31, 2017 CANOPY BY HILTON
• Number of Properties: 2
• Number of Countries and Territories: 2
• Segment: Lifestyle
• First Property: 2016
Data as of December 31, 2017 CURIO COLLECTION BY HILTON
• Number of Properties: 48
• Number of Countries and Territories: 15
• Segment: Full Service
• First Property: 2014
Data as of December 31, 2017 DOUBLETREE BY HILTON
• Number of Properties: 520
• Number of Countries and Territories: 41
• Segment: Full Service
• First Property: 1969
Data as of December 31, 2017 TAPESTRY COLLECTION BY HILTON
• First Property: 2017
• Number of Properties: 4
• Number of Countries and Territories: 1
• Segment: Full Service
Data as of December 31, 2017 EMBASSY SUITES BY HILTON
• Number of Properties: 245
• Number of Countries and Territories: 6
• Segment: Full Service
• First Property: 1984
Data as of December 31, 2017 HILTON GARDEN INN
• Number of Properties: 771
• Number of Countries and Territories: 37
• Segment: Focused Service
• First Property: 1990
Data as of December 31, 2017 HAMPTON BY HILTON
• Number of Properties: 2,338
• Number of Countries and Territories: 21
• Segment: Focused Service
• First Property: 1984
Data as of December 31, 2017 TRU BY HILTON
• Number of Properties: 9
• Number of Countries and Territories: 1
• Segment: Focused Service
• First Property: 2017
Data as of December 31, 2017 HOMEWOOD SUITES BY HILTON
• Number of Properties: 451
• Number of Countries and Territories: 3
• Segment: Focused Service
• First Property: 1989
Data as of December 31, 2017 HOME2 SUITES BY HILTON
• Number of Properties: 204 • Number of Countries and Territories: 2
• Segment: Focused Service
• First Property: 2011
Data as of December 31, 2017 HILTON GRAND VACATIONS
• Number of Properties: 48 • Number of Countries and Territories: 3 • Segment: Timeshare • First Property: 1994
Data as of December 31, 2017 CORPORATE RESPONSIBILITY
Using our passion for hospitality to make a lasting, positive impact on people’s lives, our communities and the environment TRAVEL WITH PURPOSE Uniting our organization around a set of global issues
CREATING OPPORTUNITIES STRENGTHENING COMMUNITIES PRESERVING ENVIRONMENT 550,000+ young people reached 10,000+ veterans and spouses hired 700,000+ volunteer hours 29% reduction carbon emissions $800,000+ project grants awarded 4M+ recycled soap bars distributed 17% reduction water use $2.5M+ donated to disaster relief 30% reduction waste output