EXPERT ADVICE
* Choosing Your Master How to build the perfect Global partnership * Training & motivation How to protect your brand Franchise * Location, location www.globalfranchisemagazine.com Where to franchise and why MASTER, REGIONAL AND INTERNATIONAL FRANCHISING
THE OPPORTUNITIES BRAD SUGARS: YOU WANT: HOW I FAST- TRACKED MY RIGHT HERE! BUSINESS
F45 FIRED-UP TRAINING: 14 EXPERTS KEY PLAYERS FRANCHISING 3 GO ON RECORD NOW! EXPO SHOW 3 HOT TICKETS
HOW YOUR VetFran: WORK CAN why partner with a military SAVE THE veteran? WORLD
PAGE WALTER PAGE JACK PAGE DAMIAN 60 BOND 72 MONSON 82 PAULL NBA athlete to powerful Why it’s essential to tell Why governments circuit speaker your brand’s story online must support franchising
Welcome [ CONTENTS ] We live in interesting times. The UK FRANCHISE 52 COYOTE UGLY is beginning its withdrawal from the OPPORTUNITIES World’s best-known saloon chain EU. With the election of the formerly 8 CeX 64 DÖNER & GYROS unknown Emanuuel Macron, France has Why this buy and sell franchise succeeds Hot sandwich concept experienced another revolution of sorts. 10 MARCHE INTERNATIONAL And no matter where you stand on Donald Trump and 68 PLATINUM WAVE Opportunities offered right now Exciting brands sourcing partners his administration, one thing is certain – no-one knows what’s going to happen next. How all these factors will 14 Oxi FRESH impact on franchising in the long run remains to be seen. The franchise that’s spreading fast ADVICE AND In these times of uncertainty, it’s not surprising that the INSIGHT British wartime slogan ‘Keep Calm and Carry On’ has 20 FASTSIGNS 12 CHECK, PLEASE! enjoyed renewed popularity. Muti-format signage franchise Why background checking is crucial working well However, you can at least be sure that Global Franchise 17 FRONT-LINE FRANCHISEES will continue to be your go-to resource for sound 26 F45 TRAINING Why military vets make good franchising advice, opportunities with expanding brands Pumped-up fitness franchise franchisees and details of upcoming expos, both in this printed issue and online, at www.globalfranchisemagazine.com. 32 UNITED FRANCHISE GROUP 28 SATISFACTION GUARANTEED In this issue you will find more great opportunities with 7 amazing opportunities Bedros Keuilian on customer service some solid brands and pages of helpful information which 38 OVER THE TOP CAKE SUPPLIES 35 HOW TO CREATE A GREAT will guide you through the red tape and help you avoid the Offers a slice of success PARTNERSHIP pitfalls which can beset the unwary franchisor. We also Choosing partners takes planning take a look at social franchising, which is helping to bring 39 SHRIMPY life-saving necessities to people in need. If you’re ever Kuwait-launched seafood chain 40 HOW MOTIVATION PROTECTS asked what franchising can do, don’t forget to mention YOUR BRAND this. In keeping with our intention to make this a truly 42 GREASE MONKEY & SPEEDEE Why good training will raise morale global publication, we preview franchising shows in South Automotive franchises going fast 44 HOW FRANCHISING CAN Africa and India and we talk to entrepreneur Brad Sugars 43 WAYBACK BURGERS SAVE THE WORLD and motivational speaker Walter The real American experience How social franchising saves lives Bond. Enjoy the ride! 46 CNA INTERNATIONAL 50 HOW ActionCOACH Leading executive search company WENT GLOBAL Ross Gilfillan Brad Sugars interviewed Editor, Global Franchise 48 WIN HOME INSPECTION [email protected] Join a national leader
Follow us on twitter: www.globalfranchisemagazine.com @globalfranmag
ADVERTISEMENT GROUP EDITOR SALES DIRECTOR Charlotte Smith Mark Forsyth [email protected] 44 (0)1323 471291 ART DIRECTOR [email protected] Lee Whiteford GROUP ADVERTISEMENT DESIGNERS MANAGER Louise Abbott, Gemma Eales, Richard Davies Cat Morton & Fiona Palmer 44 (0)1323 471291 Published by Aceville Publications Ltd [email protected] CREDIT CONTROL The Boatshed, Sovereign ACCOUNT EXECUTIVE Sue Carr 44 (0)1206 505903 Harbour, Eastbourne, East Sussex, BN23 6JH. Callum Forsyth PUBLISHER Printed in England [email protected] Matthew Tudor © Aceville Publications Ltd
004 globalfranchisemagazine.com GLOBAL FRANCHISE 26
52 55 PERFECT PITCH How to make an impact online 10 60 GLOBAL FRANCHISE MEETS Walter Bond talks public speaking
62 WHY BECOME A CFE? Are you a Certified Franchise Executive?
65 WHEN PARTNERS FALL OUT Non-compliance issues
71 FIVE MINUTES WITH RALPH YARUSSO of Grease Monkey and Speedy
72 SHOW AND TELL Why sharing your story is important
76 WHERE NEXT? How to choose your franchise country
80 6 PERSUASIVE REASONS TO GO GLOBAL Why international franchising makes sense
82 VIEWPOINT Personal takes on the franchising world
SHOWS 6 #BUYABUSINESS EXPO South Africa’s franchise expo
18 INTERNATIONAL FRANCHISE EXPO Previewing exhibiting brands
22 MASTER FRANCHISE SHOW 2017 New Delhi show reflects franchise boom 64 44
globalfranchisemagazine.com 5 SHOWS AND EVENTS
#BUYABUSINESS EXPO #BuyABusiness Expo is the first choice for entrepreneurs aiming to franchise in South Africa
he #BuyaBusiness Expo business and franchise opportunities meaningful business transactions is an annual exhibition available at the show. This is a great and leads. The show also offers held at the Ticketpro opportunity for international brands speed-networking to encourage Dome in Johannesburg to enter the South Africa market and THERE ARE connections between fellow Tfrom 31 August – 02 September for international investors to expose OPPORTUNITIES exhibitors creating potential 2017. The 2017 #BuyaBusiness Expo themselves to local franchises and FOR BOTH partnerships and collaborations. promises to build on the success of business opportunities. LOCAL AND 2016: the show expects over 8000 The show has strategically moved INTERNATIONAL WORKSHOPS visitors and offers over 60 business away from a more static exhibition to BRANDS TO MARKET Great content is vital to the success and franchise opportunities, a dynamic platform that encourages THEMSELVES TO of the exhibition and the dedicated business services, access to free engagement, networking, meetings ENTREPRENEURS #BuyABusiness Expo workshop is workshops and seminars, as well as and business deals through the AND INVESTORS a high level workshop focusing on entrance into the co-located Small many opportunities available to both WHO ARE franchising, how to enter business Business Expo. The show will again the visitor and exhibitor, creating LOOKING TO ownership, business opportunities feature networking events, a match- a dynamic business environment. GROW, DIVERSIFY and business investments. Visitors making diary and #THEClub. Carol The match-making diary, which OR ENTER INTO to the show also gain access to the Weaving, Managing Director at was introduced in 2016, allows BUSINESS business services section as well Reed Exhibitions, says #THEClub is trade visitors, investors and buyers OWNERSHIP as the Small Business Expo and the latest in a series of innovations to set up pre-scheduled meetings WITH ONE OF THE multiple other workshop areas. to keep Reed Exhibitions’ and with exhibitors. This system allows MANY BUSINESS As content is key, all feature areas franchising expos in line with global for more valuable conversations AND FRANCHISE are free to visitors and there are trends. “It is no longer enough to between the potential customer/ OPPORTUNITIES a total of seven workshop areas simply showcase opportunities: now, business partners/business owners AVAILABLE AT dedicated to assisting entrepreneurs business expo participants expect and the exhibitors, leading to more THE SHOW” and business owners to grow and real business deliverables. In line develop their businesses. with this, #THEClub is designed Other workshops available to to maximise the value investors both exhibitors and visitors of the and key franchisors gain from #BuyABusiness Expo: #BuyaBusiness Expo. Nedbank Money Matters “As part of our global network Workshop is where existing at Reed Exhibitions, we have three businesses will learn about all the franchise event partners: Franchise matters surrounding sound financial Expo Paris, International Franchise practices within a business. Content Seoul and Franchise & License Expo will include practical tips and tools Indonesia. Individuals interested which will assist business owners. in being a #TheClub member Woman in Business Workshop or an international delegate can will focus on the success stories enquire with the team for further and challenges of women in information or apply to #TheClub. business today. The #BuyABusiness Expo is not The Business Theatre simply an exhibition but a platform (Business Services) includes for brokering relationships.” introductions to the latest business There are opportunities for both services and trends. local and international brands to Development Den Workshop market themselves to entrepreneurs will focus on assisting existing and investors who are looking to small businesses with information grow, diversify or enter into business and tips on capacity building, ownership with one of the many marketing and branding.
6 globalfranchisemagazine.com AMONG TOP BRANDS EXHIBITING THIS YEAR: Bergen’s Appliance Mica Investments Repairs MiniChess Braai Hut MathZone Express Choprop Franchising My Mobi Car Wash Create-a-Book Retail Capital DIY Depot Saverite Foto First Tooti Fruti Ezi Wash Zhauns Business Franchise in a Box Opportunities House of Paint & Decor
Dear Businessman education & training, FMCG retail; ensuring there is a wide variety of opportunities Entrepreneurial Boot camp food & beverage; services; property; for visitors. The more cost-effective opportunities is a workshop for start-ups and recruitment and renewable energy. allow entrepreneurs to take their first steps towards budding entrepreneurs and will cover The appeal of the #BuyABusiness business ownership for the price of their annual beginner information including Expo is also the variety in bonus and buying a franchise or an existing, proven the role of SARS in your business, opportunities available and getting business model is a good way to reduce risk in tough creating a business plan and more. started in business need not cost a economic times. Included in this year’s exhibition fortune. The exhibition is proud to With all this happening at the #BuyABusiness are opportunities in automotive host exhibitors offering business Expo, co-located with the Small Business Expo. & manufacturing; construction opportunities from a few thousand Entrepreneurs, investors and business owners & related services; agriculture, Rand to more expensive franchises, don’t want to miss the opportunity to meet, network and connect from 31 August – 02 September 2017 at the Ticketpro Dome, Johannesburg. For more information contact the team on [email protected]
FURTHER INFORMATION
WHAT: #BuyABusiness Expo WHERE: The Ticketpro Dome, Johannesburg, South Africa Northumberland Rd and Olievenhout Ave, North Riding, Johannesburg, 2161, South Africa WHEN: 31 August – 02 September 2017, 09h00 – 17h00 REGISTRATION: Pre-registration online before 25 August 2017 is free. Entrance R65 at the door. WEBSITE: www.BuyABusinessExpo.co.za CONTACT: [email protected] +27 11 549 8300
GLOBAL FRANCHISE ONLINE See our show directory at www.globalfranchisemagazine.com/events
globalfranchisemagazine.com 7 BRAND PROFILE
[ Ce X ] THE CeX STORY CeX is rolling out its successful technology buy-and-sell concept and is looking for area and master franchisees now
eX was founded in 1992 in territories across four continents from years buying, selling and exchanging London. The best ideas are the UK to Australia. The majority of mobile phones, games, computers often the simplest and the our stores are franchised and new and digital electronics directly from TODAY THERE ARE most profitable: CeX takes stores are opening every week. the public. This requires an intimate MORE THAN 500 CeX Cthe buy-and-sell concept and updates understanding of the products and their STORES WORLDWIDE it by trading in digital entertainment AREA DEVELOPMENT lifecycles, as prices can change fast. OPERATING IN ELEVEN products. CeX retail stores buy, sell AGREEMENTS AND MASTER New developments in technology and TERRITORIES ACROSS and exchange mobile phones, games, FRANCHISES new entertainment product releases FOUR CONTINENTS computers and digital electronics CeX operates franchise stores in the can change what was a premium FROM THE UK TO directly to and from the public. UK, Ireland and Spain. In 2014 we product into a lower-priced product AUSTRALIA” What separates CeX from wider launched an extremely successful overnight. CeX analyses product supply buy-and-sell retailers is execution. We master franchise partnership and demand all the time, adjusting trade in a focused, yet complementary in Mexico. This illustrates our prices using sophisticated tools product range. The brand is publicly commitment and strength to adapting developed over the last 25 years and acclaimed in the UK as a technology to markets globally. We are looking for have a team of over 40 experts. Our goal and entertainment specialist. CeX has experienced retail operators to partner is to be the leading worldwide retailer developed a set of bespoke computer with us and share our success globally. of second-hand digital entertainment systems that simplify the process of Opportunities have opened for area products. CeX is looking to partner buying and selling. Goods are tested development agreements and master with experienced masters and area before they are bought in and then franchises. We are also seeking single developers across the world. resold with a warranty, offering unit franchise growth in our existing customers great value for money and operating territories. peace of mind. A best in class, fully transitional website solicits orders WHY INVEST? 24/7 and seamlessly shares these out In the past couple of years we’ve been amongst the retail stores to fulfill, opening on average two new stores a further boosting income. week. We are experts in buying and Today there are more than 500 CeX selling second-hand technology; it’s stores worldwide operating in eleven in our DNA. We have spent the last 25
AS A POTENTIAL CeX MASTER FRANCHISEE YOU HAVE: A track record of business management of medium to large national businesses A desire to grow the brand via multiple outlets and the financial means to do so An existing business infrastructure that could support the development, or the experience and ability to create this Good local knowledge, relationships and expertise in the areas of real estate, government and labour regulations Franchise marketing, sales and recruitment experience and knowledge of our key product lines Individuals willing to complete six-nine months training in the UK, or Europe To discuss the opportunity further, email: [email protected]
8 globalFRANCHISEmagazine.com WHERE IS CeX LOOKING TO FRANCHISE?
With 25 years of experience operating in 11 countries across four continents, CeX believes that the model will work everywhere with the right partners and so all locations are currently being considered. Recently CeX has launched stores in Australia, Italy, Portugal and Poland and is currently developing further sites for corporate stores, 10 REASONS TO INVEST WITH CeX while starting the process of beginning to franchise these locations. Area 25 years’ experience development agreements in these 500+ stores Worldwide, with stores opening weekly locations represent a fantastic Successful Master Franchise already operating opportunity as much of the initial development and Globally successful across four continents, in 11 countries learning has already Uniquely-focused model with little competition been done. Huge potential market as our focus is on very popular products Store location election, design and build support by experts Product selection and pricing by experts Marketing support by experts Global procurement network for business and branded supplies.
THE OPPORTUNITY
Following an extensive training and approval process, CeX will open a small number of stores within the country alongside the approved WINNER “BEST NEW INTERNATIONAL master. This serves to further deliver our training and direct support. FRANCHISE INTO IRELAND” 2012 A support network is just part of the partnership and helps to cement the ongoing relationship between the Master and CeX. We believe WINNER “CONTINUOUS this is something that differentiates CeX from other franchisors. With IMPROVEMENT AWARD” 2015 THE our investment in the Master’s territory, we ensure the optimum BEST FRANCHISE AWARDS support for growth and success across territory.
SUCCESS STORY AT A GLANCE:
Gabriel Moreno recently opened his sixth CeX Name of Franchise: CeX store along England’s south coast. “CeX brings an Established: 1992 innovative franchise model,” he says. “Moreover, the Number of franchised outlets: 262 (10 Nov 2016) with a total of 519 as flexible royalty policy and the 12 month guarantee we have Corporate stores too) Location of units: Currently in 11 countries made me feel confident enough to get involved.” across four continents The perfect CeX franchise owner, he adds, will be Investment range: Varies on territory “a self-motivated and passionate individual looking Minimum required capital: Varies on territory to stand out from the crowd and achieve success in Web: webuy.com a shifting and vibrant industry.” Contact: [email protected]
globalfranchisemagazine.com 9 BRAND PROFILE
[ MARCHÉ MÖVENPICK ] MARKET CUISINE WITH A MODERN TWIST Global brand Marché Mövenpick offers a culinary experience like no other
ADVANTAGES OF BECOMING A MARCHÉ MÖVENPICK FRANCHISEE Marché Mövenpick is known for its WITH MARCHÉ quality and freshness in Europe, MÖVENPICK, Asia and Canada. With Marché THE FRANCHISEE International, a potential franchisee HAS A UNIQUE has a partner that focuses on OPPORTUNITY long-term, personal relationships TO PROFIT FROM as well as transparency. We believe A PROVEN AND that, at the end of the day, it has to WELL-ESTABLISHED be a win-win situation. In that sense, OPERATIONAL we continually strive to support SYSTEM WHICH our franchisees at every stage STILL OFFERS of the process. ENOUGH FREEDOM TO SHAPE THE GETTING HUNGRY? BECOME BUSINESS OUR PARTNER ACCORDING TO arché Mövenpick is Mövenpick is a brand of Marché With over 30 years of experience and THE FRANCHISEE’S successful around the International, a Swiss quality business. proven success on three continents, CONCEPTIONS AND globe and offers a we are looking for strong partners THE CUSTOMERS’ marketplace dining WHY MARCHÉ MÖVENPICK IS with local market experience NEEDS” Matmosphere. The well-known brand is A GREAT OPPORTUNITY throughout North America, Australia unique and boasts live cooking, With Marché Mövenpick, the and Asia. Together with our refreshing finesse combined with an franchisee has a unique opportunity comprehensive franchise operations urban ambiance, and offers a wide to profit from a proven and well- support, becoming a Marché selection of homemade specialities. established operational system. Mövenpick franchisee also means Crisp salads, seasonal vegetables, Additionally, it still offers enough establishing a sustainable, beneficial homemade pasta, paper-thin pizzas freedom to shape the business relationship for both parties. with innovative toppings, tender grill according to the franchisee’s specialties, homemade European conceptions and the customers’ dishes like Swiss Rösti, delicious needs. Generally, we provide our pastries, yummy sandwiches with franchisee with a solid concept, AT A GLANCE: traditional bread baked in-house by the including operational and Natural Bakery, or a delicious, fresh administrative processes, assistance Name of Franchise: Marché Mövenpick bouillabaisse from the seafood island. in planning and designing a Marché Established: 1983 Our enhanced self-service and Mövenpick, as well as access to over Number of outlets: 180 Units (85 Marché’s), thereof semi self-service operating concepts 500 recipes. From this wide range of 3 Marché Mövenpick franchise fulfill the highest expectations of recipes, the franchisee has the option Location of units: Germany, Austria, Slovenia, Norway, quality-conscious guests looking for of creating a range of offers that best Hungary, Croatia, Singapore, Indonesia, Toronto healthy cuisine and transparent fits the taste of its customers. Investment range: USD 2 mio. – 3.5 mio Minimum required capital: USD 2 mio methods of food preparation. Marché The franchisee has the freedom to Master fanchise sought in: USA, Canada, Australia Mövenpick is the perfect choice for choose local suppliers and products and Asia all kind of target groups, featuring a – as long as the quality is impeccable. URL: www.marche-int.com wide and fresh assortment that can With our well-balanced concept, the www.marche-moevenpick.com/franchise appeal to everyone. The brand is franchisee can provide fresh food that Contact: [email protected] especially distinguished by its is, without exception, produced [email protected] family-friendliness. Marché in-house and in front of the guests.
10 globalfranchisemagazine.com
ADVICE
CHECK, PLEASE!
Tom Jaeb explains why professional background checks are crucial to your success
onducting due diligence Verification of Regulatory or A background check is only as current background checks on Occupational Licenses. Whether as the date it is conducted. Business potential franchisees, it’s a personal or business license or and individuals change over time and business partners, certification, verification should be you don’t want to be the last to know if Cacquisition targets, vendors and other conducted with the governing body negative changes are occurring. relevant counterparties has become or issuing agency or association. increasingly popular in the wake Ask for confirmation of license status COMMON PITFALLS of the recent explosion of financial as well as any history of complaints The following examples are common frauds. But a poorly conducted or discipline. mistakes when conducting due background check is just as dangerous Media and Internet Scans. This diligence background profiles: as no background check at all. should include comprehensive, Whether you conduct background thorough searches of internet search Over-reliance on database records. profiles internally, use an outside firm, engines, appropriate social media More and more court records or are considering implementing a and social networking platforms are available online or through background check program or policy, and available newspaper and trade comprehensive database offerings. here are some tips to help and some journal articles. In addition, searches pitfalls to avoid. should be conducted through complaint sites such as ripoffreport. TYPICAL COMPONENTS com. At a minimum, the search A real background check should should attempt to reveal negative include the following components items such as complaints, lawsuits, at a minimum: regulatory actions, etc. Public Record Searches. At Verification of Identity On a minimum this should include individuals. This would include thorough searches for bankruptcies, verification or validation of the civil litigation, judgments, tax liens, subject’s name, address history, criminal records and UCC filings. date of birth and social security number. This insures that you are While this is no means a perfectly running subsequent searches against comprehensive background search, the proper names, in the proper the above components represent time frames, and in the proper a reasonable search under most jurisdictions. On businesses this is circumstances. Following these usually a check with the Secretary guidelines yields a report which of State to confirm company name, should catch most major red flags name history, business type, corporate or significantly negative pieces of status, etc. information. Additional components Credit Reports. Whether it’s should be added based on the type a personal credit report on an of business, the structure of the individual or a commercial credit transaction and the overall risk report on a business, these reports associated with the deal. give you a decent idea on the subject’s payment history as well as a cursory ONGOING MONITORING search for public records such as Depending on the length of the bankruptcies, liens and judgments. relationship and other factors, Note that you may need a signed consider ongoing monitoring to release/authorization to pull credit on detect negative items during the an individual. course of the relationship.
12 GLOBALFRANCHISEmagazine.com However, there is still no substitute background profile gives a snapshot to meet changing budgets and for on-site, manual research of the potential debtor for a specific turnaround times. If your when it comes to official court moment in time. This information vendor has a one-size-fits-all records and government agency can be extremely valuable if you are mentality, look elsewhere. A BACKGROUND records. Most online sources are trying to prove fraudulent transfers CHECK IS ONLY AS incomplete, outdated or simply not or conveyances have occurred at CONCLUSION CURRENT AS THE DATE comprehensive. Ask your provider some point during the litigation or Whether your business is getting IT IS CONDUCTED. if they have on-site researchers that collection process. involved in a small deal, a larger BUSINESS AND visit local courthouses on a daily merger or acquisition, or you INDIVIDUALS basis. These researchers are familiar BEST PRACTICES FOR simply want to know more about CHANGE OVER TIME with the court databases and know CHOOSING A BACKGROUND a prospective franchisee, vendor, AND YOU DON’T WANT how to properly conduct research CHECK VENDOR partner, or borrower, take the time to TO BE THE LAST TO in their jurisdiction. Despite the Licensing. Make sure your set up an effective policy regarding KNOW IF NEGATIVE increased availability of information background check vendor is licensed. due diligence background checks CHANGES ARE on the internet, this is still the gold Many states, including Minnesota, and choose the proper vendors or OCCURRING” standard for legitimate background require a private detective license for information sources. A little time check agencies. companies engaged in background and a reasonable investment in Over reliance on internet investigations. proper due diligence can save a scans. A Google search is not a Insurance. Make sure your vendor lot of headache and a lot of money background check. While internet carries adequate Errors & Omissions in the long run as well as mitigate scans are useful, they are simply (E&O) insurance. Ask for their risk to your reputation. one component in a comprehensive certificate and confirm it with the background profile. insurance company or agency. Compare apples to Apples. The ADDITIONAL BENEFITS OF cost of a “background check” can PROACTIVE DUE DILIGENCE vary greatly from agency to agency. A proper background profile can If the price or turnaround time ABOUT THE AUTHOR help franchisors, business owners, you have been quoted sounds too lenders or investors avoid getting good to be true, it probably is. This Tom Jaeb is the President of Heartland involved in deals in which the usually means the background check Investigative Group, a licensed private detective likelihood of default or litigation is company is using purely online or agency headquartered in Minneapolis, MN. great. This is obvious. But the initial database-driven information sources Heartland has served the franchise, corporate, background profile also provides a which are cheaper and faster to legal, financial, real estate and insurance wealth of information to the persons run but can lead to major gaps and communities for over 25 years providing state responsible for litigation, work deficiencies in the report. of the art investigative and forensic services to a outs, or collection if the deal goes Flexibility. Find a vendor that broad array of clients. Tom Jaeb has conducted or bad. The information contained can customize reports to meet your managed over 20,000 investigations in his 20 years in the initial background profile needs on a case by case basis. No two as a professional investigator. His areas of expertise provides a perfect foundation for the deals are the same and your provider include due diligence background profiling and asset investigation. In addition, the should be able to tailor solutions asset investigation. www.heartlandinfo.com
GLOBALFRANCHISEmagazine.com 13 BRAND PROFILE
[ Oxi FRESH ] WALL-TO-WALL SUCCESS Oxi Fresh Carpet Cleaning seeks master franchisees to steer international growth
ince 2006, Oxi Fresh OXI FRESH ISN’T JUST ABOUT CLEANING CARPETS, IT’S ABOUT BEING AN ENTREPRENEUR. Carpet Cleaning has IT’S ABOUT CHANGING HOW PEOPLE THINK ABOUT THIS MULTI-BILLION DOLLAR INDUSTRY. become one of the fastest- CUSTOMERS DON’T HAVE TO DEAL WITH SOAKED CARPETS AND SHADY TECHNICIANS, AND growing carpet cleaning BUSINESS OWNERS DON’T HAVE TO GET BURIED IN PAPERWORK AND PHONE CALLS. OXI FRESH Sfranchises in North America, HAS REVOLUTIONIZED CARPET CLEANING, AND NOW WE NEED ENTREPRENEURS TO HELP US expanding to more than 320 locations BRING OUR MODERN SYSTEM TO EVERYONE AROUND THE WORLD.” throughout the United States and JONATHAN BARNETT, PRESIDENT AND CEO, OXI FRESH Canada. The company has won numerous awards, been recognized Among the company’s Upon completing a multi-week frequently in the media, and has achievements is its low-moisture, training program at Oxi Fresh’s become one of the top cleaning environmentally-friendly cleaning headquarters in Denver, Colorado, companies in the franchise space. system. Through its focus on the master franchisees will also Jonathan Barnett, the company’s efficient practices, the company receive ongoing support. founder and CEO, says that he takes has reduced traditional dry times “Of course, we only want to pride in the company’s success, but OXI FRESH IS ALSO from 24 hours to just one hour, award these master franchise that he’s also looking to do more. KNOWN FOR ITS while still providing what can only opportunities to talented, “When I started this carpet cleaning ADVANCED BUSINESS be considered world-class results. experienced entrepreneurs,” said franchise as a young man, I couldn’t SYSTEMS THAT Currently, the brand has over 106,000 Kris Antolak, the company’s vice have imagined the growth it would PROVIDE HIGH LEVELS reviews on their website, averaging president. “After all, we want to undergo or the impact it would have OF SUPPORT FOR at 4.6 out of 5 stars. maintain the strength of our brand on others. Now that we’ve achieved FRANCHISEES IN Oxi Fresh is also known for its as we expand.” all this, that just serves as a solid TERMS OF MARKETING advanced business systems that Oxi Fresh is currently looking for foundation on which we can continue AND OPERATIONS” provide high levels of support for master franchisees who have: to build the brand.” franchisees in terms of marketing Significant experience in and operations. Oxi Fresh offers franchising & master franchising/ online, video-driven universities, area development with other brands turnkey marketing programs, Significant cleaning industry or automated advertising tools, and a related industry experience Scheduling Center that manages all Significant management incoming calls. experience, ideally in both multi- “Oxi Fresh can offer customers unit and corporate settings everywhere so much, and so all we Necessary net worth need are entrepreneurs who can bring (determined by Oxi Fresh) our green carpet cleanings to their Commitment to the brand and respective countries,” Mr. Barnett drive to expand said. “I can’t wait to meet these businessmen and women and to show THE BEST CARPET the world what Oxi Fresh can do.” CLEANER FOR THE TOP The company’s international ENTREPRENEURS growth will be steered by master “I’ll admit that we make a lot of franchisees who will work hand-in- claims at Oxi Fresh – that we’re hand with Oxi Fresh’s committed green, convenient, great for management team to gain a full entrepreneurs, and even that we’re understanding of the company’s the best carpet cleaning company revolutionary cleaning system and out there,” said Barnett. “The thing powerful suite of business tools. is, we can back up those claims.”
14 globalfranchisemagazine.com cleaning, tile and grout cleaning, sand-less wood floor cleaning, and the Total Odor Control Program. Additionally, the company offers all of its services for commercial clients.
MARKETING SUPPORT The company provides its franchisees a wide range of turnkey marketing solutions in a single platform. Included in this suite is an email marketing program, text message marketing tools, an online print store, detailed marketing reports, and much more
OPERATIONS SUPPORT Franchisees in the Oxi Fresh system are provided with numerous support tools for their business. The company provides training programs, profitability coaches, the Scheduling Center, and much more.
“Oxi Fresh is not content to use old methods that have failed to get the necessary results for years. Jonathan Barnett figured, if the solution is not out there, then he needed to develop it. And he did just that, and that’s why Oxi Fresh is the frontrunner in the evolution of the carpet cleaning industry,” said Oxi Fresh franchisee Jesse Keyser who, along with his brother, Charles, operates nearly 25 Little Caesars, Sports Clips and Oxi Fresh franchises. “Oxi Fresh’s rapid growth is due to both the result of providing a fantastic cleaning system and the company’s According to the company, there company’s pile-lifting cleaning continued commitment to ensure are three important factors that set machine then extracts this debris, the success of its franchise owners Oxi Fresh apart for consumers: rescuing carpets from years of – offering a perfect carpet cleaning embedded grime. franchise opportunity.” GREEN AND SAFE FOR For more information about Oxi FAMILIES FAST DRY TIMES Fresh’s franchise opportunity, visit Oxi Fresh products are carefully With old-fashioned steam cleaning, www.oxifreshfranchise.com. designed to maximize both carpets can take anywhere from 12 effectiveness and eco-friendliness. to 24 hours to dry. Oxi Fresh’s best One product even has the EPA’s carpet cleaners only need about coveted Safer Choice label. What’s two gallons of water to get a carpet more, where other cleaners use 40-60 looking and feeling fresh, which gallons of water to clean a home, Oxi reduces dry times to just one hour. AT A GLANCE: Fresh only needs two gallons. That 95% reduction has helped save over Beyond their cleaning results, Name of Franchise: Oxi Fresh Carpet Cleaning 30 million gallons of water. Oxi Fresh also offers numerous Established: 2006 important features for its Number of franchised outlets: 320 OXYGEN-POWERED franchisees. These include: Location of units: U.S. and Canada CLEANINGS Investment range: $45,000 - $60,000 Through a combination of an CLEANING SYSTEM Minimum required capital: $35,900 URL: www.oxifresh.com encapsulator and oxygenated booster, Oxi Fresh isn’t just a carpet cleaner. Contact: Kris Antolak, Vice President Oxi Fresh’s products rapidly break The company offers a range of [email protected], 720-963-6193 down and capture dirt and oils. The services that include upholstery
globalfranchisemagazine.com 15
ADVICE
FRONT-LINE FRANCHISEES
From front-line serviceman to franchisee, VetFran owners are on a mission to succeed, says Gary Findley
ife after the military: it’s Originally founded in 1991 as a way franchising business model, in a journey that thousands to thank veterans returning home return, provides a proven system of men and women make from the first Gulf War, VetFran was to follow, comprehensive training BRINGING AN each year as people re-launched after the September opportunities, scalability, and the UNMATCHED Ltransition from years of dedicated 11, 2001 terrorist attacks by the need for excellence in operational SKILL SET TO THE military service to a future of open- International Franchise Association execution. This is where military TABLE, VETERANS ended civilian life. With it comes as a way to help assist U.S. veterans veterans excel, learning a system REPRESENT A many life-changing questions: where and their families. and executing it to perfection. LEAGUE OF THEIR will I live? what will I do? And, more Bringing an unmatched skill set Equipped with these different tools OWN TO TRUST specifically, what am I equipped to do? to the table, veterans represent ideal and a little bit of determination, a WITH A FRANCHISE As it turns out, franchising has partners to trust with a franchise veteran can succeed within VetFran CONCEPT” provided an attractive answer. concept. With years of discipline, and franchising, just like franchisee Growing numbers of veterans are training and good old-fashioned hard Joey Buchino. trading in the uniform they wore for work behind them in their former their country for a uniform they now military careers, veterans are willing VETERAN FRANCHISEE wear for their business. In doing so, to go the extra mile, follow the system, Buchino served in the Army for 13 they bring with them valuable skills, and accomplish a mission successfully. years, where he rose in the ranks training and experience. Helping them to a Sergeant First Class. Since make that transition in the U.S. is a IDEAL PARTNERSHIP he has returned to civilian life, he program called VetFran. Creating the ideal partnership, the took on the mission of becoming a Restoration 1 franchisee. Every day he utilizes skills he learned in the army. He works with a team to accomplish tasks, stays organized as a small business owner and ultimately gets the job done no matter how dirty or how long it takes. And he does it right. So, here’s a note to franchisors looking to expand with true talent. Look at your military veterans with resumes at the ready. Embrace the vision of an entire labor pool trading combat boots for work boots and you’ll find that veterans utilize their gifts in a positive way to do business.
ABOUT THE AUTHOR Gary Findley is the CEO of Restoration 1®, one of the fastest-growing and most- trusted restoration franchises in North America, which is headquartered in Waco, Texas.
globalfranchisemagazine.com 17 SHOWS AND EVENTS
NEW YORK HOSTS INTERNATIONAL FRANCHISE EXPO June 15 sees the doors open at The Javits Center New York City on the big daddy of franchise expos. Be there!
eople from all 50 United WHY GO? programs are listed at www.ifeinfo. States and more than The top franchise brands exhibit com/conference. Because of the 100 countries. Some at the IFE. For international visitors, large crowds, it’s advisable to reserve 400 franchise concepts. the IFE is the only place to meet seating in the major seminars such PWhere else, but at the International leading brands from the USA and as the A to Zs of Buying a Franchise. Franchise Expo in New York City? other countries of the world, and The 2017 IFE will feature a new This year’s extravaganza is upon us that’s important, especially if you seminar for existing franchisees who again, with The Javits Center on West want to buy a master license. People want to become multi-unit operators. 34th St playing host to the world’s who want to buy one franchise unit Other new seminars at the 2017 IFE greatest franchise expo. If you haven’t come to the IFE alongside people include The Advantages of Buying an registered yet, time to prioritise this: who want to buy multiple units and in Existing Franchise; Married Couples doors open on this three-day event 15 some cases multiple brands. Others as Business Partners: Pros & Cons; and June. Details are at www.ifeinfo.com. come to the IFE to buy the rights Think Like a Franchise Owner. Register using promo code PREVIEW to develop a franchise in another to claim your free tickets. country or region.
TIME-PROVEN SUCCESS Launched more than 25 years ago, the IFE benefits from MFV’s expansive marketing budget and the cumulative marketing efforts of all the exhibitors, which accounts for millions of dollars in promotion. The IFE also benefits from the U.S. Commerce Department’s International Buyer Program (IBP). AT A GLANCE Big brand names including Brightstar Care, Gold’s Gym, IHop, Roy Rogers, WHAT: International Sylvan Learning, Midas, Aamco, Franchise Expo WHERE: Jacob K. Javits Fastsigns, Wendy’s and many more Convention Center attract huge crowds on the IFE 655 W 34th St, New York, show floor, but there’s also plenty NY 10001 of activity behind the scenes in the WHEN: June 15-17, 2017 conference center. WEBSITE: FULL EDUCATIONAL PROGRAM www.IFEinfo.com IFE, unlike any other expo, offers a CONTACT: comprehensive educational slate of [email protected] | (201) 226-1130N franchise seminars, many of them MORE INFORMATION: free. Visitors who want to buy a www.globalfranchisemagazine. franchise or franchise their business com/events/the-worlds-greatest- will find multiple seminars to meet franchise-show their needs. All of the educational
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New york show_SHOWS AND EVENTS.indd 1 31/05/2017 14:29 BOOTH 326 Firehouse Subs is a fast casual restaurant chain with a passion for Hearty and Flavorful Food, Heartfelt Service and Public Safety.
BOOTH 625 Amazing Lash Studio provides eyelash extensions in contemporary studios featuring comfortable lobbies and private application suites. OFFERING BOOTH 632 Jon Smith Subs is a fresh new opportunity with a track record for BOOTH 105 Steak ‘n Shake pioneered OPPORTUNITIES success, serving high-quality subs, premium Steakburgers™ and right off the grill, overstuffed and piled hand-dipped milk shakes. high with the freshest ingredients. With a newly revitalized AT IFE 2017 BOOTH 750 franchise program, this classic Boston’s is a family-friendly American brand seeks single casual dining restaurant and and multi-unit developers. energetic sports bar under one roof. Since 1964, Boston’s has been providing a relaxing atmosphere and fabulous food to everyone. BOOTH 108 Owning a Husse franchise is a great opportunity for a pet lover to become a business owner in the booming industry of GMO-free pet food. BOOTH 224 Make money and enjoy high margins. Ever since 19-year-old Jimmy BOOTH 714 John Liautaud opened his first BOOTH 920 With 3,800 Carl’s Jr. and Hardee’s At Wayback Burgers we use only Sandwich Shop in Charleston, restaurants in 44 states and 40 fresh, never frozen ground beef, and IL in 1983, Jimmy John’s has countries, CKE Restaurants cook every single burger to order. been building a reputation for Holdings, Inc. is a franchise-focused That’s the way great-tasting burgers fresh quality products, high- company dedicated to helping our used to be made, and the way we speed execution and delivery. franchisees grow their operations. still make them today. BOOTH 734 One of the world’s largest casual dining brands and the leader in its category, Applebee’s Grill & Bar offers a lively bar & grill experience with hand-crafted drinks and innovative appetisers.
BOOTH 1028 BOOTH 627 BOOTH 335 Farm Stores, the largest, most Now is the time to join one of Since its inception in 2001, Crust BOOTH 624 innovative drive-thru convenience the hottest industries with Gourmet Pizza Bar has grown to Featured on the hit CBS reality series store chain in America, is one of the fastest-growing more than 200 stores in Australia Undercover Boss, Retro Fitness franchising for the first time, companies. With television and has expanded into Singapore. is an investor-friendly franchise targeting qualified single-unit and shows like American Idol and Seeking development partners in the with strong-unit economics and multi-unit candidates and area Glee, America’s never been USA now. streamlined business operations. developers nationwide. more addicted to music.
globalfranchisemagazine.com 19
New york show_SHOWS AND EVENTS.indd 2 31/05/2017 15:04 BRAND PROFILE
[ FASTSIGNS ] BUILDING A GLOBAL PRESENCE FASTSIGNS master franchise and area developer opportunities are now available in Quebec, Central and South America, the Middle East, Southeast Asia and Europe
ontinuing its momentum FASTSIGNS’ international growth FASTSIGNS HAS following record- as we now have more than 75 RECENTLY ADDED A breaking growth in locations operating abroad,” said VIRTUAL REALITY TOOL 2016, FASTSIGNS Mark Jameson, EVP of Franchise TO HELP CUSTOMERS CInternational, Inc., the world’s Support & Development, FASTSIGNS VISUALIZE THEIR leading sign, graphics and visual International, Inc. “Since 2016, we’ve SIGNAGE, OFFERING communication franchise, has entered two new countries and signed THE UNIQUE ABILITY ramped up its global expansion with franchise agreements to open an FOR CLIENTS TO the announcement of continued additional centers outside of the U.S. SEE HOW THEIR focus on master franchise and area It’s a testament to both the strength INVESTMENT developer opportunities available of the brand and the confidence our WILL LOOK UPON around the world. international franchise partners have in INSTALLATION” FASTSIGNS is now seeking FASTSIGNS’ proven business model.” master franchisees and area developers to help grow the brand CREATING 21ST-CENTURY in Canada, Central and South SOLUTIONS America, the Middle East, and FASTSIGNS continues to add expanded Southeast Asia, recently exhibiting products and services including, digital at The Franchise Show in Calgary to signage, augmented realty with static promote expansion opportunities in signage and developing a marketing Alberta and Quebec, as well as at the orientation. FASTSIGNS has recently Franchise & License Expo in Jakarta added a virtual reality tool to help as FASTSIGNS looks toward growth customers visualize their signage, in Indonesia, Singapore, Malaysia, offering the unique ability for clients and Vietnam. to see how their investment will look With more than 660 upon installation. FASTSIGNS is independently-owned and operated always researching new ways to help locations in nine countries franchisees profit from trends and meet proven practices, strong business worldwide, FASTSIGNS continues cutting-edge business needs. model and well-known brand that to make its mark on the international increases profitability. stage thanks to master franchisees BENEFITS OF FRANCHISING Franchisees benefit from a robust in the UAE, Australia (where centers WITH FASTSIGNS training and support program, including operate as SIGNWAVE®), Puerto As a franchisee with FASTSIGNS, FASTSIGNS University and sales Rico, the Dominican Republic, and entrepreneurs and business owners training, a franchise mentor to guide the U.S. Virgin Islands accelerating alike are provided with the tools them through the obstacles they their growth. In April, FASTSIGNS needed to run a successful, prosperous face as they build their business, and opened its second location in business with unparalleled support assistance from the FASTSIGNS the UAE’s largest city, Dubai and from the FASTSIGNS family and community such as regional meetings, continues to see growth in the UK corporate network. The brand prides annual conventions and vendor shows, and other markets abroad itself on representing the gold standard message boards, and a Franchise “It’s a tremendous time for in franchisee benefits through its Advisory Committee.
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FastSigns_BRAND.indd 1 31/05/2017 14:52 ADDITIONAL SUPPORT FOR ADDITIONAL AWARDS INCLUDE: FRANCHISEES INCLUDES: Franchise Business Review— 2016 Best In Category Award Respected and recognized brand Franchise Research Institute — Global buying power World-Class Franchise 2006-2017 State-of-the-art technology Canadian Franchise Association — Scaled royalty programs 2017 Franchisees’ Choice Designation” FASTSTART training on Franchise Grade — Top 500, efficient procedures Ranked #19 overall Effective local and national marketing IDEAL FASTSIGNS CANDIDATE Protected territories As FASTSIGNS continues to expand internationally through master FASTSIGNS has more than 120 franchisees and area developers, the support staff serving our 650+ brand is looking for strategic partners franchisees. That’s a support ratio of who are passionate about: 1:6, the largest of any sign franchise Being open and positive anywhere. FASTSIGNS has also Acting with passion won numerous industry awards for Doing the right thing franchisee satisfaction and the unique Doing what you say and making it great resources we provide.
AWARD-WINNING FRANCHISOR As a testament to the brand’s exceptional reputation as the select choice for franchisees, FASTSIGNS was recently ranked number 1 in the Business Services/Signs category and 95 overall in Franchise 500®. Acknowledged by entrepreneurs and franchisors as a top competitive tool of measurement, the Franchise 500® recognizes FASTSIGNS for its exceptional performance in areas including financial strength and stability, growth rate and brand power.
AT A GLANCE: Name of Franchise: FASTSIGNS International, Inc. Established: 1985 Number of franchised outlets: 660 franchised Location of units: United States, Canada, England, Saudi Arabia, UAE, Grand Cayman, Mexico, and Australia Investment range: $182,329 USD – $267,520 USD; Master Franchise: $300,000 USD – $750,000 USD Minimum required capital: $80,000 USD; Master Franchise: $750,000 USD Web: www.fastsigns.com Contact: Mark Jameson, [email protected] Tel. 214-346-5679
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FastSigns_BRAND.indd 2 31/05/2017 14:54 SHOWS AND EVENTS
[ MASTER FRANCHISE SHOW 2017 ] BIG DEALS, BIGGER OPPORTUNITIES Delhi’s Master Franchise Show 2017 is once again ready to boost the franchise industry in India and reveal present franchise trends
With the influx of THE MASTER FRANCHISE MODEL IS A GREAT WAY TO BRING TOGETHER ENTREPRENEURS OF THE more than 100- WORLD AT A SINGLE STAGE IN INDIA. THIS SHOW BRINGS OVER 100 THOUGHT LEADERS, INVESTORS plus international AND FORECASTERS TO ENGAGE IN A BUSINESS DIALOGUE WITH 250-PLUS FRANCHISORS, MASTER brands in India FRANCHISES, LARGE RETAILERS, ENTREPRENEURS, CHANNEL PARTNERS, AND CXO’S OF CONSUMER almostW every year, Master Franchise AND SERVICE BRANDS THROUGH KEYNOTES, PANEL DISCUSSIONS, MASTER CLASSES, AND Show 2017 (organized by Franchise NETWORKING.” India, India’s most trusted business MR. GAURAV MARYA, CHAIRMAN, FRANCHISE INDIA growth solutions organization), is once again all set to convene and fuel the growth of the franchise industry in India on 24-25 June in Delhi, India. WHAT THE MASTER to network with the global and Indian The Master Franchise Show is the FRANCHISE SHOW CAN franchise companies and help them premier event in master franchising, DO FOR YOU in financing their large enterprises. attracting the most successful Master and multi-unit franchising is Franchisees continue their education multi-unit brand operators, global about tapping the power of franchise and equip themselves for the next brands, and service providers in the ownership. It is also about thinking step in their franchising journey at industry. The Master Franchise show big in franchise business. The nature this mega event. is aimed at assisting high-networth of franchising is changing, as is the The Master Franchise Show is the investors, corporates looking for level of sophistication, wealth and place where deals get done, funding low risk, high return business ability of franchisees. The Master is raised, new and emerging global development opportunities and Franchise Show & Conference has brands are reviewed, and recruitment for existing franchisors/business become an exclusive congregation owners wishing to develop new of innovative and entrepreneurial brand concepts. A wide variety of franchisees, who are looking to build international franchisors will be a bigger corporate entity by adding there to outline their concepts and brands, units or territories and business operations. network. It also provides the chance
22 globalfranchisemagazine.com of talent happens with the discovery entire eastern zone, including West of new products and technology. For Bengal, Orissa, Assam and Bihar, etc. REWINDING MFS 2016 the past six years, this show has been The Master Franchise show witness to the evolving nature of the Top five franchise industries 2016 witnessed 100-plus master THE MASTER franchise model in today’s business in India: franchise business opportunities FRANCHISE SHOW ranging from retail, services, environment. IS THE PREMIER Food & Beverages hospitality, F&B, fashion and Retail-led by fashion and niche EVENT IN MASTER INDIA: CURRENT wellness sector at the Expo, concepts. FRANCHISING, FRANCHISE TRENDS 3000-plus potential investors, and Services-led by cleaning and 300-plus franchise experts from ATTRACTING Master Franchising across the financial services across the globe. THE MOST West India has witnessed a 40 per Education-led by early learning SUCCESSFUL cent growth in the past three years. Beauty salons and wellness MULTI-UNIT MFS 2017 invites high networth centres WHO SHOULD EXHIBIT BRAND individuals and master/multi- AT MFS 2017? OPERATORS, franchisees across Mumbai, Pune, MAGNIFICENT & Global franchise brands aiming GLOBAL BRANDS, Nagpur, Ahmedabad, Surat, Baroda, MULTIFARIOUS to interact with high net-worth AND SERVICE etc., all of which are India’s most OPPORTUNITIES! Indian investors to sign a franchise PROVIDERS IN THE strategic locations with a robust 45 agreement INDUSTRY” per cent growth in the consumer Face-to-face meetings with New franchising networks looking facing businesses. organizations seeking to offer a to launch their business plan present Food & Beverage (F&B) and Retail master franchise opportunity; many themselves to the market. Franchisees have topped the priority will be promoting their concept for Franchisors looking to gain list for franchisees in the North. the first time in India. commercial access to international Master franchise deals grew 25 per Network with master or area markets with presence of cent last year in Northern India. developer franchisors and evaluate international trade facilitators from Opportunity for Master Franchise how their expectations match with over 10 countries. brands is growing at a humongous yours. Brands looking for high visibility, pace in this region. Expand distribution portfolio by extensive marketing towards their The southern region in India, considering more product lines for brand prominence especially Chennai, Bangalore, your channel network Franchise brands looking at Hyderabad, Coimbatore, Kochi Explore forward or backward regional franchises, area development and Visakhapatnam, are the most integration in your current business representatives or multi-unit prospective investment destinations. by considering franchise or joint franchisees Brands offering multi-unit franchises venture deals.
Franchise match making in South saw a 32 per cent growth in ABOUT FRANCHISE programme. the last financial year. INDIA GROUP East India is undergoing a sea change Establish contacts with potential The show is organized by Franchise in terms of franchising. The majority patrons for export opportunities. India, a company that started its of the brands are foraying into East Transactive characteristic of the operations 18 years ago on the India as the market is yet unexplored. show promises a good return on premise that franchising could build MFS 2017 would be focusing on the your investment partnerships between entrepreneurs and business enterprises. With over 350-plus events across the length and breadth of the country, the company’s media division delivers the latest ideas, knowledge and insights, a bouquet of consulting and advisory services linking investors to business opportunities, and corporate enterprises to entrepreneur partners.
AT A GLANCE:
What: Master Franchise Show 2017 Where: JW Mariott Hotel, Aerocity, New Delhi When: 24-25 June 2017 URL: http://www.masterfranchiseshow.in/ Contact: [email protected], +91-9350345402
globalfranchisemagazine.com 23
BRAND PROFILE
[ F45 TRAINING ] POWERHOUSE FITNESS CONCEPT Australian-born F45 Training has grown to more than 750 franchises in 26 countries. Here’s why.
he boutique fitness a unique fitness franchise. F45 fills F45 INNOVATION: WORKOUT- industry has quickly the gap between a traditional gym ENHANCING TECH become a global where people pay a small membership Fitness is not the only element at AS ONE OF THE phenomenon, changing fee to go and do their own thing, and the heart of F45 Training; the brand Tthe health and wellness world forever. a personal training session, which FASTEST-EVER also prides itself as a leader in the GROWING Australian-owned F45 Training is a can be expensive. People may be technology space. Inside the studios, FRANCHISES IN THE quietly-growing superpower in this time-poor, but they still want to patented F45 TVs guide clients WORLD, WE HAVE still rapidly-expanding space — but have a great workout with support through their workouts, allowing GROWN AT A RAPID they’re about to get louder as they and encouragement from fitness coaches to provide hands-on support PACE. I THINK THAT conquer the U.S. market. professionals. This is F45 Training’s and encouragement, delivering a CAN BE LARGELY point of difference. When you enter consistent experience. F45 also has THE F45 PHILOSOPHY: A ATTRIBUTED TO OUR an F45 studio you get instant access real-time heart rate monitoring (F45 STRAIGHTFORWARD VISION WINNING FORMULA to a dynamic and supportive team Lionheart) and gamification AND UNMATCHED Using the smartest combination of environment, led by world-class software to ensure members get a SUPPORT TO OUR strength and cardio, F45 Training coaches who motivate and challenge high quality training experience FRANCHISEES” offers a 45-minute, high intensity members in each session. with each workout. interval training (HIIT) workout designed to burn more than 750 calories. Designed by Sport Scientists and Elite Athletes, F45’s unique team-based workouts include an array of interval stations and feature 27 distinct workout systems that incorporate more than 3,000 exercises, ensuring the highest level of variation for clients; they’ll never do the same workout twice.
F45 Training’s approach is simple: Simplicity Innovation Results driven Strong sense of community Enjoyable Short for “functional training in 45 minutes,” F45 is catching on in a big way. The brand has grown to more than 750 franchises in 26 countries – outpacing both McDonald’s and Subway in their early growth periods. The rapid expansion is the result of F45’s highly profitable business model, as well as incredible consumer response. F45 Training’s rise is an indication that there’s demand in the market for
26 globalfranchisemagazine.com Motivation is key – from training partners. The brand has provides daily training programs encouraging coaches to the plans to grow sports partnerships and a fully automated back-end community environment of each significantly in the U.S. and beyond. infrastructure, letting franchisees studio, F45 members are driven to The concept is endorsed by focus on the key value drivers in their push themselves during every class. celebrities and relied on by business rather than being consumed For those days where members might professional athletes. F45 is already by hours of administrative duties and need an extra push, F45’s heart- one of the most in-demand franchise paperwork. pumping playlists keep the energy concepts in the world; with continued Instead of relying on large studio up and inspire classgoers to keep on U.S. growth on the horizon, F45 square footage, expensive equipment moving. F45FM is the brand’s own is poised to become the biggest and an army of staff to run the digital radio station, broadcasting brand in both the franchise and business, F45’s modest requirements fresh, DJ-produced mixes. These fitness industries. let franchisees get started quickly and pre-made playlists are one less thing easily. Most owners have their initial franchisees to have to worry about, F45 FRANCHISES: A SIMPLE, investments repaid within 18 months. so they can focus on premier SMART BUSINESS SYSTEM F45 franchisees enjoy a greater customer service. “Motivation, innovation, results work/life balance while earning But there’s more. F45 Training – that has always been our brand a substantial income and most is bringing game play into exercise vision,” says former equities trader importantly, they can follow their to enhance engagement and ensure Rob Deutsch, who founded F45 in passion of living an active lifestyle members get the most out of every 2011 before beginning a franchise and help others do the same. workout. The revolutionary platform model in 2014. “As one of the fastest- Owners are not required to have uses rules and point scoring to create ever growing franchises in the world, professional fitness certifications physical challenges among members, we have grown at a rapid pace. I think but are encouraged to leverage skill both inside the studio and across that can be largely attributed to our sets developed in other industries to social media platforms. The innovative winning formula and unmatched maximize profitability. F45 Training is experience harvests a continued sense support to our franchisees.” helping to improve not only the lives of of community (and a healthy sense The brand expects to have 1,200 members, but franchisees by creating of competition) among members, franchises globally by the end of 2017 a user-friendly business model that is creating another unique point of and plans to double in volume each destined for success. difference in the marketplace. year. In the U.S. F45 currently has 150 studios sold and expects more than F45 AMBASSADORS & 100 to be opened by year’s end. PARTNERSHIPS: THE PROS Armed with the simplest, smartest ARE ONBOARD business system in the fitness F45 has enlisted several professional industry, F45 franchisees bypass AT A GLANCE: athletes as brand ambassadors to many costly overheads that cripple Name of Franchise: F45 Training support marketing efforts, including traditional gym operations and Established: 2011, franchising since 2014 NFL wide receiver Terrell Owens, completely eliminate time spent on Number of franchised outlets: 750+ English Rugby player James many of the unnecessary distractions Location of units: 26 countries including the U.S., that plague business owners. As a Haskell, Harrison Barnes of the Australia, UK, China, Mexico, etc. Dallas Mavericks and many more. result, they can focus on value-added Investment range: $150,000- $200,000 Additionally, F45 has partnered with tasks that supercharge profitability Minimum required capital: $60,000 the Dallas Mavericks, Brooklyn Nets and improve their lives in the process. URL: http://www.f45invest.com/ and Philadelphia 76ers as official Saving even more valuable time, F45
globalfranchisemagazine.com 27 ADVICE
SATISFACTION GUARANTEED
A culture of giving excellent service at every level creates sustainable growth, says Bedros Keuilian
veryone talks about how serious work on yourself in terms of excellent customer service mindset, leadership skills, personal ABOUT THE AUTHOR is an absolute must for discipline, and other key aspects, so THE HIGHEST RATE any business that hopes to I won’t go into too much detail there. Bedros Keuilian is a best-selling OF SUSTAINABLE Esucceed long-term, but only a small Suffice it to say, we always have room author, speaker and business GROWTH I’VE EVER handful of businesses differentiate to make ourselves stronger and more consultant. He’s the founder and SEEN IN MY OWN themselves by understanding the big effective, and it’s our personal duty CEO of Fit Body Bootcamp, one FRANCHISE HAPPENED picture version of this principle. to keep growing and improving of the nation’s fastest growing AFTER I MADE IT A TOP The truth is, excellent customer every day. Remember also that franchises and an investor PRIORITY TO CREATE service can only happen when you culture starts at the top, so if you are in over a dozen companies SERVICE EXCELLENCE have service excellence at every level going to expect high performance ranging from software, digital AT EVERY LEVEL OF THE of your organization, starting with from your organization then you ad agencies and coaching and ORGANIZATION” yourself. Now, if you are a founder absolutely must demonstrate high consulting services. or CEO with any real success under performance yourself. www.fitbodybootcamp.com your belt, you’ve already done What does the next level look
like? As a franchisor, the next level is your HQ staff, and not just the sales and marketing teams, but every single member of the staff, including janitors. The way you interact with them will dictate how they interact with everyone else they meet while working with you—that includes their coworkers, franchisees, clients, customers, and any outside parties. You can and should create formal systems for customer service training, but none of those are going to work if you don’t set your own example first. Now if you have a large organization, you might be wondering if you need multiple layers to your customer service training, like you would have for most other skill sets. The good news is: no, you don’t. In fact, what you really should do is create one service values training program that applies to everyone. The point here is not to identify and polish up a few ‘experts’ in service excellence—the point is to raise standards for everyone and empower them to share ideas
28 globalfranchisemagazine.com with each other, keep each other communication standards when you never seen this effect in action before, accountable, and work together to reach out to franchisees? Again, you do it might seem like a stretch, but I can systemize their service excellence. want to create resources that educate tell you from experience that it works. your franchisees and their teams on The highest rate of sustainable growth The specifics of how you want to your customer service standards, but I’ve ever seen in my own franchise interact with your staff (and by the most important thing you can do is happened after I made it a top priority extension your clients and customers) set a strong example. to create service excellence at every really depends on your own mission, Of course, you may not always have level of the organization. market, industry, and personal style, as much direct contact with your but I can tell you this: openness and franchisees as you do with your HQ transparency are the best ways to gain staff, so how do you bridge that gap? people’s trust and hold on to it. Here’s how: you create an educational One thing I’ve done personally, resource (such as a ‘University’ which I highly recommend you do too: site) that not only describes your provide personal and/or professional customer service standards—it also coaching to your HQ staff. I also work puts them in action. In other words, 5 WAYS TO CREATE SERVICE as a business coach, so I hosted my you don’t want your service standards EXCELLENCE AT EVERY LEVEL OF own coaching session for my HQ training process to just be a pile YOUR FRANCHISE team, but you could tap into this same of information. You want it to be a effect by hiring or referring a coaching dynamic, interactive, high-energy Key points to keep in mind when considering company. Creating better service and experience. Make sure it emphasizes franchising internationally: communication is often a matter of and re-emphasizes the key actions and Demonstrate the customer/client service you expect becoming a more effective person, so values you need from your franchisees. by showing that same service to your team. I consider this just a smart strategic Don’t worry about trying to have them Create your employee/franchisee customer service investment. learn everything in one go. You and training as not just a resource, but an experience. Onto the next level: your your team will have time later to Embrace your own personal style and use it to filter franchisees. On some level, you coach them on the details, so just who you do business with. Remember, you don’t need already recognize that your make sure they completely understand to win over everyone—just the employees, franchisees, franchisees are, first and foremost, the big points. clients, and customers who count. your clients. You have to sell them on The most important level of service, the franchise first, and building trust of course, is your franchise’s clients Provide high-level coaching to your team. If you’re a with them will always be a top priority. and customers. Now, see how when high-level coach yourself, you can do this personally. If not, make arrangements with a coaching service. Still, let’s take that one step further. you provide better service to your Have you communicated to them immediate staff, and they provide Make it a priority to create a culture of service. the customer service standards you better service to your franchisees, your No matter what it takes now, this will pay off in expect of them out in the field? Are you franchisees provide better service the long run. and your staff following these same to clients and customers? If you’ve
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THE Fastest GrowinG FiTnEss FrAncHisE in THE World
What began in Australia in 2013 with a single studio has rapidly expanded to more than 750 franchises in 26 different countries worldwide. F45 Training is nothing short of a global fitness phenomenon. Find out how you can be a part of this exciting opportunity. f45invest.com
F45_GlobalFranchise_FullPage_V3.indd 1 31/05/2017 11:12 BRAND PROFILE
[ UNITED FRANCHISE GROUP ] 7 AMAZING OPPORTUNITIES See United Franchise Group for full details about opportunities with these fantastic brands
ith eight award- Banners promotional products winning franchise Displays brands (and Vehicle graphics & wraps To learn more, visit BY LEVERAGING THE counting), Design fullypromotedfranchise.com KNOWLEDGE AND approachingW 1,400 locations in Branding EXPERIENCE OF UFG, nearly 80 countries globally, United Messaging MASTER LICENSE Franchise Group’s (UFG) focus is on Advertising PARTNERS CAN providing franchise partners around Marketing BUILD A BUSINESS the world with unsurpassed support WITHOUT THE and training, adapting its systems If you think Signarama may be There’s nothing like the excitement COSTS AND RISKS to different cultures and business a fit for you, find out more at: of putting good, solid business deals OF DEVELOPING climates, while strengthening signaramafranchise.com together while helping your local A CONCEPT FROM brand awareness. By leveraging the economy thrive and grow. With SCRATCH” knowledge and experience of UFG, Transworld Business Advisors, you master license partners can build a work in the dynamic world of buying and business without the costs and risks selling businesses every day. Transworld of developing a concept from scratch. With nearly 300 stores in 12 countries, Business Advisors has assisted buyers Here are seven of those brands Fully Promoted has made an imprint and sellers in thousands of transactions seeking dynamic partners right now. in the industry as the premier for over 35 years. The business model promotional marketing partner, is centered around several thriving providing branded products and industries, all involving the development marketing services for businesses and growth of both existing and new and consumers around the world. businesses. If you like working with Signarama was the first brand to The need to get noticed has propelled different types of people and enjoy form under the blooming UFG the global promotional marketing business negotiating, Transworld umbrella. The extraordinary growth industry to a $50 billion opportunity, Business Advisors may be right for you. of Signarama led to its recognition and Fully Promoted franchisees are It’s actually several complementary by the President of the United States poised to capture a sizeable slice of businesses rolled into one: who gave the brand the President’s “E” the pie. Award from the U.S. Department of As a Fully Promoted Master License Business brokerage – putting buyers Commerce for export excellence for Partner, you would enjoy working & sellers together having increased export revenue for with clients to provide not only Franchise consulting – gives the SIGNARAMA brand by 700% in promotional, branded products, but entrepreneurs access to more than 300 just three years! ongoing marketing support in areas pre-screened franchises As a Signarama master license such as: Global opportunities – offer master partner, you would begin with a licenses for many franchise companies pilot store location that offers every Online marketing services Franchise development – assist solution for business sign needs, Lead generation strategies current business owners in growing messaging and advertising including: Campaign management through franchising their model Business signs Social media assistance Window graphics Branded apparel & Find out more at: tworldfranchise.com
32 globalfranchisemagazine.com SuperGreen Solutions is an advisor, supplier and installer of energy- efficient solutions. The company was originally established in Australia and achieved success in the sustainable energy industry in that country for about 14 years before joining the UFG family in 2011. Today there are more than 40 SuperGreen Solutions franchises operating in 11 countries. SuperGreen Solutions franchisees create customized energy management plans that include energy-efficient and environmentally-friendly products for their clients’ homes and/or businesses. Providing energy- efficient, money-saving solutions for businesses allows master license partners the opportunity to reach a wide, welcoming audience.
For more information visit supergreensolutionsfranchise.com
The most recent concept to join the UFG family of franchise brands, Venture X, is a premier provider of membership-based flexible workspace with an inspiring, UFG’s fastest growing brand, Jon Smith Subs is a fresh new “fast diverse and collaborative community. Experimac, is a one-of-a-kind casual” franchising opportunity with Venture X was founded by entrepreneur concept specializing in the sales a track record for success. Serving and real estate mogul, David Diamond and service of pre-owned Apple® high quality subs, right off the grill, and his son Bret, who has also helped to computers, mobile phones, tablets overstuffed and piled high with the craft UFG’s training modules for new and other electronic devices. freshest ingredients, Jon Smith Subs franchisees. Experimac specializes in selling has been a local favorite in Palm Beach Venture X is a place where businesses pre-owned Apple products, County since 1988. “We had been launch, develop and achieve success. It’s particularly because of their higher approached by other food operators where entrepreneurial dreams are born resale value and worldwide brand about franchising many times in the and realized. The thriving business model recognition. “Experimac offers past and declined to partner with it represents makes it an excellent master sharp entrepreneurs with long- them. But Jon Smith Subs is such a license opportunity. range foresight and competitive unique, flavorful offering, with a long enthusiasm, unprecedented history and extraordinary earnings, Find out more at: venturexfranchise.com opportunities for growth,” says we knew this was the opportunity founder, Jim Muir. You don’t have we had been waiting for,” said Gary The expertise of the team at UFG provides to be a “techie” to own and operate Lengel, a food-industry veteran and an the foundation for the continuous an Experimac franchise. If you have executive vice president at UFG. The evolution and growth of development a passion for sales and like to work magic of providing delicious meals services the company offers. UFG has with Apple-branded products, then that are even better than expected is established master licenses for its brands a master license partnership with the very essence of why Jon Smith in 80 countries and has services that Experimac may be the perfect fit Subs has been around for decades, assist other franchise companies from for you! and what makes it an excellent master conception to international expansion. license opportunity. With the combination of award-winning To learn more about opportunities franchise concepts, development services, with Experimac in your country, visit To find out more, visit and industry excellence, UFG truly is the experimacfranchise.com JonSmithSubsfranchise.com global leader for today’s entrepreneurs!
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ADVICE
HOW TO CREATE A WINNING PARTNERSHIP
When choosing the right overseas master franchise partner for your brand, be prepared for painstaking planning – and racking up those air miles
IT’S IMPORTANT nce momentum is built TO REMEMBER for a franchise brand NOT ONLY ARE YOU in its home country, a SELLING THEM YOUR franchisor’s natural next BUSINESS, BUT THEY Ostep is consideration of international ARE ALSO SELLING YOU expansion. When the weighty THEIR EXPERTISE” decision is made to cross cultural and geographic borders, a franchisor embarks on the careful process of securing international master partners. The key is finding the right partners – not just any partners. This is a cautious and careful art. Too often, franchisors rush the process. As soon as they garner interest from a group overseas, they’re eager to strike a deal while the iron is hot. They may not always go through the multiple necessary steps to thoroughly vet the partner’s true interests, goals and philosophies toward business. This is usually why many franchise brands fail outside of their home countries. Picking a master partner in a new country is a tricky, delicate process. When carried out properly, dotting all the “i”s and crossing all the “t”s, it can produce highly successful and profitable results for a growing franchise system. Although Massage Envy only recently turned to international expansion, our partner in Australia recently opened two corporate-owned stores and multiple new franchised locations are set to open this summer in Australia as well. We are also in discussions
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with additional potential partners in Mexico, Canada and the United Kingdom. Getting these agreements close to finalization did not happen overnight. In fact, in my 15 years of experience in international franchising, I have found that the timeline for finding the right partner and putting together a deal that’s a win-win can take anywhere from 12- 18 months.
INITIAL STEPS: UPDATE YOUR WEBSITE, START NETWORKING Before making any moves to attract master partners, it’s essential that franchisors be prepared first by doing things such as updating their websites to include a section on your international strategy. Your website will end up being your top lead generator so you want to make sure it’s updated at all times. Next comes networking. While this may seem obvious, it’s important to point out the critical nature of building an international network of people who understand your brand and the type of candidates you are seeking. This will significantly streamline your search process. Massage Envy attends franchise shows all over the world. Our purpose is to meet the right people who can connect us with the right groups for the countries in which we are seeking to expand. When you build a trusted network of people, they begin to know exactly what qualities and types of candidates you are looking for. It makes the
process slightly less tedious. First, we look at a total of about 30 target SEVEN WAYS TO ENSURE SUCCESS ABROAD countries and narrow that list down to 5-10. When narrowing the list down, Key points to keep in mind when considering franchising internationally: we eliminate countries that either Research the country to ensure that the likelihood of success is very don’t appear to be a good cultural fit high, meaning, no immediate red flags. for our brand, may not have the market Trust your networks to help guide you to the right groups within specific share we are looking for or perhaps territories. there are political issues going on that we feel need to be settled first before Research the prospective partner to learn about their current portfolio, infrastructure and overall reputation in the market entering the country. From there, we see if our network Make the investment to visit groups abroad -- don’t rely on them to of people know of organizations come to you. within the regions that would be a Make sure the prospective partner is fully engaged and that both sides good fit. We are, in essence, looking are talking about the right things for the organization. for someone who is as committed to Have the mindset that the master partner needs to sell you as much as the brand’s success as we are, and we you need to sell them. prefer to only have one partner in one Aim to have one partner per country to develop the entire market. country that is responsible for the development of our brand. There are usually four main qualities we look for
36 globalfranchisemagazine.com to small details. Red flags can be identified much quicker in-person than over the phone, which is why we feel this step is one of the most important ones in the process. When talks with a master partner extend to a final set of visits on your home turf – and likely another on theirs – it’s important to remember not only are you selling them your business, but they are also selling you their expertise. It cannot be emphasized enough that the partner has to share the same beliefs, goals and ideals as you. If the group continues to ask the same questions and simply go through the motions – just kicking the tires – then we will gladly move along to another lead. The most successful relationships begin with ABOUT THE AUTHOR the prospective partner asking quality questions, digging for unique Lee Knowlton is the Senior Vice information and truly showing that President for Global Sales & they want to help grow the business International at Massage Envy for more reasons than profits only. and is responsible for all of the There are many factors that a company’s growth throughout company has to consider when the United States and abroad. He discussing the realistic possibilities previously served as President of international expansion. Regional of International for Cold Stone location, cultural differences and Creamery, Inc. and President identifying whether or not there are & CEO of Fun Brands before target customers within the country overseeing progress for Massage are all highly influential, but the Envy’s more than 1,165 locations. most important factor is choosing To contact Lee or for more the right master partner to lead your information on the Massage Envy company from afar. At the end of the franchise opportunity, email him at day, it’s your brand that people see and [email protected]. experience, not necessarily the person who runs it. If the public sees a failing, unprofessional business, they may assume that this one location is how the in our master partners – they believe a step in the right direction for a match entire system operates, which is never in and have passion for our brand, have made in heaven. an impression you want for your brand. the infrastructure already in place to These mistakes can be avoided if introduce our brand, currently support MEET THE POTENTIAL PARTNER you trust your instincts and adhere a customer-oriented business and IN PERSON – ON BOTH TURFS to a well-prepared process. Narrow have an impeccable reputation in The next step can involve a significant down the country based on data and their country. amount of travel abroad. This time, potential success rate, believe in your Another key quality is their overall the travel is to the specific country networks that you worked hard to passion for the brand and whether of the new potential partner. At build over the years and don’t rush the the potential partner would fit in Massage Envy, we typically first deal or “grab the check” just because culturally with the franchise. It can be connect over the phone for a long, it’s being offered. difficult at the international level to engaging conversation and if that goes You don’t want to rush the process find someone with the same passion well, we then schedule an overseas and forget the bigger picture – finding you have for your brand, because visit to the country to let them know the right partner who you can trust to many investors are simply looking for we are interested in learning more. properly introduce your brand in that just another franchise to add to their The mission of the visit is not to country. If you take your time, stay group’s portfolio. The passion can be immediately sign an international true to your beliefs and find a partner seen if your visions align for the brand deal. Rather, it’s to meet the group with the same passion as yours, you’ll moving forward. If the franchisor and and team, tour some of the stores end up with the right partner to ensure the potential master partner share the they own and gauge their level of care long term success with your brand in same purpose, vision and promise, it’s and passion, such as their attention other countries.
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[ OVER THE TOP CAKE SUPPLIES ] A SLICE OF SUCCESS Exciting new products and spearheading new trends in baking is a winning recipe for Over The Top Cake Supplies
n less than two years, Over to convince the iconic Johnson Bros. The Top Cake Supplies has Bakery Supplies that the time was right skyrocketed to success to launch a franchise division of their opening five franchise famous business. That, and the fact that Ilocations throughout the state of they were continually being asked to Texas. But that’s just the beginning supply at-home bakers and even pastry for this rising star. Because for a chefs who were looking for quality company that only started products, to help fill the apparent void franchising in mid-2015, it will really in the industry. be putting the icing on the cake when Thus, the concept for Over The it hits its target number by opening Top Cake Supplies was introduced 50 locations throughout ‘The Lone in mid-2015 by the already trusted Star State’ by the end of 2018 – a feat source (and largest Texas-based that, according to recent estimates, it provider of commercial baking is perfectly poised to reach. products) and the rest would be So, what exactly is the secret history… for most. But not for Johnson ingredient to this baking supply and Bros. Bakery Supplies. cake decorating business? “We noticed that there was a According to Paul Segreto, CEO of demand in the marketplace for Franchise Foundry, the multi-faceted, professional grade supplies offered at full service franchise management industry prices for bakers of all and development company that is skill levels”, said Kevin Johnson, founder working with Over The Top Cake and CEO of Over The Top Cake Supplies, their accelerated growth Supplies. “We were happy to fill that can directly be attributed to two key niche and then expand upon it with our factors: staying ahead of market variety of special events and parties.” trends and offering innovative and diversified products and services. HOUSEHOLD NAME These special events and parties are HOT MARKET what truly helped propel the company “Baking and do-it-yourself cake to a household name in and around decorating is a very hot market segment the Texas region. Never wanting to right now”, Segreto explained. “The rest on their laurels, after all Johnson THE BAKING BUSINESS IS APPROACHING $50 BILLION IN SALES ANNUALLY addition of children’s parties and other Bros. Bakery Supplies has been a AND CAKE DECORATING ALONE IS RAPIDLY GROWING THANKS TO SHOWS events, including Girls’ Nights Out leader in the industry for more than LIKE CAKE BOSS AND ACE OF CAKES” gatherings, has really diversified Over 25 years for a reason, they quickly The Top Cake Supplies and made them evolved their model to include a unique and forward-thinking hosting decorating classes, birthday AT A GLANCE: franchise company that is positioned parties and what is now one of the for accelerated growth.” franchise company’s most popular Name of Franchise: Over the Top Cake Supplies Segreto is right. According to the events – “Girls’ Night Out” parties. Established: 2011, start franchising 2015 most recent data from Nielsen, the Today, with five thriving franchises Number of franchised outlets: 4 Location of units: San Antonio, TX, Universal City, TX, baking business is approaching $50 throughout Texas and new locations The Woodlands, TX, Round Rock, TX billion in sales annually and cake under contract, Over The Top Cake Investment range: $161,750 to $262,500 Supplies is defying all the odds and decorating alone is rapidly growing Minimum required capital: $75,000 thanks to shows like Cake Boss and proving that entrepreneurship and URL: www.overthetopcakesupplies.com Ace of Cakes. franchising can be a piece of cake... Contact: [email protected] (832) 797-9851 These two stats alone were enough with the right ingredients.
38 globalfranchisemagazine.com BRAND PROFILE
[ SHRIMPY ] NET PROFIT WITH SHRIMPY Talented partners are sought by this go-ahead Kuwait seafood chain
hrimpy has been serving EVER-EXPANDING MENU With the backing of an entire the finest quality seafood By employing the latest technologies Shrimpy team of dedicated and to satisfied customers and culinary techniques, we make seasoned professionals, you can lay CHOICE LOCATIONS, since it opened its first sure the ever-expanding menu items your fears to rest and join a franchise STRONG BACK-UP Sbranch in Kuwait in 1988 – when it are prepared using methods that family that will never let you down. AND IMAGINATIVE immediately become Kuwait’s first further enhance mouth-watering PROMOTIONAL fast-seafood restaurant. Shrimpy is flavours that are out of this world. OUR PARENT COMPANY STRATEGIES now seeking entrepreneurial master Al Thiqa Restaurant Company is a TEAMED WITH A franchisees who share Shrimpy’s ULTIMATE SATISFACTION Kuwaiti-based entity established GREAT PRODUCT vision of innovative fresh food We love what we do and want nothing in 2008 and focused primarily on AND CUSTOMER- prepared with care by seasoned more than to share the experience. operating as a restaurant management CENTRIC SERVICE chefs using the latest technology. To achieve that ultimate level of company. Its team of over 500 MAKES SHRIMPY Choice locations, strong back-up and satisfaction, every staff member is employees is dedicated to A TOP FRANCHISE imaginative promotional strategies subject to a rigorous screening process creating various strategies designed OPPORTUNITY” teamed with a great product and to ascertain a level of dedication that is to offer training and motivational customer-centric service makes entirely based on you. initiatives in the fields of brand Shrimpy a top franchise opportunity. management and franchising. At Shrimpy, everything is constantly UNFORGETTABLE changing and evolving, except our Our brand’s success has always core values based on four guiding relied on the quality of the food, principle that we take very seriously. but that is only part of the reason why every year our base clientele NO COMPROMISE grows exponentially. In shaping Every single ingredient and item unforgettable experiences, we served tastes as if it were just re-engineered the eating-out harvested or experience by making it so friendly, processed. There our customers don’t want to leave! is no compromise when serving you, FRANCHISE OPPORTUNITIES which is also why Fast seafood outlets are becoming we never negotiate all the rage – similar to the boom the when it comes to burger industry experienced few offering the very decades back. Shrimpy has already best to each of become Kuwait’s local powerhouse AT A GLANCE: our visitors. allowing it ample momentum to further expand based on its Name of Franchise: Shrimpy franchising program. Its network of Established: 1988 local and global suppliers has time Location of units: 25 in Kuwait, and time again cemented its ability 1 in Dubai to deliver some of the freshest, most Investment range: $1M usd affordable, and authentic seafood Minimum required capital: $500,000 usd items in demand. Choosing to team Web: www.shrimpy.com up with us will allow you to cut your Contact: [email protected] risk by applying an exhaustively- +965-9662-9816 tried and tested system.
00 WHAT FRANCHISE globalfranchisemagazine.com 39
Shrimpy_BRAND.indd 1 31/05/2017 14:56 ADVICE
HOW MOTIVATION PROTECTS YOUR BRAND
The key to maintaining brand integrity is to motivate franchisees and their staff, says Carl Reader
ENSURE THAT YOUR hen purchasing a training and retention of staff. This FRANCHISEES ARE TRAINED, master franchise, isn’t appropriate for a franchise MOTIVATED AND MANAGED the buyer is network, as the franchised units are It might seem obvious, but if you allow ONE WAY THAT taking on so much in business in their own right, and your franchisees to do their own thing, MANY CORPORATE moreW than an investment. Every as such they hold the responsibility you’ll be very lucky to have a network FRANCHISORS business relies on its people, and for managing their own team (the of franchisees and staff that are pulling KEEP AN EYE ON in a franchise it is those people potential for franchisors to overstep in the same direction. You need to STAFF MORALE who maintain the brand’s integrity the mark in this respect has been make sure that your franchisees are AND MOTIVATION and ethos. For the purposes of this highlighted recently by the joint both brand and system ambassadors. IS TO IMPLEMENT article, I will refer to any master employment disputes currently Be sure that you include staff STAFF ENGAGEMENT licence holder as the ‘franchisor’, in the U.S.) While franchisors will recruitment and retention as part of SURVEYS” as this advice relates to single naturally be hesitant to perform your initial and ongoing training, and tier franchisors as much as the hiring, paying and firing of look at how you can manage them in international networks. employees, they can certainly this area. One way that many corporate Problematic for the franchisor set the recommended processes franchisors keep an eye on staff morale is the level of dilution between and procedures. and motivation is to implement staff them and the troops on the ground. More importantly, it is essential engagement surveys. These will In a simple, corporately-owned for the franchisor to set a very firm highlight the good, the bad, and the business, the head office is directly culture across the organisation. ugly in your network, and responsible for the recruitment, Some of you will know that will also allow you to identify any a franchise consists of four worrying trends before they jeopardise components, three items your brand. which are fairly tangible (the legal agreement, BUILD A STRONG CULTURE IN the operations manual YOUR HEAD OFFICE TEAM and the licence to use the Without having a strong culture, you brand and trademark), can have the very best training and and the largely unspoken systems but these are unlikely to be matter of “the way we implemented. There is no right culture do things”. So how for every organisation, and the tone can a franchisor will always be set from the very top. help to ensure You need to work on understanding that staff your core vision and values, and then are trained, find a way to get your senior head motivated office team to fully buy into them. and Once your head office is aligned with managed these, you are in a good position to set in a the culture across the network. Some way that organisations set these autocratically, maintains others involve team members at all the brand levels. Again, there is no right way and ethos? Here are you need to decide how you will go my top tips: about this important task.
40 globalfranchisemagazine.com SPREAD THE LOVE ACROSS THE you will help ensure that your things ‘from the horse’s mouth’. Also, NETWORK franchisees are engaged with “the look at whether you can provide It’s all well and good having a great way we do things”, which in turn will e-learning for the employees of your culture at head office, but this culture help them implement your processes franchisees. If done properly, your must be shared across the network and best practice when it comes to franchisees, their teams, and your and all team members. Think about staff matters. Your regional events brand should all benefit from these how you can increase touch points should focus on topical areas such initiatives. with your franchisees and how as staff recruitment, motivation and your regional managers can move retention. Finally, at your annual from checklist tickers to sources conference, look at how you could of support for your franchisees. present awards for staff members of Initiatives such as franchise councils your franchisees’ businesses, as well are a great way of involving your as to your franchisees themselves. ABOUT THE AUTHOR franchisees with the strategy, Carl Reader has worked with governance and direction of your CENTRALISE TRAINING franchisors and franchisees since brand, but they also help franchisees WHERE POSSIBLE 2004 and is the best- selling feel a sense of inclusion. While it’s impossible for head office to author of both The StartUp train every individual new employee Coach and The Franchising USE YOUR EVENTS TO YOUR in a large network, you can always Handbook, the resident business ADVANTAGE find ways to provide centralised advisor at express.co.uk and is Another way of increasing franchisee training. Consider whether there is an accomplished international engagement is to run a series of the option to run regional workshops keynote speaker. Carl serves as regional events, together with a for the employees in a certain area, an elected board member of the landmark annual conference. As so that they can meet representatives British Franchise Association. these are focused on the franchisees, from the head office team and hear
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[ GREASE MONKEY & SPEEDEE ] PIT STOP FRANCHISES Two leading North American auto maintenance franchises are now seeking dynamic parters
rease Monkey® is one of peeDee Oil Change & the largest independently- Auto Service provides a owned franchisors of full range of preventive vehicle preventive maintenance and light repair services and corrective auto maintenance services. We strive Gin the US. With over 320 locations in five countries, our Less Hassle, Sto provide the finest and most personalized car care for every More Hustle customer service approach is designed to help customers vehicle we service with trained technicians, state-of-the-art make educated, informed decisions about maintaining their vehicles computerized equipment, and quality brand parts and products. in a comfortable, no-pressure setting. The Grease Monkey® brand is We help customers keep their vehicles running longer and help not owned by an oil company. This means there is no obligation to buy achieve maximum mileage and performance by offering SpeeDee a specified brand of product, allowing us to negotiate the best possible and professional service. When you become a SpeeDee franchisee, pricing for our franchise owners. you’ll immediately enjoy these benefits:
UNPARALLELED SUPPORT – YOU’RE IN BUSINESS Comprehensive business planning FOR YOURSELF, BUT NOT BY YOURSELF! Technical and marketing support The Grease Monkey® System is designed to guide franchise owners through every aspect of running a profitable automotive Each part of SpeeDee’s multi-faceted business program is maintenance business. Grease Monkey® franchisees are fully designed to maximize “top of mind” awareness, driving more supported in all aspects of: customers to your location and increasing sales. As part of the Training onboarding process, you’ll receive step-by-step training so you Site Selection can put these proven marketing tools to work! Training is the Marketing & Advertising key to our success and it starts long before you open the doors of Point-of-Sale (POS) System your center and continues throughout the life of your franchise. International Vendor Network Franchisees receive insightful business planning assistance, operational training, tire and service training for the entire staff, Grease Monkey® technicians are trained and skilled in automotive point-of-sale system training, a proven grand opening strategy, maintenance, and work together as a team of professionals to service in-store assistance, including classroom and online training, and customer vehicles. We offer an intensive Technician Training & even Automotive Technician Certification assistance. Certification Program for each key position to ensure professional, No automotive, franchise or auto retail experience is necessary. quality service. Modeled after a racing team pit crew, the Certified Solid business experience, along with proven management Pit Crew is a cornerstone of the Grease Monkey® business model, skills will be the best preparation. Strong ethics and customer requiring our teams to deliver speed, quality, and a remarkable service values are important to build a customer-driven team. experience to every customer, at every service visit. With nearly 40 Those seeking multiple unit opportunities should also possess years of experience in the industry, Grease Monkey is now America’s leadership ability, vision, and a desire for growth. fastest growing quick lube chain.
AT A GLANCE: AT A GLANCE: Name of Franchise: Grease Monkey Franchising, LLC Established: 1978 Number of franchised outlets: 231 Name of Franchise: SpeeDee Oil Change & Auto Service Center Location of units: United States, Mexico, China, Established: 1980 Number of franchised outlets: 198 Saudi Arabia, Colombia Location of units: United States, Mexico Investment range: $154,000-$319,850 Investment range: $256,540 - $456,370 Minimum required capital: $60,000 Minimum required capital: $60,000 URL: www.greasemonkeyfranchise.com URL: www.SpeeDeeOil.com Contact: Chris Wachendorfer, VP, International Development Contact: Chris Wachendorfer, VP, International Development [email protected], Lori Schneider, Franchise [email protected], Lori Schneider, Franchise Development Development Specialist [email protected] Specialist [email protected]
42 GLOBALFRANCHISemagazine.com BRAND PROFILE
[ WAYBACK BURGERS ] RETRO BURGERS ON A ROLL Join Wayback Burgers, one of America’s hottest international fast-casual restaurants
ayback Burgers year for international development at is a rapidly Wayback Burgers and 2017 promises growing American to beat it! ‘better burger’ internationalW fast-casual restaurant WHY YOU SHOULD JOIN THIS that has become a hometown favorite AMERICAN SUCCESS STORY for people of all ages everywhere. Award-winning premium Wayback Burgers serve the highest burgers handmade from 100% quality, freshest food in a welcoming fresh, never frozen, beef atmosphere that showcases an Leader in a rapidly growing American experience which is easily market category identifiable throughout the world. Attractive unit economics Our mouthwatering, hand-crafted Lower investment costs than hamburgers, thick, rich hand-dipped comparable fast-casual restaurants milkshakes and perfectly seasoned Focused leadership with over 50 French fries have endeared us years of franchising experience to thousands of loyal, dedicated Wayback Burgers’ fans. People come INTERNATIONAL EXPANSION for the food, the great service and to Wayback Burgers has also expanded create everlasting memories with internationally into 35 countries, family and friends in a community- with master franchises currently focused, classic American themed sold in the Middle East, North restaurant that just feels like home. Africa, South Africa, Argentina, This successful American Pakistan, Brunei, Western Malaysia enterprise was founded in 1991 and (Kuala Lumpur), Morocco, Sudan, since then it has enjoyed over 26 years Kuwait and four provinces in of steady growth. Wayback Burgers Canada, Alberta, Saskatchewan, began franchising in 2009, and Manitoba and Ontario. We currently such was the take-up of franchising have letters of intent out on the opportunities that the company now United Kingdom, Northern Ireland, AT A GLANCE: has 142 stores operating and projects Wales, Scotland and the islands of that it will have over 175 units open by the Turks and Caicos. Name of Franchise: the year end. International growth is one of our Wayback Burgers So, what makes Wayback Burgers top priorities and we are currently Established: 1991 WAYBACK BURGERS the better choice? What makes it the looking for master franchise partners Location of units: 142 USA SERVE THE HIGHEST only choice for your investment? to build the Wayback Burgers brand and 7 international locations QUALITY, FRESHEST What makes it the perfect fast-casual throughout the world. Investment range: FOOD IN A WELCOMING Varies by country restaurant for your country? It’s If you would like to discuss our ATMOSPHERE Minimum required the sum of its parts, a combination master franchise opportunity with THAT SHOWCASES capital: $125,000 US of experienced, proven leadership, Wayback Burgers for your country, AN AMERICAN URL: waybackburgers.com EXPERIENCE WHICH reliable support and assistance, please feel free to let me know by Contact: Bill Chemero IS EASILY in-depth training, a diverse menu email, phone call or by stopping bchemero@waybackburgers. featuring the star of the show, by our booth at the International com cell: 860-488-0430 IDENTIFIABLE the hamburger, and our adaptive Franchise Expo, The Javits Center in 203-649-3392-off THROUGHOUT business model. 2016 was a great New York City this June 15-17. THE WORLD”
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Wayback burgers_BRAND.indd 1 31/05/2017 14:32 ADVICE
HOW FRANCHISING CAN SAVE THE WORLD
Pioneers of social franchising are beginning to make the world a better place, says Julie McBride
n 2015 the United Nations franchises, have the potential to brought countries together to stimulate economic growth by commit to eradicating poverty bringing businesses into by adopting 17 sustainable communities, creating jobs and Idevelopment goals to achieve by 2030. wealth opportunities and developing The goals are ambitious and will building skills that can be transferred require new approaches to solving outside of the franchise. By doing so, some of the most pressing problems they can also create a middle class. that plague people around the globe, Social franchising is only beginning even though solutions to those to emerge as an international problems exist. How does this involve development strategy. The current franchising? Read on! landscape of social businesses is vast but only a handful is using the tools of WHY DISRUPT THE franchising to expand with any degree in order to help it succeed; franchise STATUS QUO? of success (e.g. In Africa, Jibu consultants and executives who The technology for meeting basic franchises safe drinking water, contribute time and financial human needs for healthcare, Sanergy franchises sanitation resources to assist social A NEW GENERATION nutrition, safe drinking water, products and services, Farm Shop entrepreneurs based in emerging OF FRANCHISE sanitation, clean energy and franchises agricultural products and market countries with scaling PROFESSIONALS education all exist and yet all too services, and CFW franchises health their concepts, and individuals who IS EMERGING AS often, the solutions are not finding care). The field is gaining momentum invest in social franchises as their PEOPLE BECOME their way to the people who need and the untapped potential is own way to contribute to the AWARE OF HOW THEIR them. Clearly, traditional approaches tremendous, but only if the model is achievement of the 2030 sustainable EXPERTISE CAN BE are insufficient. President Bill Clinton used with integrity. That includes development goals. USED TO LITERALLY famously said, “Nearly every problem developing through distinct stages SAVE LIVES” has been solved by someone, and achieving certain benchmarks LIFE-SAVING somewhere. The challenge of the 21st before advancing from one stage to Kelli Schindelegger, VP International century is to find out what works and the next. While this may be obvious to Franchise Development for Jibu, and scale it up.” No-one is better equipped those familiar with commercial Ian Vickers, Founder and CEO of to meet that challenge than people franchising, it may be less so to Global Partners in Hope are examples who are familiar with the tools of entrepreneurs in low-income of this positive trend. Kelli was a commercial franchising. countries who are not equipped to member of the international business drive the field without franchise development team for Chili’s Grill & SOLVING BASIC NEEDS experts to guide them. Bar where she succeeded in helping Franchising has the potential to A new generation of franchise the company execute its system in increase access to products and professionals is emerging as people more than 35 countries. Kelli was services that solve basic needs by become aware of how their expertise happy with her career in corporate scaling the concepts that have already can save lives. These people include America until Jibu’s Cofounder & been developed and proven to be both US and European-based franchisors President, Randy Welsch rocked her socially impactful on the community, who decide to create new social world by introducing her to the and profitable to the business owner. businesses and use master franchising concept of social franchising. Kelli Franchises of this type are often to expand to emerging market said, “The idea that you could referred to as ‘social franchises’. In countries; commercial franchise monetize businesses that provide addition to solving social needs, social executives who decide to take a risk life-saving products and services was franchises, like commercial and join the team of a social franchise something I had to be a part of.”
44 GLOBALFRANCHISEmagazine.com Kelli acknowledges that it was scary EDUCATION PROGRAMS to leave the security of an established An increasing number of franchise brand in an established field to join a executives contribute to social start-up in a newly-emerging field, but franchising through the International has never looked back. She says that the Franchise Association’s Social Sector decision has paid off in a multitude of Task Force that Michael Seid and ways. “Each week Jibu creates five new Marla Rosner, of MSA Worldwide jobs, one locally-owned franchise co-lead. Task force members include business, and delivers safe drinking franchise executives, franchise water to hundreds of new customers in advisors, franchise lawyers, and East Africa who otherwise would not social franchisors that work have access to this very basic need,” she together to develop tools, education says. Ian Vickers has been straddling programs, and mentoring the worlds of international partnerships. Peter Holt, CEO of The development and commercial Joint Chiropractic, and Lori Kiser franchising for several years. His Block, President of Rapid Refill, have introduction to the concept of social been particularly engaged mentors franchising inspired him to apply his who are also collaborating with the franchise expertise to his development University of New Hampshire’s work in Africa. The approach has Social Sector Franchise Initiative’s succeeded in creating health centers Living Case Study project to that are replicating sustainably in an accelerate the growth of two social expanding number of African franchises in Africa. countries. Ian has raised capital for his In sum, the tools of franchising work from franchise companies have the potential to transform the interested in supporting good causes field of international development and through donations or impact contribute significantly to the investments. The opportunity to give achievement of the 2030 sustainable ABOUT THE AUTHOR to a cause that uses the franchise development goals. More and more, Julie McBride is Senior Social Franchise Consultant model to scale concepts that improve members of the franchise community at MSA Worldwide and a thought leader in the field and save lives is very appealing to the are stepping up to support social of social franchising. Recently named one of ‘Five franchise community. These people entrepreneurs and international Innovative Consultants that are changing the world’ understand the transformative power development professionals in using by Inc. magazine, Julie has devoted her career to of the franchise model and see how these tools effectively. As a result, a helping low-income people around the globe gain their investments in social franchising new field of social franchising is access to products and services they need to live can yield much higher social and emerging. The bold pioneers in this healthy and productive lives. More information: financial returns than traditional new field are poised to make the world [email protected] charitable giving. a better place for everyone.
GLOBALFRANCHISEmagazine.com 45 BRAND PROFILE
[ CNA INTERNATIONAL ] HEADHUNTING AMERICA Worldwide executive search CNA International welcomes inquiries from talented master franchisees for its North American arm
O YOU HAVE THE competitive advantage while being hourly rates revenue model clients DESIRE TO GROW backed by a major conglomerate. have the choice to pay for their A SUBSTANTIAL search services on an hourly rate, PROFESSIONAL DEVELOP YOUR much like how other professional DSERVICES NETWORK OWN NETWORK services companies bill for their THROUGH FRANCHISING? Master franchisees bring specialist time, or they can follow the more CNA International is one of the world’s knowledge and niche networks traditional retainer/contingency leading executive search firms and part while CNA provides an award- model. This model is unique to CNA of the largest independent recruitment winning model, systems, training International and is highly favoured company in the UK, The Pertemps and support. Develop a network of by clients worldwide. Network Group Ltd. Using our unique 15-30 consultants within your niche tried and tested methodology CABS® that are working to high fees while WHY CNA INTERNATIONAL - combined with our market-leading delivering an exceptional service that NORTH AMERICA? hourly rate revenue model we are has a true competitive advantage. confident that we can set you on a A niche territory path to incredible returns. WHO WE ARE LOOKING FOR An exclusive franchise territory Established in 1993, CNA At CNA International - North International has grown to become America, we only award master Proven concept one of the world’s leading staffing franchise rights to individuals or Fully-integrated software suite firms that deliver executive search organisations that meet our level services to mid-market specific criteria: Ongoing training program roles. Owned by Europe’s largest We are looking for: and development independent recruitment company, Operations manual with annual sales of $1billion, the Niche industry experience and company benefits from a unique business networks Technical advice help desk and technical updates Solid financial foundation Initial stationary and marketing Entrepreneurial mind-set WHY MASTER FRANCHISE materials including your own WITH CNA INTERNATIONAL? Passion for the brand personalized website Strong management and CNA International is the ‘headhunting’arm of SUCCESSFUL FIRST YEAR IN the Pertemps Network Group, Europe’s largest operational skills NORTH AMERICA independent recruitment company with an annual We celebrated our first successful THE FRANCHISE MODEL turnover of $1billion year in North America with the Our business model is a More than 20-year proven history opening of our New York office. straightforward one: franchisees Receive award-winning brand, systems, training Adrian Knight, the CEO for CNA and comprehensive support deliver an executive-level search International - North America, has service to companies that are Earn from awarding CNA franchises across high expectations for our first office your niche looking to hire employees in the and is confident that the global brand Dedicated and experienced international $60,000-$125,000 salary bracket. will continue to go from strength support team The level of service that we provide to strength. Adrian comments: Strong brand name and recognition is unheard of at this level and is “We have already seen tremendous Comprehensive operations manuals and what keeps clients coming back interest in our model and service management information systems. and paying premium search fees. offering from clients in New York. Furthermore, with our unique
46 GLOBALFRANCHISEmagazine.com In our first month we secured six who want to work with one key and capitalise on the enormous new client contracts, something supplier. Furthermore, the success opportunities that the executive that’s unheard of in the search of CNA to a large extent can be search market offer in North industry, and we are busy filling attributed to the in-depth knowledge America. If this has struck a chord THE LEVEL OF SERVICE them with high caliber candidates. of our consultants from around the in any way, then you need to contact THAT WE PROVIDE The feedback that we’re getting from world who specialise in various Adrian Knight at Adrian.knight@ IS UNHEARD OF AT clients is that our methodology and fields. Our ability to build cross- cnaint.com today. THIS LEVEL AND IS level of service is unheard of – we functional project teams based on WHAT KEEPS CLIENTS deliver an executive level experience the particular expertise required COMING BACK AND for the ‘mid-management’ positions for each assignment is unmatched PAYING PREMIUM that are often brushed away and truly opens up clients to the AT A GLANCE: SEARCH FEES” from other search agencies. CNA highest calibre candidates in every International has got off to an conceivable industry. Name of Franchise: CNA incredible start in North America International Executive Search and we are looking to build on this by WHY YOU SHOULD GET Established: 1993 awarding licenses to smart, driven IN CONTACT Number of franchised and capable master franchisees”. CNA International has the agility outlets: 50 and entrepreneurial mind-set of a Location of units: Worldwide LOCAL EXPERIENCE, small business, with the backing of Investment range: Master GLOBAL PRESENCE an international conglomerate. Our Franchise US$250,000 - CNA International has an recent move into North America has $300,000 international network of offices, opened up substantial opportunities Minimum required capital: ranging from Europe and Australia for master franchisees to build a Master Franchise US$250,000 to places such as Singapore and substantial professional services Web: www.cnaint.com/ united-states India. One of the biggest benefits firm with an emerging US franchisor. Contact: Adrian.knight@ of this is that we become preferred You will be in partnership with cnaint.com suppliers to international companies a team that are hungry to grow
GLOBALFRANCHISEmagazine.com 47 BRAND PROFILE
[ WIN HOME INSPECTION ] JOIN A WINNING BRAND WIN Home Inspection is expanding and seeking energetic people to further leverage the WIN brand
s a leading national industry, improving the consistency of franchise in the home the inspection as well as deliverables inspection industry, homeowners receive once the AT A GLANCE: WITH MORE THAN WIN Home Inspection inspection is completed. Name of Franchise: 150 OWNERS setsA the standards in the vertical WIN Home Inspection specializes WIN Home Inspection (CALLED STRATEGIC- by providing thorough, clear and in pre-listing inspections designed to PARTNERS) ALREADY objective inspections at every stage help sellers gain realistic expectations Established: 1993 OPERATING, THERE of home sales and ownership. As the prior to the sale of the home as well Locations: 187 locations ARE ABOUNDING brand celebrates more than 20 years as inspections for prospective buyers Location of Units: North America OPPORTUNITIES FOR leading the pack, it is turning toward during the sales process. Some clients Investment Range: NEW STRATEGIC- a strategic growth strategy to further also conduct milestone or anniversary $36,150 - $53,500 PARTNERS TO JOIN develop its wide-spread network inspections to check on the “health” Minimum Required Capital: THE SYSTEM” across the United States. With more of their home years after purchasing. $20,000 Minimum Investment, than 150 owners (called Strategic- Regardless of what type of inspection $100,000 Net Worth Partners) already operating, there someone needs, clients receive a Web: wini.com are abounding opportunities for new detailed report within 24 hours and Strategic-Partners to join the system. can be referenced as a to-do list. Contact: 1-800-967-8127 Driven by the passion to help “Helping home owners develop a homeowners understand their homes clear and practical understanding of the performance of home inspections and investments, the Nashville, the functional health of their home is a that provides customers a high degree Tenn. based concept was developed personal and gratifying mission for our of uniform quality. by professionals in the real estate entire system,’’ said Steve Wadlington, industry. Since its founding in 1993, president of WIN Home Inspection. FRANCHISE OPPORTUNITIES WIN Home Inspection has “After working with our inspectors, Shortly after founding the concept, consistently worked to elevate the they come to understand their homes the Knapps began offering Strategic- standards in the home inspection for what they are, giving them a Partner franchise opportunities across sense of confidence in their home the United States. Thanks to the ownership. With a proven background comprehensive WIN training system, and intimate knowledge of the real franchisees with experience ranging estate industry, the WIN system is from business management to home uniquely prepared to perform industry services to military have been able to leading home inspections in diverse successfully own and operate WIN markets across the country.” businesses. An important part of WIN’s WIN Home Inspection was success is the presence of franchise founded by Dianne and Tom Knapp owners in key cities who leverage the who had extensive experience in the WIN brand, build on consistency, construction and real estate fields. support their local communities and As owners of a real estate company, work closely with fellow franchisees. they noticed stark inconsistencies With more than 150 owners and irregularities in the quality and operating in 187 designated markets, breadth of home inspections being the system is supported by a network performed for real estate clients of more than 200 home inspectors. and were inspired to deliver a more WIN is adding to its network by comprehensive, consistent solution. bringing on 24 new franchises in 2016, Through an engineered process, they with more than 30 new franchises developed service value consistency in slated for 2017.
48 GLOBALFRANCHISEmagazine.com The TM
Hub quality ingredients, freshly prepared
from dubai to the world, growth without compromising quality
“ Be part of our success, Be part of our growing brand” INTERVIEW
[ ACTIONCOACH ] HOW ACTIONCOACH WENT GLOBAL Brad Sugars is the founder and CEO of the international business coaching franchise ActionCOACH. He tells Global Franchise how the company came into being and what drives its success, 24 years after its launch in Brisbane, Australia.
I’m a business coach,” says Brad business coaching company,” Sugars new jobs. Each year we add tens of Sugars. “I started in business in my says. “We started business coaching in thousands of jobs around the world teenage years. By my early twenties, 1993, spread across the world and are and that’s what excites us. it had got much more sophisticated. now in 73 countries helping owners WE GIVE PEOPLE I’ve been teaching business ever grow their businesses. We work with A BUSINESS HUMBLE BEGINNINGS since, mostly from a stage but I C-level executives and we coach them OPPORTUNITY We started in August 1993, so we have also written 15 books on the on how to grow their business by WHERE THEY GET are coming up to our 24th birthday,” subject. I teach on business, sales, growing themselves and their team. TO HELP OTHERS Sugars says. “The company was marketing, management, leadership, We do group programs and one-on- AND GET VERY launched from a spare bedroom; like systemization, all the different areas one programs; we operate at all sorts WELL REWARDED most people starting out, I couldn’t of business which help someone of different levels. IN THE PROCESS” afford an office. At the time I was become a great entrepreneur. doing seminars for people and they CONSIDERABLE GROWTH were asking me how could I help SO HOW WOULD YOU We now have offices in 73 countries them? I couldn’t really consult with DESCRIBE THE VENTURE and we will do hundreds of millions them all, so I started this thing called NOW HEADQUARTERED IN in revenue this year. But it’s not really coaching where I talked to them once LAS VEGAS, NEVADA? about our size, it’s about the size of our a week and helped them out.” Sugars ActionCOACH is the original clients, who keep growing and adding decided to take the franchising path
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Brad Sugars_interview.indd 1 31/05/2017 14:23 because “I didn’t have the time to give people a business opportunity model so be really careful who you help people. We began to franchise where they get to help others and get start with. when we spread into Asia. It was very well rewarded in the process. Obviously, he says, being a self- hard to manage the business there Another reason it that we get results. WE WILL BE starter is the first quality he looks for with employees, so we turned to a If you go to a burger restaurant and the GOING OUT in a prospective partner. “One of the franchising operation and have never burger is awful, you don’t go back. It’s THERE AND benefits of franchising is that people looked back. the same with business coaching. If HELPING A LOT are “in business for themselves but Franchising, he explains, became an people get results for you then you go MORE PEOPLE” not by themselves”, and sometimes important option for three reasons. back and you stay with them. that means that they lean a little too Number one was the need for local And what advice would he have much on the franchisors. We very ownership. “Like an accounting firm for a brand considering franchising much look for self-starters who would or a legal firm wants partners at a local overseas? “The first piece of advice is be able to go and do this without us if level, that’s what we really needed. ‘Yes! Go do it!’ Too many people get a they wanted – but with us they will do The second reason was because we little scared of franchising overseas it much faster, much better and get a were expanding internationally and and it’s not really scary. Yes, it is going much higher level of results. it made sense to have local ownership to be different, yes it is going to be hard And what’s next for Action Coach? but most importantly, to have the work and yes, you are going to have “We will be going out there and right people on the ground. We to travel. But it’s not as bad or ugly as helping a lot more people,” Sugars weren’t getting the caliber of people people seem to think. Secondly, make says, “ We are doing more joint we needed as employees, because sure you have capital; you are going to ventures with large corporates like the industry was so young. The third need it. You are going to have to invest banks and even with governments reason is that franchising brings money, time, energy and effort to make around the world. We are doing a capital and skills to the table as you it work.” lot with franchisors who have a grow the business A crucial consideration for anyone bunch of franchisees that need help: thinking of expanding overseas, he it can be good to bring in outsiders FRANCHISING OVERSEAS says, is “choosing the first partners to help with that. We will be doing Brad attributes the success of who you work with, whether that is more strategic partnerships with ActionCOACH to “hard work, a lot of a master franchisee, joint venture or great partners around the world, travel, meeting a lot of people in a lot of the first franchisees you put on in that more growth and more recruiting of countries and giving a lot of seminars. market. Who you put on first is a really wonderful franchisees.” I think an important factor is that we important aspect of proving out the
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Brad Sugars_interview.indd 2 31/05/2017 14:21 BRAND PROFILE
[ COYOTE UGLY ] FAME AND FORTUNE BECKONS! The Most Famous Bar on the Planet continues to seek the right franchise partners for its aggressive growth across the globe.
ith four recent strategically timed the full launch of commitment to the brand out there. Of bar openings, the global franchise opportunity so course, the single person responsible 14 bars under there are still many major world for the Coyote Ugly Brand is THE development, markets available! Liliana (Lil) Lovell; she is the owner, andW new international franchise founder, and original Coyote and agreements in the pipeline, Coyote THE PLACE LOOKS A WHOLE LOT current boss lady! She was so good at Ugly is living up to its mission to Save OF FUN BUT HOW the World One Drink at a Time! PROFESSIONAL IS THE Global Franchise magazine was ORGANIZATION? able to catch up with Vice President Coyote Ugly is a well-oiled machine of Global Franchising Justin with one of the strongest support and Livingston and ask some of the initial training systems and teams in questions which someone interested franchising. Customers see a party, in Coyote Ugly would want answered. they see the Coyotes, they see the familiar look and feel of the bar…there GIVE ME ONE GOOD REASON is an entire world behind the scenes to WHY I SHOULD MASTER make things look that fun and FRANCHISE WITH COYOTE UGLY? effortless. Coyote Ugly provides its Well, it’s Coyote Ugly! I don’t know if unique systems and methods for you need much more than that, but it running the world-famous brand but will allow the right partners to expand also the flexibility to adapt to local or to enter the bar and night club cultures and traditions. niche with a legendary brand. COYOTE UGLY IS A Franchising with Coyote Ugly WELL-OILED MACHINE SO WHO’S BEHIND THIS allows a franchisee to introduce an WITH ONE OF THE OPERATION? already well-known name to their STRONGEST SUPPORT There is a team of superstars on the markets and bring the epic party and AND TRAINING operational team at Coyote Ugly! culture that is Coyote Ugly. SYSTEMS AND TEAMS There is no other operations team IN FRANCHISING” with the passion, experience and WHAT MAKES THIS A DIFFERENT CONCEPT FROM OTHER FRANCHISE OPPORTUNITIES? Many things make this opportunity different from most franchises, but the main point of differentiation is the recognition created from locations in key cities, the famous movie and its sountrack, and the reality series. Name another business so amazing they made a movie from it? When you combine that world-wide recognition and over 20 years of operational experience from our corporate bars, as well as supporting our franchised bars, you have a unique opportunity. The best news is that Coyote Ugly has
52 globalfranchisemagazine.com what she did, they made a movie about WHERE ARE THE COYOTE UGLY TELL ME ABOUT MY TRAINING her and her story! She’s still very LOCATIONS NOW? – AND HOW THE COYOTES involved in everything, from Currently, Coyote Ugly is open with 14 THEMSELVES ARE TRAINED? interviewing international franchise locations in the US as well as locations The training program is unrivaled. candidates to helping with every new in the UK, Germany, Ukraine, Russia, Managers and owners come to the bar’s girl search, as well as running our Kyrgyzstan, and Japan. Next stop, the US to train in our amazing corporate corporate bars here in the US. rest of the world! bars. We then come over and help with the Coyote Search and then the OKAY, WHAT KIND OF PARTNER JUST HOW SUCCESSFUL training begins on front of house, ARE YOU LOOKING FOR? ARE THEY? back of house, choreography, Experienced. Owning a brand name The most beautiful thing about the entertainment, bar tending and this big is not for the faint of heart. success of a new Coyote Ugly is that it much more. Coyote Ugly has extremely There is little ramp-up in introducing happens fast and the numbers, high standards of speed and customer the brand to a new market. business, and reputation are all service for every bar we open. The robust Everyone knows the Coyote Ugly amazing! Unlike a lot of other training and operations system includes brand; for example, we typically concepts that take months and even full training of owners, managers, and have hundreds of girls audition years to ramp up and establish staff, assistance with site selection, store to be Coyotes before a new opening themselves, we put the best-known design, brand and marketing guidance, and we’ve been selling-out our grand bar in the world into the hottest and ongoing support. opening events. Knowledge of the locations in the world, which is a local laws surrounding serving recipe for instant success! We SO, I’M INTERESTED. liquor and keeping everyone safe sell out our openings and have WHAT NOW? is key to a successful opening queues of people wanting to get The total investment in a Coyote Ugly and operations. into the party! Saloon franchise is between $500,000USD and $1,500,000USD dependent on location/market, size, and condition of the unit. Coyote Ugly is looking to expand the brand with franchisees who embrace the culture of Coyote Ugly Saloon and share their vision of offering the Coyote Experience to the market. Owners will benefit from the history of a world-wide legend in the industry and tested business model. Think you may have what it takes to own the Most Famous Bar on the Planet? Do you want access to the knowledge, systems, and leadership of the world leader in the bar/nightclub industry? Do you want to be a part of the upcoming aggressive expansion of the Coyote Ugly Saloon brand? If you’d like to talk about the details and see if we are a good match for each other, you should visit the website at www.coyoteuglyfranchise.com and request information to Justin Livingston, Vice President of Global Development at [email protected].
AT A GLANCE:
Name of Franchise: Coyote Ugly Saloon Established: 1993 Number of franchised outlets: 15 franchised, 10 corporate owned Location of units: United States, Germany, Wales, Russia, Ukraine, Kyrgyzstan, Japan Investment range: $500,000USD to $1,900,000USD Minimum required capital: $250,000USD Web: www.coyoteuglysaloon.com Contact: Justin Livingston, [email protected] Tel: 720.442.7777
globalfranchisemagazine.com 53 THE LEADING EUROPEAN FROZEN YOGURT AND ICE CREAM FRANCHISING CHAIN ADVICE
HOW TO CREATE THE PERFECT ONLINE PITCH
Jo Thornley shows you how to create an impactful pitch and engage users
tatistics tell us that in the unforgiving world of online advertising you will have CAN YOU QUICKLY under ten seconds to give Syour prospective client a good reason GET YOUR MESSAGE ACROSS, EXPLAINING to stay on your page. YOUR FRANCHISE It’s critical that your content is OFFERS AND BRAND designed to hold virtual eye contact VALUES BEFORE YOUR long enough to get through that vital PROSPECT DIGITALLY first phase. Throw in the fact that WALKS AWAY?” 70% of those visitors will be mobile users on smartphones and tablets and you’ll understand why it pays to work hard to keep potential buyers engaged long enough to persuade them to make that enquiry.
You have only a brief window to showcase your business … fast!
Can you quickly get your message across, explaining your franchise offers and brand values before your prospect digitally walks away? And if they like what they see, how will you get them to feel relaxed about handing over their details? Here are some tips to help you address these issues: as the kind of franchise you represent from investing in your business, you CREATE AN EFFECTIVE, and what differentiates your franchise cannot expect any potential buyer to EYE-CATCHING HEADLINE from the rest (occasionally called want to listen – or even to keep reading. With such intense upfront competitive advantage). And equally important, your text pressure, you must capture needs to have a consistent underlying attention immediately. IDENTIFY A CLEAR VALUE tone which resonates across your It’s critical to develop PROPOSITION entire pitch. a clear and well- Now lead off with your best content thought-out defining the who, what, how and why of KEEP YOUR DESIGN FRESH headline. your business operation. A great value AND UPDATED Remember to proposition will concisely explain why Any designer will tell you the first bite is incorporate anyone would choose to purchase your with the eye. So if your page is visually all the core franchise rather than another sector appealing, you’ve already made a great elements of alternative. It underlines the unique first impression. Understand that you your business qualities of what you offer. can make visual language work for you within your Unless you can be crystal clear about by choosing consistent colours and header, such the benefits a new franchisee can expect imagery which send a cohesive message
globalfranchisemagazine.com 55 ADVICE
points and a short but compelling value proposition. That’s likely to mean pruning complex franchisee options for the sake of utmost clarity, whilst leaving your prospect clear about how the franchise operates and the deal or contract you are offering. This will pay off in increased lead conversions and leave you free to broach complexities later when your potential franchisee is more engaged,
LET TESTIMONIALS AND QUOTES TELL YOUR STORY Nothing gives a prospective buyer more about your business values and outlook. the fun elements of your franchise and genuine insight than first-hand reports You should also review and refresh establish a vibrant sense of openness from current franchisees. So to make your copy at regular intervals to keep it and optimism. Generic jargon and the best of this excellent tool for winning accurate and tightly focused. marketing-speak will only illustrate new clients, ask your franchisees why your detachment. they picked your franchise, what’s great LET YOUR STYLE REFLECT YOUR about running the business, and what BRAND PERSONALITY CHOOSE AUTHENTIC, HIGH- their future plans are. How you express yourself will have as QUALITY IMAGERY much impact as the content. So you Developing a consistent visual context ONLY ASK FOR ESSENTIAL should think carefully about the image is essential. Every image must reflect INFORMATION you want to convey, and make sure the some element of your franchise, and The shorter your contact form, the language style you choose enhances the each must be of the highest visual more mobile-friendly it will be, and the business messages you are sending. For quality. That means hiring a professional more enquiries you will get. If you can example, choose a light-touch, upbeat photographer to capture impressive streamline the process by calling to style of copy if you want to emphasise shots of your business sector and its qualify your leads, it’s a good strategy to people. This will give your prospective capture just a name, email address and purchasers a real flavour of what your contact telephone number. organisation is all about. ABOUT THE AUTHOR BE HONEST AND EASY KEEP YOUR PAGE SIMPLE – TO TRUST HOWEVER COMPLEX THE TOPIC Releasing personal information Now Head of Brand and Partnerships, Jo Thornley Say what your business does, and demands an atmosphere of trust, so joined Dynamis in 2005 to co-ordinate PR and say how it helps people. Making people must be reassured about the communications and produce editorial across all your message concise, accurate and value of what they will get in return. business brands. She earned her spurs managing informative can be a tough ask – That means your proposition must be the communications strategy and now creates and remember the wise man who wrote: ‘If a blend of authentic realism laced with develops partnerships between BusinessesForSale. only I had more time, this letter would honesty and openness, yet driven by com, FranchiseSales.com and PropertySales.com have been a lot shorter!’ and like-minded companies. an understanding that every buyer’s You need to work to distil your message primary reason for landing on your page down to easy-to-read unique selling is essentially: ‘What’s in this for me?’
56 globalfranchisemagazine.com BRAND PROFILE
[ EAST COAT WINGS ] THESE WINGS ARE TAKING OFF The fast-growing East Coast Wings is offering partnering opportunities to operators in a number of locations
ast Coast Wings + Grill both the brand’s current customer is a fast-growing, casual, base, as well as younger millennials. family dining franchise East Coast Wings + Grill caters that puts the spotlight on to chicken wing lovers by offering Ebuffalo wings. This North Carolina- dozens of varying chicken wing based comfort dining franchise with flavors that can be paired with an emphasis on buffalo wings and nine heat intensities—resulting in craft beer is soaring through 2017, hundreds of delicious choices. The impressing consumer and investor extensive menu also includes salads, palates alike. It’s expanding fast too, wraps, sandwiches, burgers and more offering attractive opportunities for – all using fresh ingredients. multi-unit operators. The company “We’re ecstatic to see positive offers these operators an attractive same store sales growth in the first investment opportunity centered quarter of 2017 even while combating upon unit-level economics to support traditional restaurant growth both operations and expansion. pressures,” said Sam Ballas, CEO & Achieving same store sales increase President of East Coast Wings + Grill. in Q1 2017, the brand additionally “With our restructured development experienced an average unit level division and launch of East Coast EBITDA of 18.3 percent in 2016. Wings + Grill 2.0, our recent growth East Coast Wings + Grill recently and the increase of our franchisee added to its pipeline of new markets candidate pipeline comes as no by signing agreements to open surprise. Our business model provides locations in Indian Trails, NC and sustainable industry-leading unit- Myrtle Beach, SC. With more than level economics, as well as a first-class 60 locations currently operating or franchise model support team. in various stages of development, This mixed with fantastic food East Coast Wings + Grill plans to made with only fresh ingredients AT A GLANCE: open 10 additional locations by 2018. and a revamped experience provides GUESTS CAN EXPECT Specifically, the franchise is looking our brand with the perfect recipe A MORE RUSTIC AND Name of Franchise: to partner with multi-unit operators for success.” INDUSTRIAL STYLED East Coast Wings + Grill to expand its national footprint in SPACE APPEALING Established: 1995, Franchising Florida, Georgia, Kentucky, North For information about East Coast TO BOTH THE Since 2004 Carolina, Pennsylvania, South Wings + Grill franchise opportunities, BRAND’S CURRENT Number of franchised outlets: Carolina, Tennessee and Virginia. contact (800) 381-3802, email brett@ CUSTOMER BASE, AS 38 locations currently operating eastcoastwings.com or visit WELL AS YOUNGER Location of units: ECWG is based NEW STORES www.eastcoastwingsfranchise.com. MILLENNIALS” in North Carolina and has locations Additionally, East Coast Wings + Grill in Florida, Georgia, North Carolina, opened two new stores in Burlington, Pennsylvania, South Carolina, NC and Bartlett, Tenn., which both Tennessee and Texas implemented the chain’s recent brand Investment range: refresh. Dubbed East Coast Wings $600,000 - $1,100,000 + Grill 2.0, the refresh debuted in Minimum required capital: Net-worth requirement: $425,000; January 2017 and includes a new logo Liquid Cash Requirement: $150,000 and menu items, as well as revamped URL: http://www.eastcoastwings.com/ interior. Upon entering new locations, Contact: Brett Larrabee, guests can expect a more rustic and [email protected] industrial styled space appealing to
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East coast wings_BRAND.indd 1 02/06/2017 10:41 (RE)EMERGE BETTER & STRONGER.
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General sessions and breakout programs will cover more than 20 diverse subjects relevant to emerging brands. Last year, over 300 franchise executives participated in what they described as the best event in the industry for emerging and (re)emerging franchisors. Click to register.
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INTERVIEW
[ GLOBAL FRANCHISE MEETS… ] WALTER BOND Former NBA athlete Walter Bond brings franchising experience and a pro basketball player’s discipline to his public speaking engagements
Tell me briefly about your pro speaking because I don’t have the industries that I have created a name basketball career share the stage when I speak. LOL! for myself in are franchising, financial My professional basketball career services and agriculture. I have spoken lasted eight years, during which I What makes you an expert on I AM A FORMER to most national associations. I love played in every league there is. I wish peak performance? NBA ATHLETE, A HALL associations. If I could, I would do my NBA portion could have lasted Simple answer, I am an OF FAME SPEAKER 100 association keynotes a year. I longer, but considering I was a reserve expert because I have become AND A FORMER have spoken for Jersey Mike’s Subs, in college, I can’t complain. Yes, I the best in the world in two FRANCHISEE. I AM Golden Corral, Dwyer Group and others went from being a reserve in college totally different industries. That NOT SURE THERE IS in franchising. I even hosted a show to becoming an NBA player. This is is not a common achievement. ANOTHER SPEAKER on the Food Network on franchising, how I did it: every year I would ask my Most people don’t achieve the THAT HAS THAT TYPE called Giving You The Business. coach, “what do I need to do to play pinnacle in one industry in their OF PEDIGREE. I GET in the NBA?” The first year his list lifetime; I achieved the pinnacle in PEAK PERFORMANCE What are your main subjects for was very long, but each off-season I two different industries before I was AND I TOTALLY speaking on? worked hard on improving and 50 years old. And one last thing. I UNDERSTAND Methodologies. The only way we every year I was voted most can relate to someone’s success and FRANCHISING.” can get to the next level is through improved player. failure because I have done both. I methodologies. If you want to grow a would much rather excel than fail, business, you need to have systems and How did you go from playing but failing has taught me a lot. processes in place for everything. So, basketball to becoming a in our coaching programs, keynotes motivational speaker? How did your first speaking and trainings, we concentrate on My college basketball coach engagements go? methodologies. When a person or an Clem Haskins not only helped me For one of my first speaking events, organization gets stuck, it’s because they develop into an NBA player, he I got paid $25 in gift certificates. We are relying on intelligence and instinct. also recommended I become a have come a long way since, but the The next level is all about methodologies. motivational speaker when I left first time I played basketball was not Good habits and rituals blow college. At the time it sounded crazy; I in a NBA arena, it was in a park in the competition away. was only 21 years old and didn’t know Chicago. In life you have to start the industry. But ten years later, when some place and if you stay focused ‘Think + Execute = Win’ is your my career was done and I was looking you can start at the bottom and end slogan. What does this mean for for transition, I remembered what up at the top. people in the franchise industry? he told me. I talked about it with my Everyone loves to win. For franchising wife and we launched in Minnesota How many engagements have it is simple: a francisee’s job is (where I had a name from my college you had since then and in to execute the system and not put their basketball days) in 2001. which countries? own interpretation on it. However, I have delivered close to 1,500 keynotes if a franchisee just left a corporate What do pro basketball and public and workshops all over the world, job, the last thing they want to do is speaking have in common? including the US, Canada, Turkey, to take orders from someone else. It’s Both industries are very competitive Mexico, Bermuda, Anguilla and a very interesting dynamic and the and both revolve around a God-given Germany etc. only way a system can survive is to gift. What I love about the NBA get buy-in from the franchisees and and speaking is that in both arenas Who have been your clients? get them to execute the system. If you I get to perform in front of a large I have probably touched the franchisor are showing adaptability audience. I give the slight edge to every industry buy now. The main and improving annually, it sets a great
60 GLOBALFRANCHISEmagazine.com example for the franchisee to follow. The best systems have a franchisor leadership team that understand their customer is the franchisee, not the end user. If you serve the franchisee and make them successful, the system will succeed.
How can your talks engage and motivate people in the franchise industry? My talks are full of energy and fun, and they are relatable. I have become a no- brainer for conferences for three reasons: I am a former NBA athlete, a hall of fame speaker and a former franchisee. I am not sure there is another speaker that has that type of pedigree. I get peak performance and I totally understand franchising. I have worked with at least 100 systems and growing. I have seen it all in franchising.
What can people change in their working habits in order to be more successful? We all need balance. To be a small business owner you must wear a lot of hats. If you don’t wear these hats, your business will suffer. You need to schedule out your day and make sure you wear the marketing hat, sales hate, leadership hat, coach hat, CFO hat, visionary hat and all the other hats through the day…..every day. .
What are the secrets of effective public speaking? The $1,000,000 secret is that you must be entertaining, and you must be a great storyteller. There is more to it, but I can’t reveal all my trade secrets out or I will go out of business! Remember, there aren’t a lot of NBA players that can play at that level and there aren’t a lot of speakers that can play on the big stage.
GLOBALFRANCHISEmagazine.com 61 ADVICE
WHY BECOME A CFE?
Becoming a Certified Franchise Executive will improve your performance and advance your career, says Gail Johnson
ADVANCE YOUR BUSINESS AND among supplier and franchisee your peers. It is one thing to go and YOUR CAREER – HERE’S HOW members. Many companies are now sit in a lecture; it is another to be As an educator and the founder and enrolling multiple candidates in the able to learn from the people who THE PROGRAM CEO of an education company, I program, and several companies have are out there doing it, with real life PRESENTS A know the key to business success and made the CFE program mandatory for experience. Additionally, the program HUGE CAREER professional advancement is through some of their senior-level executives presents a huge career and business AND BUSINESS continuing education. I also understand and managers. advancement opportunity, not only ADVANCEMENT that the knowledge gained by our team domestically, but internationally. OPPORTUNITY, through the CFE program was key to WHO SHOULD PURSUE THE As franchising expands globally, NOT ONLY our success when our company decided CFE DESIGNATION? international franchisors need DOMESTICALLY, to franchise. That said, becoming a Anyone who is involved with tools, guidance and instruction — BUT Certified Franchise Executive (CFE) franchise management or has all available in the CFE program. INTERNATIONALLY” is an important step in your franchise responsibilities that include The CFE program has transcended career and the advancement of your franchising is a candidate for the CFE U.S. boundaries as demonstrated by franchise business. program. Individuals who support a its relationships with the Franchise More than 2,000 franchise franchise business such as suppliers, Council of Australia, The Philippines executives are now actively attorneys, consultants, recruiters, Franchise Association, and the participating in the CFE program. or accountants are important to the Franchise Association of Brazil These executives are personally program. Franchisees , particularly among other associations. committed to advancing the highest multi-unit, area developer or master standards of professionalism in franchisees, are encouraged to HOW TO EARN THE the franchise industry through pursue the CFE designation and CFE DESIGNATION? continuing education and professional to increase their understanding Applications are available online development. One hundred seventy- of franchising. That said, all those at www.franchise.org/CFE or by three franchise executives graduated interested in furthering their career contacting the Program Director, with their CFE during the 2017 IFA in franchising would be well-served Rose DuPont, rdupont@franchise. Annual Convention – the highest to take this program of study. org. The enrollment fee for members number ever. is $425; for non-members, it’s $800. Nearly 40 percent of IFA- WHAT ARE THE MAJOR BENEFITS Enrollment is for three years, and member franchisors have one or OF THE CFE PROGRAM? most complete the program within 18 more executives enrolled in the First is the pure acquisition of months via a combination of in-person CFE program, and in recent years, knowledge. Next, the opportunity and online training. enrollments have steadily increased for networking and learning from
ABOUT THE AUTHOR Gail Johnson, CFE is Founder & Chair of Rainbow Station, Inc. and Chair of Institute of Certified Franchise Executives.
GLOBAL FRANCHISE ONLINE
More useful advice at www.globalfranchisemagazine. com/advice
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Why become a CFE_ADVICE.indd 1 31/05/2017 15:00 Only Franchise internationally?
OLDEST & LARGEST IN IFA membership enhances As an IFA Member you 1. credibility in international 6. will gain access to the THE WORLD franchise circles. most relevant information, research and publications The International Benefit from educational including Franchising World Franchise Association 2. programming on cross magazine and IFA’s Insider (IFA) is the oldest border franchising at and SmartBrief newsletters. and largest franchise major IFA events and association in the world. online. IFA offers best Access and introductions in class educational and 7. to domestic franchise professional development associations in more than opportunities covering 40 countries. 95% all major aspects of franchising as well as IFA advises the US Trade Of consumers live outside professional certification 8. Representative and of US borders and IFA’s through the Certified Department of Commerce reach and resources span Franchise Executive in an official capacity the globe. Program. to ensure that trade 3. agreements are conducive Network and share best for US companies using practices with the most the franchise model GROW experienced executives in internationally. INTERNATIONALLY international franchising. 4. 9. IFA advocates for free enterprise and rules based Joining IFA can help Advance your international franchise development trade and investment your company grow for franchised business. internationally. through exposure on IFA’s franchise portal, in its IFA works to shape a International Franchise favorable regulatory Opportunities Guide, and environment for franchising SPECIAL MEMBERSHIP discounts on exhibiting around the world with at the International partners including the US PRICING Franchise Expo. government and domestic 5. franchise associations. IFA offers special Find expert help in any 10. membership pricing area of international IFA mounts regular ($1,500 annual dues) franchising you can franchise trade missions for companies that do imagine by working with with the US Commercial not franchise in the IFA’s Supplier Members, Service to offer its United States. including the leading members a high-level, franchise lawyers, brokers, cost effective vehicle for consultants and more. market exploration and development.
What are you waiting for? Time to grow beyond your border at www.franchise.org/join-ifa BRAND PROFILE
[ DÖNER & GYROS ] HUNGRY FOR SUCCESS Döner and gyro halal sandwiches have proved an essential part of urban living. This expanding chain brings these authentic, great tasting sandwiches to their professional, franchised outlets.
or many aspiring entrepreneurs, owning your own successful fast casual franchise is a Fdream come true. However, with so many concepts to choose from, how can an entrepreneur be sure that he or she is making the right choice? Is buying into a proven and franchise system still a sure recipe for success? As we all know it’s not that simple or straightforward any more. We believe that Döner & Gyros should be any investors’ first choice when it comes to investing your hard-earned money. We don’t offer lofty ideals or potential profitability, but a real, proven and award winning concept. We have put our own money behind the creation and the success of Döner & Gyros, and we are as serious as you are to ensure our This is exactly what Döner & Our team has worked for and with brand’s continued success on the Gyros offers – authentic, great tasting some of the biggest global brands, i.e. global stage. sandwiches & Platters steeped in Burger King, Subway, Chili’s, Pizza Although Döner & Gyros is only tradition and with a global appeal, Hut, KFC, Taco Bell, Starbucks, four years old, our journey has been served through a reputable franchise Charlie Subs and many more. jam-packed with experiences, system and supported by ever- Our team supports each franchise learning and successes. From our growing brand equity. As a franchisee, OUR VISION IS from pre-planning, soft-opening, first store in 2014 we have grown to you can serve these sandwiches with SIMPLE – WE opening through to optimisation of more than 12 stores in 2017. Not every complete confidence and trust – WANT TO BE THE their business. As a franchisee you day was easy – and just as any other knowing that your customers will LARGEST GLOBAL will gain invaluable knowledge and fast casual start-up, we had to work love your product and always come DÖNER AND GYROS insight working with each of our team through many challenges. However, back for more. SANDWICH CHAIN members – allowing you to have a our belief has always been that to With any start-up restaurant OF RESTAURANTS” successful restaurant of your own. build a successful and sustainable concept, all resources – especially business is a marathon, not a sprint. capital, needs to be managed very Our vision is simple – we want to carefully. However, from very early on be the largest global döner and gyros we have decided to invest in a proper AT A GLANCE: HALAL sandwich chain of structured franchise system that has Name of Franchise: The Döner & Gyros Hub restaurants. Both the döner and the been developed by world-class Established: 2014 gyros sandwich has been a experts. It doesn’t matter where you Number of franchised outlets: 20 open your franchise, our franchise longstanding favourite of many city Location of units: UAE, USA, Canada, UK, Saudi Arabia, dwellers, and has always been sold system will be legal, appropriate and Lebanon & Qatar through food carts or small highly detailed. Investment range: US$ 25,000 Franchise Fee independent outlets. However, these To build a successful concept like Minimum required capital: $200,000 - $275,000 sandwiches have never been offered Döner & Gyros also requires a URL: [email protected] through a professional, franchised capable, experienced and ethical Contact: [email protected], 00971 4 454 8515 chain of outlets. management and leadership team.
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WHEN FRANCHISERS FALL OUT
Franchise agreement compliance is step one towards a successful franchise relationship says Justin M. Klein. But what happens when compliance is not observed?
n the most basic sense, together to resolve any disagreements cure the defect. Often, “formalizing” a franchise is a business which may arise. Generally, the process is sufficient to obtain model wherein a trademark cooperation and communication can compliance from a franchisee. A WELL-DRAFTED holder licenses the use of its be the path of least resistance. More, However, if the franchisee does FRANCHISE Iintellectual property, along with determining how to deal with the not cure in the time provided, the AGREEMENT WILL its method of business operation, default can be a crucial consideration, franchisor may issue a Notice of INCLUDE CHOICE OF to a licensee for a fee. In that because not only will the relationship Termination. Once the Notice of LAW PROVISIONS AND relationship, the owner of the mark between the franchisor and Termination is issued, the franchise A FORUM SELECTION is the ‘franchisor,’ while the licensee franchisee be affected, but also, agreement will typically set forth CLAUSE WHICH IS is a ‘franchisee.’ The relationship communication can help avoid undue post-termination obligations on INTENDED TO BENEFIT between the two is typically business disruptions – or worse, the franchisee, such as ceasing THE FRANCHISOR” memorialized in a contract known damage to the brand. Moreover, an operations, returning operations as a franchise agreement. Not all informal resolution achieved through manuals and other, branded trademark licensing agreements open, productive communication materials and removing all signage establish a franchisor/franchisee with the franchisee can keep costs (“debranding”), non-compete relationship, but those that do must down for everyone involved. For provisions, final accountings, and comply with both federal and state example, a franchisee in default can other measures designed to protect law, as applicable. be counseled how to better follow the franchise system. The reality of The question focused on here then, the franchisor’s system, offered this is enough to encourage, if not is what a franchisor or franchisee additional training, or additional force compliance. should do when either party support to ensure compliance with In practice, an attempt to violates the franchise agreement. the system. In the alternative, a terminate a franchisee before In determining the legal rights and franchisor may learn of some of the the franchise agreement obligations of the respective parties, struggles a particular franchisee expires (or failure to the first place to look is, of course: the is facing or even identify a larger renew) may well franchise agreement. A well-drafted systemic problem that if approached lead to a dispute. franchise agreement will contain correctly, can benefit not only that the appropriate dispute resolution franchisee, but the system at large. procedures, of which both franchisor and franchisee should be aware. For NOTICE OF DEFAULT example, the agreement will lay out If open how a notice of a default must be communication given and how much time either party does not resolve may have to cure that default. Short of the problem, involving a formal process, however, the parties must the parties should first communicate follow the procedure with one another about the perceived outlined in the franchise default, why it has occurred, and how agreement. Typically, the first the default can be rectified. step a franchisor will take is to issue In practice, it is often the best a Notice of Default, which will set option for all involved if the forth the breaching conduct and the franchisor and franchisee can work time in which the franchisee may
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Therefore, it is critical to know the reasons. Mediation is an “informal” Arbitration is typically completed limitations imposed by the franchise meeting of the parties with a third more quickly than trial, with agreement on the parties’ respective party neutral party that is hired motion practice is typically kept at a remedies. Typically, a well-drafted to help the parties work through a minimum. In general, the parties can franchise agreement will include dispute to resolution. Mediation can often control their own schedule with choice of law provisions and a forum help limit costs, time, and the public far greater precision than may be selection clause which is intended to embarrassment that litigation may available in state and federal courts. benefit the franchisor. The franchise invite. Also, mediation is confidential However, arbitration hearings can agreement may also include a by its nature, permitting the parties be virtually identical to preparation covenant to use a chosen, alternative to speak more openly and freely than and execution of a litigation matter dispute method to litigation, like they might if they are trying to work and thus, it is critical to understand mediation or arbitration, and set through a dispute on their own. the scope of any arbitration provision forth a roadmap the parties mutually and the economic impact agree to follow. ARBITRATION if arbitration is required. Mediation/arbitration provisions Arbitration is also often used in The best practice is, of course, should be carefully crafted to franchise agreements to limit the to have a well-drafted, thorough maximize the parties’ understanding party’s access to the courts to resolve franchise agreement, which of the roadmap. Mediation has a dispute. Often, arbitration is touted properly identifies how defaults become more and more utilized in as a more efficient, streamlined will be handled – and to have strong franchise disputes – for obvious approach to dispute resolution. operations and oversight to ensure that defaults do not occur. This will help protect the franchisor, but also the system at large considering that each franchisee is dependent on the HOW TO NAVIGATE FRANCHISOR/FRANCHISEE DISPUTES other franchisees in the system to maintain the brand standards and Know Your Franchise Agreement: thorough understanding of your rights/obligations under ensure the best customer experience. the franchise agreement is crucial to both maintaining a positive relationship between franchisor and franchisee, but also so both parties know what they should expect from the other’s performance. Keep lines of communication open: When the franchisor and franchisee are able to openly ABOUT THE AUTHOR discuss issues, in many cases a problem can be quickly and inexpensively resolved Justin M. Klein is a founding When talking doesn’t work, follow the franchise agreement’s notice requirements: Your partner of Marks & Klein, LLP, a franchise agreement will dictate how notices are sent and when, and what the parties must do nationally recognized franchise to cure. A formal letter can often resolve a situation where regular communication cannot. law firm. Steven T. Keppler is Follow the dispute resolution plan: Your franchise agreement may require the parties a commercial litigator with the privately mediate disputes before moving forward with litigation/arbitration. You should use this firm whose practice focuses on mechanism because it may narrow the scope of dispute and keep costs in check contractual interpretation and When all else fails: Some disputes cannot be resolved amicably or through mediation; be business torts in franchise law. sure to know whether your franchise agreement requires arbitration, whether there is a forum More information can be learned selection clause or choice of law provision, and whether and under what circumstances a party about Marks & Klein, LLP at www. may be obligated to bear the other’s costs. marksklein.com or by emailing [email protected]
66 globalfranchisemagazine.com 10174a TFC-GFMAGADVERTS_10174aADVERTS12/09/201611:37Page1 Do You Want to Markets? into New International Expand Your Business For more information contact us now - í that will: the advisors Use í í The International Franchising Centrethe advisors, has track network and í record helping of businesses like yours succeed in new markets. Email: Tel UK: Web: Tel Int: Help you identify markets and attackthe best Find and master franchisees partners youthe best Ensure your operational and legal structure is watertight Guide youto international franchising success. [email protected] 01904 561598 +44 (0)1904 561598 theinternationalfranchisingcentre.com
10174A BRAND PROFILE
[ PLATINUM WAVE ] WORLD-WIDE OPPORTUNITIES UK brands looking for the perfect international franchise partners should contact Platinum Wave
hen it works, of your ideal master franchisee franchising or regional developer and your business how are they going to be WHAT TRAINING internationally recruited? How are you going AND SUPPORT isW a truly beautiful thing with to establish the franchise brand INFRASTRUCTURE an abundance of rewards. Of in the market, and how can NEEDS TO BE PUT IN course, there are some well- you sustain brand awareness? PLACE TO ENABLE worn tales of how international And what training and support FRANCHISEES TO expansion can go badly wrong, infrastructure needs to be put SUCCEED IN THAT even for well-established and in place to enable franchisees to MARKET AND TO successful brands. The key is succeed in that market ENABLE YOU TO planning, extensive research, and to enable you to maintain MAINTAIN BRAND having trusted contacts in the brand standards as your STANDARDS AS YOUR markets you’re targeting and international franchise networks INTERNATIONAL knowing how to recruit the right grow? To give you an idea of some FRANCHISE person (first time) to become of the brands that have recently NETWORKS GROW?” your master franchisee, regional made the decision to actively or area developer. look for international franchise Questions to consider before partners, we look at seven you go global: what is the profile UK brands.
WORLDWIDE OPPORTUNITIES WORLDWIDE OPPORTUNITIES German Doner Kebab (GDK) is the perfect solution to fill a gap Premier Sport is the UK’s largest children’s coaching company of its in the market between fast food kebabs and artisanal restaurant kind, successfully delivering more than 20,000 sport and physical kebabs. While dozens of gourmet burger brands fight it out to activity sessions every month. Since 1999 it has supported teachers be No.1 in their sector, GDK is the undoubted leader in the kebab in their curriculum delivery and provided parents with an invaluable market. Also, its standard kebab is a fresh, satisfying taste sensation service before, during, after school and during holiday periods. Its that comes in at around half the calories customers expect. That’s network of franchise business owners collectively employs nearly right, the healthy kebab has arrived. GDK has around 50 stores 800 qualified sports coaches, and last school year its activities thriving in Europe and the Middle East, and in a single year opened received over 4.5 million visits. Each franchised territory employs a eight franchised UK outlets. It also took more than 100 additional team of fully qualified coaches to deliver a wide and diverse range UK territory deposits from experienced multi-unit franchisors, many of over 20 sporting activities and disciplines.CEO David Batch says of whom have substantial franchise portfolios including some of the “Premier Sport has the streamlined business systems and training world’s biggest food brands from coffee to pizza and everything and support structures in place to create a hugely successful in-between. GDK is looking for very experienced operators across franchise operation that not only creates wealth and enormous the world who have the necessary skills and resources to roll satisfaction for both franchisor and franchisee, but also provides an out what may shortly become one of the best known brand invaluable service to generations of children that enriches their lives names in food franchising. in incredibly positive ways.’
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Platinum wave_BRAND.indd 1 31/05/2017 17:14 WORLDWIDE OPPORTUNITIES WORLDWIDE OPPORTUNITIES Founded by internationally-celebrated industry pioneer, Esther Squiggle Glass is a magnetic glass, lifetime solution for visual Fieldgrass, EF MEDISPA is one of the most respected Medispa presentation and information using a range of more than 300 chains in the UK. This is your opportunity to share in this incredible colours and sizes – an altogether smarter alternative to traditional success story with an EF MEDISPA business of your own. The writing boards. Cities around the world are filled with fabulous company is talking to ambitious people from both inside and outside office buildings, business centres, corporate headquarters and the industry who recognize that combining the commercial power hotels with modern meeting rooms. As these are Squiggle Glass’s of the EF MEDISPA brand with a proven operating model gives target customers, there’s clearly huge potential for the right them the chance to build a substantial business for themselves that franchise partner, whichever country you are based in. In the should dominate their local market. There are three proven business UK, Squiggle Glass have some of the world’s most recognisable models for master franchise partners and sub franchisees to choose brands as clients. You may well be involved in the industry already from: EF MEDISPA Flagship Clinics, designed for prominent high as a distributor, but this could be your chance to build a business street locations and affluent suburbs, EF SKINSPA, which is suited of your own with a dynamic brand that will be behind you all the to in-store or within licensed premises in major city centres, and the way with support when you need it. Don’t worry about having much written about Drip & Chill Lounges found in busy retail centres. to manufacture the products either – our model means master franchise partners and their networks will be selling, account managing, installing and assembling!
WORLDWIDE OPPORTUNITIES WORLDWIDE OPPORTUNITIES Razzamataz is a market leader with 17 years of trading history, Select Appointments is one of the UK’s most respected recruitment delivering performing arts classes to 4,000 children (plus tens of companies for successful businesses and high-quality candidates. thousands on holiday every year) and 30% of its UK franchisee- Its business processes and franchise systems have been developed, owned businesses are generating six figure turnovers. Backing and refined and proven over 37 years and are easily transferable to investment from Duncan Bannatyne, entrepreneur and star of BBC’s other countries. Select is a division of Staffline plc, one of the largest Dragons’ Den has helped the company to grow. It now has strong recruitment companies in Europe, which means it can provide a strategic partnerships with large holiday companies, talent agencies level of training and support that keeps franchise owners at the very and industry publications. Razzamataz students regularly perform in top of their game. The turn-key nature of the Select Appointments West End Shows, music videos and major TV programs. The classes franchise model means that international partners will have all cover everything from traditional West End and Broadway musicals the support and expertise they need to launch their business through to street dance and pop singing; however, the franchisees quickly, and with immediate effect. Committed to safeguarding the are the school principals, who employ teachers to take the classes. businesses they work with and to sharing best practice, Select is a Surely a great opportunity for an experienced children’s activity member of the Recruitment and Employment Confederation (REC) operator to add a proven brand to their portfolio? and the British Franchise Association (bfa), the governing bodies for recruitment and franchising in the UK. ABOUT PLATINUM WAVE
Platinum Wave helps successful entrepreneurs across a range of sectors with franchising their business, franchisee recruitment, MALAYSIAN OPPORTUNITY franchisee recruitment marketing, franchise network performance and NIC is one of the UK’s largest contract cleaning companies, with international franchise consultancy more than 50 years’ experience in the sector. Much of its success is and brokering. Managing director owed to its established network of regional franchisees who provide Suzie McCafferty has 17 years of a very high quality service to an impressive portfolio of clients in hands-on experience gained from the industrial, commercial and retail sectors. One of NIC’s most high running her own multi-million-pound profile clients is from the retail sector, and is one of the UK’s largest international retail and professional companies. The client recognized that the NIC system could provide services franchise brands. Platinum significant efficiency benefits over some of their current contractors Wave was recently named 2016 and their commitment to working with NIC would provide the platform Service Provider of the Year at the for other businesses in Malaysia to follow its lead. To fulfill these Best Franchise Awards. contracts, NIC is now seeking a master franchise partner in Malaysia who will also commit to fully developing the region commercially, URL: platinumwave.co.uk attracting additional clients and implementing NIC’s highly regarded Email: [email protected] business model and standards.
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Platinum wave_BRAND.indd 2 31/05/2017 17:14 £450 + VAT Full package price includes accomodation and entry to bfa The Power of Collective Ambition HSBC Franchise of the Year Awards Strengthening collaboration across our industry “This was the first time I have attended the bfa Conference and I certainly felt that everything was designed to allow delegates ANNUAL CONFERENCE 2017 to get the most from their visit. Networking opportunities will particularly allow us to work closely with our peers to develop 28 & 29 JUNE relationships and collaboratively deliver the highest standards ICC, BIRMINGHAM within the franchise sector.” Carys Jukes - Water Babies
his year’s conference will focus on further increasing the depth and breadth of learning as the Tbfa refreshes content and considers how as a collective, industry representatives can make a difference to the future of franchising.
NEW THIS YEAR: FRANCHISEE TRACK
romotion of industry-wide collaboration would not be true Pwithout the involvement of franchisees. That is why in 2017 the bfa are introducing the franchisee track to their Conference agenda. Packed with valuable sessions such as ‘adopting a growth mind-set’ and ‘understanding the franchisee business journey’, this will provide owners with the skills, knowledge and inspiration to better run their businesses.
KEYNOTE SPEAKERS Ellis Watson Jacqueline Gold In presentations, Ellis argues Jacqueline has earned herself that a significant external a reputation as one of the UK’s shock like recession can be a most successful and powerful springboard for positive change. executives. Her presentation He shows how to inspire passion will cover three areas which when under pressure, and are essential in any business; how to progress from mission determination and goal-setting, statements to true company motivating your workforce and culture embracing quality, knowing your customer base. integrity and diversity.
Find out more and book your place at www.thebfa.org/conference. Alternatively, call us on 01235 820 470.
Sponsors
PLATINUM SILVER BRONZE MEDIA FIVE MINUTES WITH
Ralph Yarusso "Being on a Starlifter flight crew afforded me a leadership role early in my career" GLOBAL FRANCHISE FINDS OUT WHAT'S UNDER THE HOOD OF GREASE MONKEY'S COO
of franchising and following a successful the USAF, being named as the IFA proven system enabled me to pursue Franchisee of the Year and being named my passion of business ownership. COO – Franchising at Grease Monkey In four years I was the #1 volume store as a result of our success we’ve enjoyed FOLLOWING A in their chain and eventually became these past four years. SUCCESSFUL a multi-unit operator with a total of 15 PROVEN SYSTEM stores throughout my 23 year career What skills did your time with the ENABLED ME TO with them. Air Force equip you with? PURSUE MY PASSION I was on a flight crew with over 3000 OF BUSINESS How did you come to work in franchising? hours on a C141 Starlifter. Being in that OWNERSHIP” After I sold my franchises, I was actually role afforded me a leadership role early recruited by my franchisor six months in my career. Following systems and later to work in Franchise Development. understanding each crew member's I eventually moved over to Operations roles and responsibility has transitioned where I became COO for Meineke Car me well into the corporate world. Care Centers for the western U.S. As Chief Operating Officer - What affords you most satisfaction Franchising of Grease Monkey How's business for your brands? about your work? International & SpeeDee Oil Change Amazing! We have been on an incredible Frankly, franchisee success. When a & Auto Service, Ralph Yarusso's job trajectory of growth in all areas. franchisee has invested in our brands is to boost franchise growth, a multi- Franchised units, customers, sales, they have invested in us. Seeing them faceted task “since driving franchise ticket average and so on. We have also suceed and accomplish their goals is growth includes unit economics, grown abroad with over 100 centers in by far the most rewarding aspect system-wide sales, franchise outlets Mexico, new master franchise licenses of franchising. and corporate EBITDA”. awarded in Saudi Arabia and Columbia How long have been in this role? and also China. What aspect of your work offers the Just a few months, I held the greatest challenges? position of SVP of Operations What are the ingredients for successful Time. We are so incredibly busy that and Business Development for 4+ brand development? time has become a valuable aspect of years prior. In our case, I truly believe it’s our my daily life. The greatest challenge is experience. Many of our senior making time for all of the things I want What drew you to the auto industry? management team members have to do. A chance to become an entrepreneur. been franchisees in our space so we After my commitment in the United understand the rigors that franchisees How do you think would other people States Air Force, I was able to obtain my face daily. We have the experience to describe you? rating with the FAA and was employed lead with franchisee buy-in since we Passionate, loyal, experienced, caring. at LaGuardia Airport working in Flight have been in their shoes. Control. During that time, I started What's the next step in your career? researching franchise opportunities. I What have been your proudest moments? My next step is obvious, CEO/President. was able to utilize my veteran benefits Personally, raising six children, all of But I am still learning and am fortunate (VetFran) to open my first Meineke whom have graduated from college to have a terrific mentor currently in Discount Muffler shop with my father- and have become incredible adults. I’m that role in John Adams. He has been in-law a few years later. I really wasn’t also looking forward to celebrating my instrumental in my career growth and a mechanic and I had no experience in 35th wedding anniversary September has invested heavily in my education running a business; however, the beauty 25th. Professionally, serving in toward that next step!
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Global Franchise Online Need more information? www.globalfranchisemagazine.com/case-study/grease-monkey-speedee-fast-lane-franchises ADVICE
HOW TO SHOW AND TELL
Social media tells your franchise story in the most direct and effective way possible, says Jack Monson
n ongoing battle cry Director of Chicken Salad Chick. We move her cooking out of her home for The International decided that a discussion on using and into a business. After beginning Franchise Association Social Media must be streamed live. to franchise, the brand has quickly AS THE AMOUNT OF is “Tell Your Franchise While 200 or so people joined us in expanded to 65 locations in under Story.”A The organization has long the room, hundreds more joined five years. AVAILABLE CONTENT INCREASES, SO TOO been asking franchisee and franchisor us via Facebook Live courtesy Massage Heights started with the DOES THE NEED TO members to tell the story of their of my Social Geek Radio co-host founder’s family going on vacation and GRAB A CONSUMER’S businesses and share the story Deb Evans! experiencing an expensive but less ATTENTION, AND of franchising’s impact on their than satisfying massage. A decision THEN HOLD IT WITH communities. THE STORYTELLING ERA was made to make a better service A GREAT STORY” I’ve advocated the use of social The number of online written and a business plan was written on media for franchise systems at the articles, blogs, images, videos, the drive home from vacation! As IFA’s Annual Convention each year Tweets, Snaps, and posts is growing Alice states, the brand is still “in the since 2009. So, I was thrilled to exponentially. As the amount of business of making people feel better.” moderate a panel of executives who available content increases, so too All three brands started with stories are effectively using social media to does the need to rise above the rest about people; they are relatable, and tell their story at the #IFA2017 event. of the crowd, grab a consumer’s feel instantly familiar! Joining our discussion were attention, and then hold it with Kathleen Kuhn, President of a great story. Franchising has a YOUR PEOPLE, YOUR STORIES HouseMaster Home Inspection unique position in the consumer Massage Heights, as a service Services, Alice O’Donnell, Vice marketplace; a system may tell not provider, takes the view that President of Marketing of Massage just one brand story, but hundreds its product is really its people. Heights, and Ali Rauch, Marketing of stories about the businesses, their The brand is telling the massage owners, and their customers. therapists’ stories on social media and is collecting these from each THE PANELISTS’ TALE(S) franchisee. Their local activity in their Like all good superhero movies, the communities, such as participating origin is a great story. Each panelist in charity events, is key in sharing shared how their brand came to be. who they are and what kind of people HouseMaster Home Inspections customers will find when they engage started at a time when there were with the brand. Customers’ personal very few home inspections happening stories can also provide inspiration for and no one was franchising in the other customers. Alice told the story space. The founder pioneered the of a therapy customer who had been concept in franchising and defined in a car accident and was determined the brand as a confidence builder. to walk again. The franchisee shared Kathleen shared that buying a home updates over time and finally a video is nerve-wracking, and a home of the customer walking! inspector must inspire confidence. Ali shared that Chicken Salad The franchisee must be positioned as Chick’s products – various flavors of the local expert in houses. chicken salad – are each named after Chicken Salad Chick’s origin a person who had an impact on the has charm and attitude that still business and founding family. The resonates through the brand’s product then takes on the story of that marketing today. The founder was person. This helps the brand stand out personally obsessed with chicken from its competitors – so many casual salad and was making so much of it dining brands share nothing but that local authorities forced her to pictures of food on social media. In
72 GLOBALFRANCHISEmagazine.com addition, the brand is now collecting your fans share with their friends, the stories of the associates and team and their friends share with more members. One example is that of a friends, is much more important new manager, who after 20 years of than the original piece. This is even working in other restaurants, came more critical after some Facebook to Chicken Salad Chick in order to algorithm changes last year put a finally spend Easter Sunday with greater emphasis in the newsfeed to a family, as Chicken Salad Chick is user’s friends than to brands. closed on Sundays. Kathleen said that in TAKEAWAYS HouseMaster’s world of real estate, Additional takeaways beyond visuals are critical and many photos creating sharable posts and are are taken on the job. Franchisees images include: often share photos tagged as “the Find your story Early in the stuff we find” while inspecting a session, I asked the audience how house. These could be funny shots, many executives in the room could defects in the building, or the state their brand’s origin story as franchisees’ favorite: selfies taken eloquently as the panelists had. The on a roof! The key is that these panel urged everyone to discover images are very sharable and fans their own story and repeat it often. on social media are going to share Make your franchisees the these pictures over and over. stars Franchise brands are in a ABOUT THE AUTHOR They’re sharing the brand’s story unique partnership; capitalize on Jack Monson is the Director of at the same time. those partners’ stories. Digital Strategy at Qiigo, helping Make social media part of to unify digital marketing for SHARABLE CONTENT your training process We were Franchise brands and their That sharable factor is one of the all pleased to learn in the session locations. He is also the host of most important things in any content that the three panelists have The Social Geek Radio Program a brand or franchisee posts. Will your included social media as part of their and can be reached at fans want to share this post or image franchisee training and actually have [email protected]. to their own page or account? What social media agreements in place.
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ADVICE
WHERE NEXT? SELECTING THE RIGHT COUNTRIES
IFE 2017 saw Anthony Padulo moderate a talk by experts on global expansion. How to choose suitable countries and in what order are considered in this summation of that talk
ne of the biggest steps DECIDING TO EXPAND franchisee’s capital is employed in a company can make INTERNATIONALLY the expansion rather the franchisor is expanding its brand Before taking the plunge and having to tap its own financial MANY FRANCHISORS internationally. Not to expanding into different countries, it resources. However, that truth is Obe taken lightly, this move requires is important to do a thorough analysis moderated by the fact that the “pump ARE UNAWARE OF THE WORLDWIDE extensive planning and evaluation of your company domestically and has to be primed.” As is the case in PROLIFERATION OF to determine if your company is determine if you are internally strong an early-stage domestic franchise FRANCHISE-SPECIFIC ready to make that monumental step. enough to take your brand to the next program, the franchisor has to invest LEGISLATION OR When you do decide your company level. There are a few key items capital before a return is realized. LEGISLATION is strong enough domestically to to keep in mind when analyzing International expansions are no THAT AFFECTS venture into foreign countries, the your brand: exception, even if the categories of FRANCHISING” two most important questions to keep Saturation of the home market investment are different. in mind are deciding which countries Classically, international expansion Human Resources People run to expand into, and in what order. To has been undertaken only after the businesses, not machines. Having the help you make that decision, here are franchise system has achieved near right people to do the required jobs is some preliminary questions you will saturation in the home country. critical in any business and in any type need to address: Modern thinking, however, is of franchise activity, whether domestic that system maturity and depth or foreign. However, the skill sets for 1) Is your company ready to of resources are more important international franchising, in many expand internationally? indicators than saturation. More ways, are different than the skill sets 2) Which countries and at what time? and more franchisors are able to for purely domestic franchising. One 3) Which franchise vehicle is develop, with modern technologies reason for this is that the international most appropriate? and methods, solid domestic franchisor is dealing with cultural and programs along with profitable possibly linguistic differences that are Taking these key issues into international programs. sometimes deep and complex. If the consideration will help your Is expertise in the underlying franchisor’s people do not understand company to successfully and business enough? You cannot the nuances of the foreign market, the strategically branch into the realm franchise mediocrity domestically chances for disappointment are that of international expansion. and you certainly cannot franchise much greater. it internationally. Expertise in the business being franchised WHICH COUNTRIES is absolutely crucial. However, AT WHAT TIME? international expansion vehicles All too often, a franchisor begins an often require the franchisor to export international franchise expansion expert knowledge about the process or jumps into another foreign of franchising and how to adapt it jurisdiction because some eager to local conditions as well. If the prospect approaches them with a franchisor has not honed its ability, financial enticement. The choice strength and depth of knowledge of which foreign markets and in about franchising, then international what order is absolutely critical franchising maybe should wait. in succeeding in an international Capital Resources There is no franchise expansion. Some obvious debating the idea that franchising is factors are closeness geographically an alternative method of financing to the home market and linguistic the growth of a business, as the and cultural similarities.
76 GLOBALFRANCHISEmagazine.com Many franchisors are unaware of the worldwide proliferation of franchise-specific legislation or legislation that affects franchising. Not all countries require a registration like the US registration states, but many have disclosure requirements, and some require the filing of the executed franchise agreements. Others require a filing/registration prior to being able to sell franchises in those countries. Penalties in some countries can be significant, while others may not be, but could prevent or delay the relationship. The existence or not of such laws is a factor to consider when deciding upon an expansion strategy. There are dramatic differences, one country to the next, as to the number of business people who will be accepting of the franchisor’s terms and financial proposition. On average, prospects in countries like Canada 2. Development Arrangements company does so strategically and and England, for example, are more Multi-unit franchises, area is able to pick the right countries likely to negotiate strenuously and development arrangements at the right time, in the right way, over longer periods of time, than and territorial development international expansion can take would typically be the case in say arrangements are some of the names your company to new heights and Mexico or Bahrain. There are any applied to situations where a single establish a respected presence number of additional matters that franchisee is given the right to around the globe. should be considered in deciding open up two or more franchises upon which countries to expand to in a given territory. Anthony Padulo is the Executive and in what order including: 3. Master Franchising When Vice President of International done properly and timed correctly, Development for BrightStar Care, 1. The existence of exchange controls; master franchising can be one of the the full-service home care franchise 2. The degree of adaptation which most effective means of expanding that provides both medical and non- may be required for the success and a franchise network. This is medical care for infants to seniors, public acceptance of the concept; and particularly so when the expansion is with more than 300 locations in 3. The cost of supplying franchisees into foreign markets. In fact, master the United States. To learn more with the appropriate type and quality franchising is the most frequently- about BrightStar Care International, of goods and supplies. used vehicle for international visit franchise.brightstarcare.com/ franchise expansion. international or email Padulo at Choosing the best franchise vehicle 4. Joint Venture Franchising This [email protected]. The franchisor has a number of occurs when the franchisor takes an choices of vehicles for international equity position or a partnership role expansion. Each one carries with in the franchisee entity. Joint venture it its own set of issues, challenges franchising can be used in virtually and advantages, which can have a any franchise vehicle, from unit ABOUT THE AUTHORS dramatic impact on the choice of franchises to master franchises. Anthony Padulo, Executive expansion territories and their order. 5. Acquisition The acquisition of Vice President of International a competitive business can be one Franchise Development, of the quickest ways to expand a 1. Direct Unit Franchising BrightStar Care Granting unit franchises directly franchise system internationally. Edward Levitt, Partner, to foreign franchisees will be the The target company may be another Dickinson Wright LLP slowest, most expensive and, in some franchisor or a multi-unit business Enrique Kaufer, Vice President ways, riskiest expansion method. that is capable of being converted into of International Stores, General In direct unit franchising, the a franchise network. Nutrition Centers franchisor shoulders the entire Larry Oberly, Vice President of burden of selling franchises and Although international franchising Global Development, Re/Max supporting the franchisees. can be a challenging feat, if your
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PERSUASIVE REASONS 6 TO GO GLOBAL With a growing world market hungry for American brands, going global makes every kind of sense, says Meg Schmitz
n a world that grows smaller Analyze the infrastructure: Are American franchise? Is the franchise and more interconnected systems in place to ensure the concept business model new to this market or each day, there has never can be properly replicated? Are there do other franchises exist in the market? been a more optimal time to any barriers to transportation or Iconsider expanding your franchise importing of goods that could endanger U.S.-based franchisors can benefit abroad. For U.S.-based franchise the concept’s ability to succeed? from seeking the expertise of concepts exhibiting well-established Consider the market’s current international business consultants models and strong domestic growth, state and cultural attitudes: to attain the market knowledge and international franchise expansion can Will this concept adapt well when insight needed for development of create unique opportunities to both translated into a new language? Are a robust targeted growth strategy. grow and enhance the brand. entrepreneurs in this market likely Once your team has determined that According to the U.S. Chamber of to see the investment value in this international expansion is a natural Commerce, 95 percent of the world’s consumers live outside of the United States. For franchisors that are considering going global, this figure illustrates an opportunity to tap into new – and often less regulated and competitive – international markets. U.S. franchisors with global ambitions must first conduct a far-reaching investigation and infrastructure analysis to determine the best market. Secondly, franchisors must choose the entry method for growth into the new market. Many franchisors choose to master franchise, as it allows aspiring local entrepreneurs to serve as franchisors of recognized brands over a large geographical territory. When choosing a foreign market for entry, it’s important consider the following:
Assessment of need: Is there a true need for this service or product in this market? Are there any other businesses or organizations in place that are also trying to meet the demand? Scan the landscape: Does this market contain the demographics for a franchisee, employee and consumer population? Does the concept fit well within consumer culture?
80 globalfranchisemagazine.com next step for your concept’s overall English-speaking countries such legwork in figuring out supply chain growth strategy, here are six reasons Ireland, England and Canada. These management in their territories. to take that leap of faith: countries have fairly lower barriers to BY GROWING A entry, thus acting as a strong conduit 5. ECONOMIC DEVELOPMENT STRONG PRESENCE 1. OPPORTUNITY TO for growth and commerce with U.S. & JOB CREATION IN A MARKET WHERE EXPAND CONSUMER BASE trade-sanctioned countries in need of On both a national and international THERE IS NOT YET AND ESTABLISH MARKET a certain product or good. scale, franchising is a major source ANY COMPETITION, DOMINANCE of job creation. In the U.S. alone, THE CONCEPT International expansion can allow 2. RELATIVELY LOW COMMITMENT franchising is predicted to create 7.9 WILL NATURALLY a brand to reach – and monopolize AND RISK million jobs this year. Growing your ESTABLISH MARKET – an untapped niche market of Master franchising has proven to be franchise globally provides a role in DOMINANCE” consumer needs. By growing a strong a successful tactic in international international economic development presence in a market where there is expansion. Strategic research and will change lives by providing not yet any competition, the concept and vetting of master franchisees new opportunities for entrepreneurs will naturally establish market are crucial to the process. Master and workers in both developed and dominance, especially in emerging franchisees carry the key to developing markets. markets or in less-developed financial and infrastructure control economies. The U.S. is the world’s for franchise expansion success, 6. MORE BRAND RECOGNITION second leading exporter of goods, requiring less investment capital LEADS TO MORE GROWTH which is why many large countries, from the U.S. franchisor. Master Successful growth into new such as China and India, are receptive franchisees must have local expertise international markets often leads to American products, services, and connections, as well as financial to heightened brand awareness businesses and brands. In-demand and political power in their market. International brand exposure can franchise concepts include children’s They must have the eyes and gain traction in surrounding foreign education, burgers, senior care, coffee, ears, the boots on the ground, the markets, allowing for rapid expansion pizza, fitness and security services. ability to speak and implement the that is led by the master franchisee at By moving a brand across the border, system in English, then translate as a local level. In addition, international further growth opportunities are necessary. English is taught in a lot of franchise expansion increases brand likely to develop, especially in other countries around the world, so U.S. awareness in the home U.S. market companies tend to have an easier time as well, allowing for a synergy of exporting their concepts into foreign growth and profit potential for the countries. There is a reason why brand across both the domestic and English is commonly referred to as international lines of business. the international language The business venture of international of business! franchise expansion can lead to vast growth and financial opportunities. 3. PORTFOLIO DIVERSIFICATION With a well-formulated growth International franchise expansion strategy, U.S. franchisors can work to allows for a more diversified portfolio replicate unilateral brand experiences with investments that are not for consumers and employees and dependent on the U.S. economy. This drive successful expansion in a new allows brands to reduce risk and international territory. susceptibility to the fluctuations and uncertainties in the U.S. market by having more economic power across ABOUT THE AUTHOR the globe. Meg Schmitz is a high-energy, 4. FAVORABLE CURRENCY solution-oriented franchise EXCHANGE, TAX TREATMENT expert and professional AND LEGAL JURISDICTION career coach with more than While some countries do have 25 years experience as a difficult licensing and registration business consultant/mentor and entrepreneur. Her free services requirements for franchises, many guide individuals along a path U.S. franchisors find currency to professional independence, exchange rates to be favorable while developing a plan to achieve and that the licensing process is personal lifestyle goals, through much simpler in other countries. franchise investment. For more Other countries also have lower information on Meg or to inquire tax regulations, which can add to about her services, please visit a business’ bottom line. One of the www.MegSchmitz.com or email benefits of master franchising is [email protected]. that master franchisees will do the
globalfranchisemagazine.com 81 VIEWPOINT
DAMIAN PAULL LANE FISHER
Franchise attorney Lane Fisher of Fisher Zucker Damian Paull is Chief LLC is a past member Executive Officer of the of the IFA Board of Franchise Council Directors and a regular of Australia speaker on franchising
n Australia, recent data published by Griffith hile the Trump presidency will likely University and IBISWorld, shows franchising bring a more franchise-friendly is growing between 2.5% and 3.1 % per annum. administration to the White House, Franchising employs nearly half a million people WE NEED TO SUPPORT changes issued by the North American Iand generates additional benefits to the economy, SecuritiesW Administrators Association (“NASAA”) and THE LOBBYING through the social enterprises common amongst small EFFORTS OF OUR the Financial Accounting Standards Board (“FASB) will business operating in local communities. FRANCHISING impact how new and emerging franchisors in the U.S. Consequentially, governments should be supporting ASSOCIATIONS, structure and present their franchise offer. franchising as a major engine of small business. Instead, EDUCATE FRANCHISE First, NASAA has proposed a number of troubling the issue of “joint employer” is being played out globally, EMPLOYEES AND restrictions that limit emerging franchisors’ ability often driven by the labour movement, which is currently LOBBY GOVERNMENTS to present relevant financial data to prospective focused on franchising as a way of reshaping an old TO PRESERVE franchisees. Amongst these changes are a prohibition debate. THE CURRENT on franchisors from presenting financial performance The fundamental benefits of franchising, that ability LEGISLATION” representations based on a subset of locations if they to be in your own business but not be on your own, have fewer than ten operational locations, even if there supported by good franchise systems that provide help is a reasonable and objective basis for doing so. This and assistance to ensure that franchisor success comes change penalizes new and emerging franchisors, who from the success of franchisees, is now being used may have a very good reason for presenting a subset against it to build the case that if a franchisor can control of data but will be prohibited from doing so due to the price of a pizza, then they should be liable for the the fact that they do not have the required ten employment practices of the franchisee. operational locations. We recently surveyed 160 Australian franchise CEOs, Additionally, FASB has issued new standards representing over 22,000 franchised units regarding the concerning the recognition of initial franchise fees WHETHER YOU’RE proposed reforms to the Fair Work Act which will have which will go into effect in 2018 for public companies AN EMERGING the effect of creating a contingent employer liability and 2019 for private companies and will alter the way in FRANCHISOR for franchisors where they fail to take reasonable steps which franchisors can recognize initial franchise fees in OR SEEKING TO to prevent work place relations breaches by their audited financial statements. Under the proposal, PENETRATE THE their franchisees. auditors will require franchisors to recognize initial US MARKET AN Starting with the premise that everyone should fees over the course of the initial term of the franchise UNDERSTANDING OF receive their lawful entitlements with respect to wages agreement, as opposed to recognizing the full fee at the THE NEW REGULATORY and conditions, the survey identified that franchise time of opening. LANDSCAPE IS systems would need to undertake a significant amount of The consequence of the FASB change for emerging CRITICAL” additional work if the legislation is introduced across a franchisors will be financial statements showing lower range of identified measures; 54% identified a significant assets and greater liabilities, resulting in a lower net additional cost and change to existing business practices; worth. Franchisors that show a negative net worth in their 71% expected costs of the actions over the first 12 months audited financials are likely to be subject to an impound to exceed $20,000 with a further 22% anticipating costs condition in certain states, requiring the emerging greater than $100,000; 17% would need to fundamentally franchisor to either defer payment of initial fees, establish review whether they continued with a franchise model; and escrow account or obtain a surety bond as a condition and 4% said they would cease franchising. of registration. This also has the potential to scare off Looking to the future we need to support the lobbying potential franchisees concerned, perhaps wrongly, that efforts of our franchising associations, educate franchise the franchisor’s financial standing is on shaky ground. employees so they understand who they are employed Whether you’re an emerging franchisor or seeking to by, and lobby governments to preserve the current penetrate the US market an understanding of the new legislation that works for all. regulatory landscape is critical.
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