1851 magazine

CUNNING

1851VOL. 1 2013 | 1851 PROJECT.COM

CUNNING

Y O U N G O N E S T O W AT C H

Matt Haller

VP of Public Affairs | IFA

Jennifer Durham

VP of Franchise Development

Checkers & Rally’s

Rich Stark

CEO | Stark Logic

Ashley Betzendahl

Social Communications Manager

Goddard Systems

Sean Fitzgerald

EVP of Franchise Development

Bright Star Care

. .

YOUTHFUL

MODERNCURRENT

T H E S O C I A L 1 0 0 T H E M U LT I - U N I T M A N B E S T C I T I E S F O R G R O W T H

Clay Neff

Executive Director

of Franchise Development

Wireless Zone

Scott Frith

CEO | Lawn Doctor

UNIQUEINSPIRATIONAL

Randy Shacka

President | Two Men and a Truck

Eric Little

SVP of Franchise Development

Right At Home

Scott Sutton

VP of Franchise Development

Safeguard

David Peddie

Head of Marketing | Mathnasium

UNIQUE INNOVATIVEGROWING

PEOPLE DO.

BRANDS DON’TSELL BRANDS.

full circle communications

www.facebook.com/discovernolimit www.NOLIMITAGENCY.comwww.twitter.com/nolimitmc 312-526-3986

connect with us today.

social media pr marketing adv

ertis

ing

OPERATIONS & LABOR DELIVER EXCELLENCE.Our initiatives provide a great guest experience.

FACILITY.Our new research facility provides the opportunity to understand our guests’ preferences.

Upholding high standards of food and service through upgrades in the latest technology.

ALTERNATIVE BUILDING FORMATSListening to our guests is very important. They provide valuable insight to help us develop new products and drive restaurant visits.

• Chicken Bites• Classic Wings® in 5 flavors• Cold Creations line of treats• Late Night daypart provides more opportunities

to meet guest demand

• After expansion of hours and increased marketing focus, we have seen late night sales double from 2007-2011 at Company owned restaurants

DRIVE REVENUE THROUGH MENU AND DAYPART INNOVATION

Checkers has redefined itself to provide more revenue generating programs than ever before. Take a look inside to see some of the recent updates we’ve made to bring value to our guests and franchisees.

To further enhance the guest experience, a new prototype location has been developed. The benefits of the prototype restaurant are:

• Lower investment costs than previous free-standing locations

• Improved drive-thru experience – fast, easy, accurate• Redesigned kitchen provides operational efficiency• Iconic brand features remain – stainless steel band,

checkerboard accents, red umbrellas and black, red and white color scheme

• Sales to investment ratio 1.8:1

NEW RESTAURANT PROTOTYPE

FULLY LOADED FRANCHISE OPPORTUNITIES

PRODUCT INNOVATIONDRIVES REVENUE.We’re giving guests more reasons to visit, more often.

FACILITY & EQUIPMENT SUPPORT EFFICIENCY.

WWW.CHECKERSFRANCHISING.COM 888.913.9135for more information, visit us at or call

THESE FRANCHISES HAVE BEEN REGISTERED UNDER THE FRANCHISE INVESTMENT LAW OF THE STATE OF CALIFORNIA. SUCH REGISTRATION DOES NOT CONSTITUTE APPROVAL, RECOMMENDATION OR ENDORSEMENT BY THE COMMISSIONER OF CORPORATIONS NOR A FINDING BY THE COMMISSIONER THAT THE INFORMATION PROVIDED HEREIN IS TRUE, COMPLTEE AND NOT MISLEADING. This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law.

© 2012 Checkers Drive-In, Restaurants, Inc. 4300 W. Cypress St., Ste. 600, Tampa, FL 33607

OPERATIONS & LABOR FACILITY.

ALTERNATIVE BUILDING FORMATS

OPERATIONS & LABOR NEW RESEARCHFACILITY.

Varied restaurant formats can accommodate any neighborhood and provide compelling returns:

• End-cap • Inline• Conversions

MN Registration #F-4351

51851 PROJECT.COM | 2013

1851 PROJECT 2013

THE YEAR AHEAD YOUNG ONES TO WATCH

THE SOCIAL 100

By Steve Coomes

By Ben Heinemann

By Kate Aoueille

Few people who know Steve Calderia would ever call him a pessimist. But as the

president of the International Franchise Association, Calderia finds forecasting

the franchising industry’s future for 2013 unsettling.

We present our list of 40 young people who have the drive and determination to make

big things happen in the early stages of their careers, making room for even bigger things

to come down the road.

Brands no longer talk at us. They talk with us. With that in mind, 1851 presents a

comprehensive list of the top 100 franchise brands using Social Media

24 28 36

PUBLISHER NICK POWILLS

EDITOR IN CHIEF BEN HEINEMANN

CREATIVE DIRECTOR NAKWARE HOWARD

CONTRIBUTING GRAPHIC DESIGNERS

ANNA AFFIAS

CAITLIN VANDERKLOK

MAILING ADDRESS

730 N. Franklin, Suite 310

Chicago, IL 60654

ADVERTISING OPPORTUNITIES

[email protected]

312.526.3996

CONTRIBUTING WRITERS

BROOKE WYLIE

KATE AOUEILLE

LIZA RUSH

GREG AVDOIAN

CARLY LEVISON

RYAN O’DONNELL

LAUREN KAMINSKI

MATT DIAZ

RALLE KARADJOV

CHRIS POWILLS

JORDY PATANO

PARI MANIKAS

STEVE COOMES

JORDAN BRANDES

Image courtesy of The International Franchise Association.

6 1851 MAGAZINE INAUGURAL PRINT EDITION

Image courtesy of The International Franchise Association

1851 PROJECT 2013

GIVE TO GAIN TURNING LIKESINTO LEADS

THRIVING UNDER 100KBy Lauren Kaminski

By Liza Rush

By Matt Diaz

How Toppers built a loyal fan base by listening to its customers.

1851 discusses how franchisors can expand their markets utilizing social media platforms.

For many franchisees, low-cost franchises prove highly successful.

14 17 20

ATHLETES IN FRANCHISING

THE MULTI-UNIT MAN THE BEST CITIES TO OPEN A BUSINESS

By Steve Coomes

By Nick Powills

By Jordy Patano

For retired pro-sports athletes (and a few current), franchising provides opportunities

for success beyond the game.

Advice from Aziz Hashim the multi-unit franchising guru.

1851’s list of the top cities friendliest to new businesses.

46 48 56


1851 PROJECT 2013

THE BEST CONFERENCES FOR FRANCHISEES AND FRANCHISORS IN 2013 - 2014

International Franchise Association Convention February 22-25, 2014New Orleans

When it comes to an information

download, no conference produces

more content, experience and

networking opportunities within the

franchise community than the IFA’s

Annual Convention.

Multi-Unit Franchising ConferenceMarch 27-29, 2013Las Vegas

This conference provides you one-

on-one opportunities with some

of the biggest and most powerful

franchisees in the world. For

franchisors, you are provided the

same opportunity.

The International Franchise Expo June 20-22, 2013New York

While it’s still debatable what

place franchise expos will hold

in development budgets, the

International Franchise Expo has

proven to be a step in the right

direction, connecting franchisors

with deals and franchisees

with opportunities.

The IFA Public Affairs Day

September 15-18, 2013Washington, D.C.

When it comes to finding a purpose

and making a difference within

the industry you represent, the

Association’s Public Affairs Day

provides franchisors and franchisees

the opportunity to talk about real

political issues with those who

represent their home markets.


LETTER FROM THE EDITORBy Nick Powills

1851 was never going to be a print magazine.

Perhaps I should learn a thing or two about

using the word “never.” As you read this, you

can clearly see that 1851 has evolved from the

virtual to the physical world. While I certainly

wouldn’t say this was on accident, I wouldn’t say

it wasn’t on purpose either.

When the publication was created in May of

2012, my team and I saw an opportunity - an

opportunity to provide a daily resource for the

franchise community. Most of the resources

that currently exist focus on a singular audience:

franchisor, franchisee, multi-unit franchisee,

supplier or the prospective zee. 1851 was

created to provide vision and insight across all

franchise audiences in a broad, yet informative

way, thus connecting the silos and bringing

together the audiences to tackle both personal

and business growth.

Ten months later, I am pretty pleased with

what has happened. We have more than 5,000

readers, daily content during the business week

and rankings of the young ones, the Social Media

studs and veteran friendly businesses. We also

offer great informative Webinars for prospective

franchisees and the lead generation community.

It has been productive, busy and eye opening.

Yet, even with those successful moments, what I

envisioned last May has not remained the same.

While I may not have been in the franchise

community as long as others, I have used my

time to observe and collect as much data as

possible before distributing what I presume as

best practices. Looking back at my first entrance

into the community, I couldn’t see as clearly as I

do today. Ten years from now, I will most likely

say the same thing about my views as I do today.

The reality is “nevers “or “always” don’t work in

business, franchising or life. Evolution, revolution,

exploration and rewrites are guaranteed.

Franchise portals don’t work the way they used

to and franchise development pros cannot snap

their fingers and close deals. The franchise

broker has rewritten the development landscape.

Media has changed, the International Franchise

Association ( IFA ) has changed. What we

envisioned yesterday as the best way to do things

has not remained the same. Yet our president

remains the same, as does our uncertainty.

If I could never use “never” or “always,” I would

be a better person. I would look at everything,

whether it be business or life, with eyes wide

open. While a print publication wasn’t in the

cards 10 months ago, the high demand of our

readers to uphold our vision forced us into

unplanned waters. While this issue is printed,

it may be the last. I will let the evolution of best

practices determine what’s next. And, I will be

OK with it.

LETTER FROM THE PUBLISHER

Nick Powills

Publisher

WE TEACH FRANCHISORSHOW TO DRIVE

FOR MORE INFORMATION CONTACT US AT 267.767.8130 [email protected] WWW.SMBFRANCHISING.COM

Every franchisor with more than 100 units looks back and wishes they would have done a few things differently.

Now there is an executive consulting team that can help you and your company look forward to a successful future based on their in depth knowledge, experience and proven track record of success.


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10 TIPS FOR ACHIEVING SUCCESS IN YOUR FRANCHISEBy Kate Aoueille

UNDERSTAND YOUR GOALS AND OBJECTIVES“A business or franchise should be a vehicle that

helps you achieve your personal goals. You need

to understand what it is you want the business

to do for you,” said Margie Pascetta, coach and

franchise expert for The Entrepreneur’s Source.

Begin by considering the following questions --

Are you looking for a business that matches your

lifestyle, or builds long term wealth and equity?

What is truly motivating you? Are you looking

to supplement your income? Are you looking to

invest in something that makes you feel good? Be

honest with yourself and answer these questions

as truthfully as you can. These answers will

help you truly understand which franchise

opportunity is the best fit.

COMPLETE YOUR DUE DILIGENCE Prior to signing a franchise agreement, go

through an in-depth and thorough validation

process. A major component of this process is

talking to franchisees. “Do not assume talking to

three top-performing franchisees is enough. You

have to talk to the average franchisees, longtime

franchisees, new franchisees, those doing well

and even those doing not so well,” said John Blair,

Director of Marketing for FranNet. “You should

find out specifically why former franchisees left

the system,” Blair said. Understand whether

the reasons were systematic problems with the

franchise or problems specific to the individual.

“By investing in your business prior to purchase,

you are better prepared to enter into the model,”

suggested Blair.

RECOGNIZE YOUR INVESTMENT LEVEL “Find a business that meets your investment

level,” said Steve Beagleman, President and CEO

of SMB Franchise Advisors. Many prospects

dive into a franchise opportunity before looking

at the cost of running it long-term. Do not just

consider the initial investment and finances

required in opening a franchise, but also take

into account the money you will need to sustain

it, like your working capital. Finally, make sure

you understand that you are making a long term

investment. Therefore, you will not make money

initially.

ABSORB THE FDD “Thoroughly understand what a franchise

disclosure document is and how to use the

information inside of it,” said Steven Corp, VP

of Franchise Sales for Moe’s Southwest Grill.

Regardless of the segment you are pursuing,

the Federal Trade Commission makes every

franchise company release an FDD. Read it and

read it carefully, over and over again.

FOLLOW YOUR PASSIONS It is imperative that your franchise aligns with

your passions. “Everyone wants to make money,

but make sure money isn’t your primary driver,”

said Khursheed Amhad, multi-unit owner of

Checkers Drive-In Restaurants. If you are not

truly committed and passionate about your

business, it will ultimately fail.

INVEST IN A LAWYER AND A CPA When considering a particular franchise

opportunity, hire a lawyer and an accountant

who have experience representing prospective

franchisees in transactions. “Their input,

guidance, and advice are invaluable and cannot


be duplicated by anyone else,” said Lee Plave,

attorney and partner at Plave Koch. “If you are

looking at a prospective franchise to invest in,

an attorney who has knowledge of representing

franchisees on transactional matters will help

you understand the obligations you will be

taking on. Additionally, an experienced CPA

who understands franchising will be helpful in

evaluating the monetary and financial aspect

of the business you are considering,” continued

Plave. Both will open your eyes to the franchise

process and the commitment you will undertake.

CONSIDER THE REAL ESTATE OPPORTUNITY Research is vital in real estate–research not

only the location, but also the economy and

the terms of the deal. “Now is the best time

to lock into historically low real estate lease

rates,” said Randy Trotter, President of Horizon

Franchising, VP of franchise development for

Workout Anytime as well as an area developer

for Boneheads. “To protect yourself in an

uncertain economy, sign a lease for a five-year

term with two or three, five-year options. That

way after the first term you can exercise your

options, renegotiate, or leave. Also, try to limit

the personnel guarantee to the first term,”

added Trotter.

BE AWARE OF BUSINESSES THAT FOLLOW TRENDS There are many segments in the franchising

industry that are quickly rising in popularity.

Yet, before you purchase a franchise model,

it is essential to “consider the lifespan of the

business,” said Terry Corkery, President and

CEO of Franchise Works. Ask yourself, “Is it a

trend that will yield success for five years, 10

years? Does it have serious, long-term growth

potential?,” said Corkery. There are a lot of risks

associated with investing in trends – like yogurt

or technology. When the trend dies, you are

stuck with a franchise that is no

longer profitable.

MANAGE YOUR FEAR “I once heard an interview with a base jumper,

one of those extreme athletes that jumps off

cliffs with a parachute,” said Eric Bell, Director

of Sales and Service for Franchise Gator. “He

was asked what it’s like to not have any fear.

His reply– ‘I have a tremendous amount of fear

every time I jump. There’s a challenge in facing

it I enjoy. Those who have no fear when base

jumping are probably not stable. Keep them

away from me.’ Don’t think for a second your

fear is an indication to walk away. Fear is normal.

Work toward understanding it and overcoming

it. Eventually, that fear will be a motivator.”

REGULATE YOUR CASH “When you get into business, you have the

misconception that you can do whatever you

want,” said Dennis Demshar, multi-unit franchise

owner of Honey Baked Ham. In order to make

sure your cash lasts, adequately plan throughout

the calendar year. If you own a restaurant,

assume you will have spikes in sales during the

holidays. If you have a pest business, assume the

summer months will provide the majority of your

income. “During those spikes in cash, you have a

lot of money in your pocket,” said Demshar. “Plan

accordingly and do not spend it all at once.”

“Good to Great: Why Some Companies Make the Leap…And Others Don’t”

By Jim Collins

The following books lay out strategies and tips for being the best business leader you can be

while providing insight on how not to run a business

“Strengths Finder 2.0”

By Tom Rath“Steve Jobs”

By Walter Isaacson

“Bitter Brew: The Rise and Fall of Anheuser-Busch and America’s Kings of Beer”

By William Knoedelseder

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CREATIVITY IS KEY TO FUNDING YOUR BUSINESS

By Brooke Wylie

John Heifner

spent 18 years

working as a

nurse, eventually

climbing to the

role of Director of

Healthcare Systems

in the Knoxville, TN

area. While working as a personal trainer on

the side, John realized he wanted to make

the switch from reactive care to full-time

preventative care while tapping into his desire

to become an entrepreneur. So in 2011, he

became a franchisee with Workout Anytime, a

24-hour gym and fitness franchise. But instead

of taking on bank loans to fund his business,

John decided to use his 401(k).

John is not the only one looking to his 401(k)

to get his business off the ground. According

to FranFund, a company that helps franchisees

find financing opportunities, since October

2008 the percentage of their clients who used

the ROBS (Rollover for Business Start-Up)

program to fund their business has increased

from approximately 65 percent to 93 percent.

ROBS transactions, typically ranging from

$10,000 to more than $500,000, funded

more than 4,000 businesses in 2009.

The process for using your 401(k) was

first pioneered by Benetrends, a company

founded by Len Fischer in 1983. Today,

Benetrends says that nearly 10 percent of

all franchise businesses are funded utilizing a

portion of a 401(k). Nicole Russo, Director of

Marketing for Benetrends, points out that it’s

becoming more popular because those

interested in this form of financing

don’t have to use all of their

401(k) assets – in fact, about 50

percent of Benetrends’ clients

only use about half of the

funds in

their 401(k).

In order to take advantage of this

option, individuals must set up a C

corporation and establish a corporate

retirement account. They can then

roll outside retirement accounts into

the corporate retirement account and invest

the money in company stock. Since the person

is buying shares of their own business, they

are effectively feeding it funds. By doing so, no

penalties or initial taxes are incurred.

Looking for untraditional ways to finance a

franchise has started to become

more mainstream.

“The tight credit market continues to

challenge budding entrepreneurs in securing

the necessary capital for their business

ventures,” said Jania Bailey, President

and COO of FranNet. “Even

so, franchising continues to

remain one of the business

opportunities that lenders

are more likely to support

due to the proven track

record of success a

franchisor can

show a lender.”

Other companies have started

realizing the need for financing

small business owners face. BoeFly,

which was founded by small business

lending experts, matches private investors

with those needing funding. Often called the

eHarmony or Match.com of small business,

BoeFly connects all parties involved in the

TURNING DREAMS INTO REALITY

With the economy still in recovery mode and financing hard to come by, potential franchisees are getting more creative than ever

before when it comes to pooling the capital it takes to open their own business. Below, we profile some of the more striking ways

several entrepreneurs funded their businesses.


loan process, including lenders, borrowers,

franchisors, etc., and helps facilitate the

transaction. Essentially, they introduce

those looking to invest in a business with

those looking for funding, building a good

match based on what each party is looking

for. According to the company’s website,

BoeFly has facilitated nearly 3 billion

dollars worth of transactions

to date.

“Another emerging trend is using securities-

based lending, in which prospective

business owners leverage portfolios, much

in the way you use equity loan,” said Dallas

Kerley, Chief Development Officer for

Benetrends. This means that if someone

has money in an investment portfolio, they

can generally get 70 percent of that value

in a loan – and can often get the loan in

approximately 10 days with an interest rate

of about 4-5 percent.

After leaving the corporate world, Maria

Van Vrust and her husband David were

looking for a new business opportunity.

After visiting their local Sky Zone Sports at

the request of their daughter, they realized

they had found that opportunity.

With the start-up costs being rather

substantial, says Maria, the Van Vrusts had to

find alternative ways to finance the business.

Using the 401(k) rollover plan and an SBA

loan with the help of Benetrends, as well as

teaming up with another pair of investors, the

Van Vrusts were able to cover the majority of

the investment required to get their business

off the ground. They also learned of leasing

opportunities for certain equipment, allowing

them to provide additional services for

customers at a lower cost than buying.

This method allows business owners a more

inexpensive option when their businesses

rely heavily on equipment, and also allows

owners to keep pace with new

technology trends.

It’s important for new business owners to

consider all options and do their homework

before deciding on what financing methods

are right for them. There are several new

options entrepreneurs are using to make

their dreams a reality, and creating a

custom finance plan through new channels

is becoming more available – and more

typical – than ever before.

Franchising continues to remain one of the business opportunities that lenders are likely to support. ”

“-Jania Bailey


By Lauren Kaminski and Kate Aoueille

Toppers Pizza was built on more than just a

thin crust. Founder and CEO Scott Gittrich

created the eclectic pizza delivery franchise

brand to achieve one mission: to serve a high

quality product in a fun atmosphere, where

the customer feels like they are involved in

the experience. Twenty two years later and

50 locations deep, the Toppers culture has

become ingrained in each location, as the

franchisees take pride in going above and

beyond in customer service and keeping

their fans happy.

“Our goal is to make personal connections

with our customers,” said Scott Iversen,

Director of Marketing for Toppers. “We try

to learn each customer’s name, and we pay

attention to what they have ordered in the

past, so when they call in, we can base

their order off of their history.” To

help make the experience a

positive one overall, each

Toppers location keeps

the delivery caddies

filled with green

army men, small

trinkets and

GIVE TO GAINHOW BUILT A LOYAL FAN BASE BY LISTENING TO ITS CUSTOMERS

treats for kids. “We want to put a smile on

someone’s face every time they come

to Toppers.”

The desire to constantly keep customers

happy is based on the original founders

of the pizza concept - a group of very

passionate people who are committed to

being a part of the best pizza company in the

world. Paying attention to details in service

and ensuring that each pizza fanatic has a

fun experience when they come to Toppers

was the goal from the start. Over time, each

franchisee and corporate store continues

to evolve to further serve the needs of each

individual community.

“We give the drivers a caddy with plates,

silverware, napkins, crushed red pepper, and

parmesan, and no other company does that,”

said Toppers franchise owner Bill Stayduhar,

who has owned his location in Charlotte

for 15 years. He also noted that his location

supplies dog treats for customers who bring


Stayduhar. “If we are just a little bit late, we

give them a card for a discount for next time,”

he added. Another franchisee, Jon Crowe,

who opened his location in Lincoln, Nebraska

in 2012, boasts on the brand’s accuracy in

delivery and pick-up times. “If we are going

to take 30 minutes to deliver, we tell them

40, and our customers really

appreciate that.”

Toppers continues to thrive in customer

service by concentrating on the little details

while also providing a quality product

and service. The brand implements a ‘no

questions asked’ policy when a customer

has a complaint.

The core of the brand is churning out tasty

food while truly catering to each customer to

make them feel special, put a smile on their

face and keep them coming back for more.

Coupled with awesome food, it makes sense

that Toppers customers call

themselves fans.

“We try to make a personal connection with our customers”

1,146Toppers Pizza boasts a higher

fan per location number than

its larger competitors. Even

though the brand is the largest

in the delivery pizza category,

Toppers earns these numbers

by employing a unified brand

approach to social media by

not allowing franchisees to

create and operate their own

Facebook pages. This creates

one centralized and content-

rich page while also maintaining

a consistent local message,

allowing Toppers to give its fans

the best Social Media brand

experience possible.

FANSPERLOCATION

in their dogs, an interesting and unique

gesture for a pizza company.

The fun and eclectic culture represented at

each Toppers location begins with corporate,

“The difference between us and the big guys

is the way we communicate,” said Iversen.

A large part of Toppers culture is stemmed

from their team member statement – to be

the best company in the world and “kill it”

on every customer experience. The core

values that Toppers passes down to every

franchisee and employee is to live with

integrity, have fun, build something special,

bring it with passion, and give the customer

what they want. In order to be a part of the

Toppers brand, employees must deliver on

these core values time and time again.

The culture emanates throughout each

location, with customer satisfaction as the

main focus. “When we have a new customer,

we give them a card for a free order of

Topperstix for the next time they call in,” said

While Social Media is not a

magic bullet, staying true to its

fans has paid off for Toppers.

Hot Off the PressKilpatrick Townsend’s Franchise Team congratulates our friend and colleague, Nick Powills and his company, No Limit Media, on the launch of 1851 and its first print issue.

Like 1851, Kilpatrick Townsend prides itself on being a “go-to” source for the franchise community. Our firm has earned a national reputation for understanding the franchise business, its processes and systems. We apply our extensive knowledge to help our clients manage their businesses better, reduce conflict, avoid unnecessary litigation and preserve important trading relationships.

For more information, please visit www.kilpatricktownsend.com

ATLANTA

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www.kilpatricktownsend.com

Rupert M. Barkoff [email protected]

Christopher P. Bussert [email protected]

FRANCHISE OPPORTUNITIES NOW AVAILABLE

Go to www.WirelessZone.com or call Clay Neff • 412-491-6782

A Verizon Premium Wireless Retailer


It’s no secret that the Internet has become

the primary form of communication for the

majority of the Millennial generation. The

outlet is utilized for finding roommates,

housing, and even dating, with each having

a specific platform. By applying the correct

approach within each channel, a brand can

experience success with development leads.

Kevin Downs, Director of Marketing for

Wireless Zone, has started 2013 with a

fresh outlook. Evolving the brand’s social

media presence from validation to lead

generation, Downs’ plan of attack will

create buzz with Twitter, engage through

insight with Facebook and develop and

foster relationships through LinkedIn.

“It’s more of a laser approach as opposed

to a flashlight,” Downs said. By infusing PR

through Social Media, a story’s exposure

can grow while also gaining a longer shelf

life. This also brings another aspect to the

table—people. People are more likely to

respond and identify with individuals like

themselves. So speak like a human, not a

press release and create a cohesive voice

across all platforms.

Last September Facebook hit a milestone, reaching 1 billion active users each month. This means Facebook reaches one out of every

seven people on the planet. With the average user spending 20 minutes on the site per visit, this gives business owners and franchisors

in particular an ample opportunity to sell their brand and, at the very least, spark interest for future development opportunities. The

looming question for franchisors searching to expand their markets utilizing social media platforms is how?

TURNING ‘LIKES’ INTO LEADSBy Liza Rush

The Budget.How much money are franchisors

budgeting for Social Media?

$0-25,000

$25-50,000

$50,000+

Reach.Facebook reaches one out of every seven people on the planet.

Opportunity.Twitter finds that 56 percent of customer tweets to companies are being ignored, leaving a huge opportunity to increase customer satisfaction.

Growth.Instagram, the newest social media giant, has shown and increas of 724% of average daily mobile visitors in only six month’s.

*Statistics compiled from 1851’s Virtual Roundtable webinar series.


Tony Padulo, VP of Franchise Development

at Goddard Systems, Inc., says if a franchisor

doesn’t present an item 19, it should be one of

the first questions a prospect asks.

“It’s not a write off, but if I were a candidate it

would certainly raise a red flag,” Padulo says.

“Some cases may be justified—for example, it

may be an emerging franchisor without the

history to do it. You need to understand why.”

Of course, if a brand has

nothing to hide, including

the information is usually

a solid choice. Toppers

Pizza Director of Franchise

Development Mark Cairns

said his company includes

a detailed item 19 because

the information paints the

brand in a good light.

“The numbers are very positive and the stores

represented make a lot of money,” Cairns said.

“From a legal standpoint, it’s very helpful that

people can really dive down into the numbers

and understand it.”

Finding the right amount of information to

share is the next hurdle. Franchise attorney Lee

Plave suggests franchisors do not include their

complete balance sheets and every

figure imaginable.

One of the most influential factors in an

entrepreneur’s decision of which franchise to

buy is undoubtedly the franchise disclosure

document (FDD). Historically known as a

23-item long stack of paper, the FDD serves

as the bible for the franchise it represents,

containing much of the relevant information

someone interesting in buying that franchise

would want to know.

But the writers of FDDs face an inherent

problem—they

must create a

legal document

that can be

understood by

a layperson.

Nowhere is this

more important

that in item 19 of

an FDD, where

a franchisor may choose to include a financial

performance representation.

Many franchise prospects mistakenly believe

the item 19 will tell them how much they can

expect to make as a franchisee, but that’s not

the case. In reality, item 19s are limited to the

hard numbers that show how existing units

performed. The entire section is optional, and

deciding whether or not to include it is the

first challenge in turning an item 19 into a

marketing tool.

By Brian Diggelmann

“I’m not sure that means I’m going to have to

go out and do my homework,” he says. “My

preference is that our clients require their

franchisees to take the data and come up with

their own answers. It doesn’t always happen that

way, but it’s certainly better when they do.”

Most importantly, any and all information

presented in an item 19 must be verifiably

true and cannot mislead candidates. So while

franchisors need not include every detail,

what does end up in the item 19 must paint an

accurate picture of their business.

In the end, every FDD will be different and the

inclusion and specifics of an item 19 will depend

entirely on the individual franchise. The best

practice is to work with an experienced franchise

attorney who can help make your FDD sell

your concept.

KEY QUESTIONSAccording to the U.S. Small Business Administration, three key questions to ask while diving into an FDD include:

Do you know how much money you can invest?

What are your abilities?

What are your goals?

123

i believe that ‘young’ meansseemingly endless possibilities.

stand out,speak up& be kind.

young ones to watch.

alexis gillette director of marketing, mooyah burgers, fries & shakes


NATE BASTARACHE

BRAND: WIRELESS ZONE

TOTAL INVESTMENT: $80,250-$268,500

THRIVING UNDER 100K

By Matt Diaz

With today’s economic climate, it’s easy to be drawn to low-cost options to help make ends meet. In the world of franchising, however, this notion has its ups and downs. Just because an opportunity is low-cost doesn’t mean its the right choice, nor does it mean you will fail. There are a number of factors that play into owning a successful franchise, and these three franchisees know just what it takes to be successful with less than $100 thousand.

Wireless Zone is the largest independent

Verizon Wireless franchise in America. With

a foundation set on customer service and

community outreach, it is no wonder this

franchise has been able to reach over 460 units

since its founding in 1988.

“I saw a business that I didn’t feel was going

anywhere but up,” said Nate Bastarache,

franchisee for Wireless Zone. “I saw stability and

growth of the Wireless Zone concept and knew

that it was right for me. Additionally, a lower

cost option allowed me to build a foundation for

success more quickly”

The potential for growth was one of the primary

reasons Nate got involved with Wireless Zone

and one of the key factors that led to his success.

After 15 years in the automotive industry

working primarily as a general manager, Nate

opened his first Wireless Zone location in

Easthampton, Massachusetts in 2009. Currently,

he is working on his fifth store with hopes to

open more in the future.

One issue with a low-cost option is growing too

big too fast. “If you have a number of locations

but just one is underperforming, it can bring your

entire operation down,” Bastarache said. A good

way to curb this issue is to carefully plan out

developments with respect to time and location.

“As Americans, we often forget that our eyes can

be larger than our stomachs, a personal affliction

of mine.”

Another way Wireless Zone helps procure

development is through community outreach.

“The wireless industry is extremely saturated

with everyone having a phone these days,”

said Bastarache. “The Wireless Zone model is

extremely community oriented and we embrace

that. The more community outreach we do in

these communities, the more successful we are.”

FOR MANY ‘ZEES, LOW-COST FRANCHISES PROVE HIGHLY SUCCESSFUL

Barbra Bliss-Modder is as passionate a

franchisee as you will find in any system. For

seven years, she has been a franchisee for

Showhomes, a premiere home staging franchise

that transforms vacant houses into life-filled,

inviting homes that appeal to buyers.

“For most people, becoming a franchisee

means taking a leap and investing your life

into something new,” said Bliss-Modder.

“Being passionate about your concept and

investing more than just time and money is

what makes a franchisee successful.”

Franchisee of the year for Showhomes in

2010, Bliss-Modder knows what she’s talking

BARBARA BLISS-MODDER

BRAND: SHOWHOMES

TOTAL INVESTMENT: $43,300-$82,000


ERIC PATRICK

BRAND: PAINTING WITH A TWIST

TOTAL INVESTMENT: $98,000

about. “I was a realtor for six years before

purchasing my territory. I love homes and I

love to help people visualize, so this was a

perfect business for me.”

purchasing his first location in Miami, Florida.

“What really separates us from the

competition is our passion and having fun,”

said Patrick. “If our customers don’t have a

good time and leave feeling good, we haven’t

done our job.”

Eric has recently opened his second location

in Fort Lauderdale, Florida.

“A low cost option allows someone without

significant assets or a major loan from a bank

to obtain their dream of business ownership in

a relatively short period of time,” said Patrick.

“With the state of the economy right now it’s

difficult for people to find funding, so these

opportunities are very important for building

up local communities.”

“When choosing a low cost franchise you have to

be aware of the barriers to entry and how easy

it might be for others to duplicate your product,”

said Eric Patrick, a franchisee of Painting with a

Twist. “This can lead to crowding in a market so

it’s important to make sure you believe in your

concept, truly enjoy what you’re doing and focus

on what separates you from your competition.”

For Patrick, being in this business is all about

giving a great experience to his customers. A

self-taught painter, Patrick originally worked as a

corporate artist for Painting with a Twist before

MOREBRANDS UNDER 100KEngineering for Kids

Total initial investment: $39,500-$44,500

HandyPro

Total initial investment: $68.530-$107,333

Smart Tax


Fetch! Pet Care


Proforma


TGA Premier Junior Golf


Stratus Building Solutions


CruiseOne


Anago Cleaning Systems


Caring Transitions


Bevintel LLC


For most people,

becoming a franchisee

means taking a leap and

investing your life into

something new.

BARBARA BLISS-MODDER


TOP GROWTH SECTORS IN FRANCHISINGBy Jordy Patano

Every year there are industries and trends that emerge as the leading franchise concepts, representing the ‘hottest’ and fastest growing new business sectors. Whether it be driven by people looking to make a difference, economic trends or shifting population demographics, people are quick to leap at the fresh opportunities.

We compiled a list of six of the fastest growing sectors of the franchise industry and companies in each of the categories that are particularly strong brands to watch.

As after school programs for children often get

cut because of budgets, franchises have stepped

in to create programs designed to give children a

fun, less competitive answer to the sport leagues

of the past. With people looking to pursue their

passions while helping inspire children to live

healthy and active lives, there is a clear reason

these franchises are growing so quickly. Some

of the top emerging franchises in this sector

include i9 Sports, Soccer Shots, NZone America,

Sky Zone Indoor Trampoline Park, My Gym

Children’s Fitness Center and TGA Premier

Junior Golf and Tennis.

With declining rankings in the United States,

especially for math and science scores in our

schools, educators emerged from their careers

and turned into entrepreneurs to help solve

the disjuncture. Franchisees with a passion for

education and industry have quickly jumped

into this category to teach more specialized

education and help children keep a competitive

edge. Concepts in math, science, music and

engineering, like Mathnasium, Kumon Math &

Reading Centers, School of Rock, Engineering for

Kids and The Mad Science Group, help kids see

the fun in specialized fields.

It’s no surprise fitness concepts make the list

in 2013. Over the past few years, this booming

industry sector has been legs ahead by providing

low-cost services available around the clock.

With many people cutting budgets for this once

luxury concept, people are finding convenience

with these gyms in their hectic schedule. Some

industry giants and up-and-comers in the

industry include Anytime Fitness, Snap Fitness,

Crunch Fitness, Workout Anytime, KoKo

FitClub and Fitness Revolution. There are even

online groups like iLoveKickboxing.com, more

specialized fitness facilities like Jazzercise Inc.

and focus fitness like Live 2 B Healthy

Senior Fitness.

Who doesn’t like a good hamburger when the

toppings are completely your choice? Clearly

everyone in America agrees that customization

is king in this booming sector. The simplicity of

these concepts is most interesting, with the most

successful brands specializing in burgers, then

adding on a few additional items to not distract

from the main menu item and the variety of

toppings. Some of the major players in this

QSR segment, as well as fresh up-and-comers,

are Five Guys, Burger 21, Elevation Burger,

MOOYAH, Smashburgers and BurgerFi. Organic

burger chains have also begun moving into

the space, offering grass-fed beef and organic,

locally grown toppings.

We have all heard about the froyo craze over

the past few years, and this industry isn’t

going anywhere. The sector will continue

booming through next year, even though it

seems to be saturated in most areas. Leaders

will set themselves apart by being innovative

and adding new menu items that will drive

traffic throughout the entire year. Industry

giants like Red Mango, Menchie’s and Yogli

Mogli will continue to grow, but new emerging

rock stars of the sector like Yogurtini, Forever

Yogurt and FrozenPeaks are catching up very

quickly. Outside the frozen yogurt industry,

companies like Culver’s, Ritter’s Frozen

Custard, Kona Ice and MaggieMoo’s will thrive

in this diverse sector.

With the large population of baby boomers,

the 65-year-old and over sector of the United

States is growing faster than ever before.

Beyond the U.S., the global aging population

is reaching unprecedented levels, demanding

this industry grow at an increasing rate just

to keep up. In-home services have been the

clear leader of the pack, assisting those who

can’t get around as easily as they once could,

or those looking for companionship or even

medical assistance. The variety of services

and opportunities for senior care franchises

will only grow exponentially. Some of the

leaders both nationally and internationally

are Qualicare, Right at Home, Home Instead,

Always Best Care, Bright Star and Seniors

Helping Seniors.

1 . Children’s Fitness

2 . Children’s EnrichmentServices

Hamburgers4 .

Fitness3 .

5 . Ice Cream + Frozen Treats

Senior Care6 .

Princeton Marlton Wall

New York Philadelphia Yardley

N J F r a N c h i s e B l o g . c o m

P r o a c t i v e F r a N c h i s e s o l u t i o N s . c o m

s t a r k - s t a r k . c o m

609.896.9060

993 Lenox Drive, Lawrenceville, NJ 08648

To realize the maximum potential of your

franchise, you’ll want every advantage.

Stark & Stark’s Franchise group is dedicated

to helping your system grow, adjust

and face new challenges. We blend our

business experience and legal insight to

develop innovative solutions for our clients.

For almost 80 years, Stark & Stark has

developed innovative solutions to meet each

client’s needs. More than 115 attorneys, 27

practice areas, and a philosophy of putting

the law to work for our clients is the basis from

which we build and maintain our relationships.

Stark & Stark is a regional law firm with a national

client base with offices in Princeton, Marlton,

Wall, New York, Philadelphia and Yardley.

Imagery courtesy of The International Franchise Association

STEVE CALDEIRA

WASHINGTON’S GRIDLOCK &

SOARING DEBT COULD SLOW

PROGRESS IN 2013

Few who know Steve Calderia would ever call him a

pessimist. But as the president of the International Franchise

Association, Calderia finds forecasting the franchising

industry’s future for 2013 unsettling.

Bipartisan gridlock in Washington, soaring national debt

and looming health care costs have Calderia—typically an

industry cheerleader—concerned about the effects of a stalled

government on business growth and profitability. Asked to

elaborate on several topics affecting franchising, Calderia

shared his thoughts with 1851.

By Steve Coomes


With the election behind us, what effect will a

second term for President Obama have on the

franchising industry?

We congratulate President Obama and the

new members of the 113th Congress and

respectfully urge them to create bipartisan

solutions to address long-term fundamental

fiscal reform, including comprehensive tax

reform, reforming entitlement programs and

reducing the unsustainable debt. However,

raising taxes on small businesses, including

franchisees, which create 65 percent of all net

new jobs, is clearly the wrong approach.

Franchise businesses are in every state and

congressional district and they stand ready to

accelerate job creation. While this was a status

quo election, the current status quo for small

business is unacceptable.

With the elections concluded, the current

Congress should act immediately to pass a

short-term deal that would avert the fiscal

cliff by extending all current tax rates until

President and CEO of the

International Franchise

Association, the world’s

oldest and largest

organization representing

the franchising industry.

Caldeira works with the IFA

board to set the direction for

the organization’s strategic

priorities: government

relations and public policy,

including the association’s

political action committee,

media relations, public

relations and professional

development programs and

research initiatives.

lawmakers in the new Congress can consider

a comprehensive overhaul of the tax system.

The partisan rancor, negative rhetoric and

perpetual gridlock must come to an end so that

we can begin to heal this country and get it

moving again.

When you speak with franchisors and

franchisees, how are they preparing for the

formal institution of the PACA in 2014?

Franchisees and franchisors alike are simply

running the numbers on their business at this

point to determine if they are subject to the

employer mandate. Many franchisees are

right around that 50 FTE-equivalent employee

threshold, so they need to determine if their

numbers of full and part-time employees

qualify them as a “large employer” under the

law. The lack of regulatory guidance on several

key Affordable Care Act provisions that are

still being promulgated is preventing them

from preparing as thoroughly as they’d like, but

these small business owners will have to make

tough decisions about how to comply with the

2013 OUTLOOK

THE YEAR AHEAD

STEPHEN J. CALDEIRA


law while still growing their businesses.

We also continue to educate our members

on a very consistent basis through all of our

communications channels (including health

care-related webinars) on what we know and

what they may need to be thinking about as we

continue to move forward and learn more.

What is the biggest challenge the franchise

industry as a whole faces in 2013?

Unintended consequences of city, state and

federal issues/regulations around health care,

workforce policy and banking (at the federal

level which affects small business lending),

and which have proliferated in recent years,

present a huge threat to the industry. So any

new legislation or increased regulations that

stifle growth, as oppose to enable it, poses a

significant risk to achieving and sustaining the

economic recovery this country urgently needs.

Additionally, at the federal level, the lingering

uncertainty surrounding the direction of federal

tax and spending policy also poses a significant

risk to having a healthier and sustainable

recovery. While franchising continues to

perform well, long-term growth and business

planning is still weaker than it could be.

Immigration reform will most likely be on the

federal legislative agenda a well, so we’ll be

heavily engaged in that critical issue area for

industry as well.

What’s the biggest benefit to the franchise

industry in 2013?

With more than 1 million veterans transitioning

out of military service by 2015, veterans

returning from Iraq and Afghanistan could

be a huge benefit to the franchise industry in

2013, both as highly-qualified employees and

franchisees entering the industry.

IFA answered First Lady Michelle Obama’s

call to assist in the transition effort through

the White House Joining Forces initiative. In

2012, 64,000-plus veterans, military spouses

and wounded warriors have started careers in

franchising, including 4,314 who have become

veteran franchise business owners, since 2011

through Operation Enduring Opportunity,

a campaign of the International Franchise

Association’s VetFran Strategic Initiative.

As we continue to work hard each and

every day to extend career opportunities

to our nation’s veterans, we are gratified to

recognize the great progress that has been

made by employers across all segments of the

franchising industry. As we celebrated Veterans

Day this year, we continue to recognize that

we must keep up the momentum to enable our

nation’s veterans to fulfill their dreams and find

meaningful career opportunities here at home.

In what industry will franchising see the

largest growth spurt in 2013 and why?

Recovery of the housing market will help

many sectors of our industry, including real

estate and residential services tick upward.

Additionally, as 10,000 baby boomers hit the

age of 65 each day, the in-home healthcare

sector will continue to grow as well.

FRANCHISING BY THE NUMBERS· Number of franchise establishments in the U.S. will increase by 1.4 percent in 2013

· Franchise industry projected to create 162,000 new jobs in 2013

· GDP of franchise sector projected to increase 4.1 percent in 2013

· Output of franchise establishments in nominal dollars will increase 4.3 percent in 2013

for an increase of $33 billion

THE YEAR AHEAD


YOUNG

WATCHONES TO

Young people are making noise – and are on the horizon of big things

within their respective businesses. If you asked Geoff Hill, Vice

President of Roark Capital Group, he would suggest the formula for

young executives maturing into established leaders is simple: Results

+ knowledge + relationships. “If someone asked me for advice on how

they can become more successful in business, I would ask them how

they were doing in each of those categories,” he says.

Keeping that winning recipe in mind, 1851’s list of 40 young people

have the drive and determination to make big things happen in the

early stages of their careers, making room for even bigger things to

come down the road.

VOTE FOR THE TOP YOUNG ONES AT:

FACEBOOK.COM/1851MAGAZINE

By Ben Heinemann


FRANCHISINGYOUTH MOVEMENT


35

LIBERTY HARPER FATBURGER

AGE: 32

Liberty has done it all. She

has been a franchisee, a

franchisor, a consultant,

an Internet TV show

host and a development

member for a marketing

brand. Now guess her age

- Harper is 32 years old,

but has built a portfolio

that would make some of

the franchise community’s

influencers jealous.

Despite accomplishing

so much so fast, she

refuses to sit still. The

entrepreneur in her still

craves making a difference

in people’s lives by relying

on a blend of experience

that encompasses success

and failure.

ADAM POVLITZANAGO

AGE: 28

When Adam decided he

wanted to be in a more

impactful position, he left

a successful job at IBM and

jumped into the world of

franchising with Anago.

As Anago’s Executive Vice

President, the 28-year-

old certainly makes an

impact. And while he says

young people can be well-

represented in business, it’s

important for them to work

hard for it. “Put in the hours,

work hard, work smart, and

no matter what age you

are, you’ll be recognized,”

he says.

MATT HALLERIFA

AGE: 32

As Vice President, Public

Affairs and Chief of Staff

to the President & CEO for

the International Franchise

Association, this 32-year-old

rising superstar has a future

path planned and a great

mentor to follow in IFA’s

President Steve Caldeira.

Haller’s eyes have been on

the ball ever since graduating

from North Carolina State

University, where he was

director of industry relations

at the Pharmaceutical Care

Management Association

and manager of political

affairs at the U.S. Chamber

of Commerce. Oh, and don’t

forget legislative assistant for

UPS Corporate Public Affairs

and a director of public

affairs at Levick Strategic

Communications, LLC.

RANDY SHACKA TWO MEN AND A TRUCK

AGE: 34

Randy was 21, having just

completed a semester

internship at Disney

World, when he got a

call from the director of

marketing for Two Men

And A Truck regarding an

internship opportunity in

the company’s marketing

department. Now as the

President of Two Men, you

might say the internship

opportunity has paid off

for Randy, who at the still-

young age of 34 continues

to inject the company

with his energy and spirit.

“There is no pattern for

what business looks like in

the future and this chaotic

environment in itself lends

to more opportunities for

the younger generation that

are ready to take them on,”

he says.

YOUNG ones to WATCH

ASHLEY BETZENDAHLGODDARD SYSTEMS, INC.

AGE: 27

If you asked Ashley

Betzendahl in college

what she would be when

she grew up – Social Web

Communications Manager

probably wouldn’t have

been the four words of

her choice. Thankfully for

Goddard Systems, Inc., that

career path is perfectly

fitting for the 27- year- old.

In fact, the social guru

has paved the way for

other brands in the sense

of best practices. Take a

look at her work and you

will receive a glimpse into

social perfection. As for her

next step? Much like Social

Media, Betzendahl’s world

changes every second.

She does love franchising,

though, and sees herself

painting a nice footprint in

the future.

3227 34 32 28


YOUNG ones to WATCH

2728

31 30

GEORGIAPAULDING SYLVAN

AGE: 31

Georgia Paulding has

always had a passion

for working with kids.

Ultimately, her current

position within Sylvan’s

Franchise Development

team offered her a way

to make a difference and

help today’s youth. “If a

senior executive takes a

chance on mentoring a

young professional, it is my

belief that the company

will ultimately benefit

from another generation

of networking, fresh ideas

and enthusiasm,” she says

of young people in the

corporate world. “Those

young professionals then

have a responsibility to

step up and become a

leader themselves within

the company.”

DAVID PEDDIE MATHNASIUM

AGE: 30

When David Peddie

became the Center

Director of a Mathnasium

in 2006, it’s doubtful he

could have known that

just six years later he’d

be a key member of the

supplemental education

franchise’s corporate team.

In 2007 he opened his own

center and grew it to be

among the top 10 percent

of franchises within the

entire Mathnasium system.

David’s passion and gift for

marketing caught the eye of

the corporate team and he

was promoted to Western

Regional Manager in 2011

and Head of Marketing

a year later. Today,

Mathnasium opens about

one center as week and has

seen a jump in center sales

under David’s leadership.

STEVEN &JASON PARKERK-9 RESORTS

AGE: 25 & 27

Ray Kroc. Harland Sanders.

Fred Deluca. Jimmy John

Liautaud. Jason and Steven

Parker. That’s the dream

for these two young

franchisors. They don’t

sell hot dogs (they take

care of dogs in a luxurious

resort) or another American

staple food product – but,

when it comes to dogs

and animal day care, they

hope someday they can

be mentioned in the same

sentence as the famous

founders who preceded

them. How will they get

there? By listening a lot,

taking a few aggressive

leaps, and banking on

the fact that no one can

take care of furry family

members better than

they can.

ALEXIS GILLETTEMOOYAH

AGE: 28

Alexis credits a clever

writing sample, an artfully

crafted resume and her

sense of humor (not to

mention some serious style

when it comes to her shoes)

for launching her career at

such a young age. As a self-

proclaimed food lover, her

job as Director of Marketing

at MOOYAH is the perfect

fit. And even though she

admits that “young means

less years on earth,” she

prefers to believe that

“young means seemingly

endless possibilities. Stand

out, speak up and be kind.”

MANDY &AHMADFOREVER YOGURT

AGE: 35 & 28

Over the last two

years, self-serve yogurt

franchisees have been

all the rage – Mandy and

Ahmad noticed the trend

exploding in Scottsdale,

AZ, where the two

ran a vacation-rental

company. The two young

entrepreneurs decided to

bring the froyo craze to

Chicago, where Forever

Yogurt has taken root as

the most successful froyo

business in the Midwest.

New additions to the

concept like a Froth Bar

(hot chocolate) have earned

award winning results,

netting sweet success for

not only Mandy and Ahmad

but their franchisees.

2528


CHRIS VOLKPITA PIT

AGE: 29

Chris is a Hazen, North Dakota native and Army

veteran. At the age of 21, he decided to enlist in

the United States Army and was stationed at Fort

Drum in New York, near the first Pita Pit location

in Kingston, Ontario. After extensive research

he found out that Pita Pit offered a discount on

franchise fees for qualified veterans. As a military

veteran, Volk placed a high value on discipline,

precision and following a set plan, which he

has been able to transfer into success with

Pita Pit. Volk is currently a multi-unit franchise

spearheading the growth of Pita Pit throughout

North Dakota.

BRITTANY & ANTHONY RODGERSHAND & STONE

AGE: 29 & 32

Brittany and Tony Rodgers always knew they

wanted to own their own business–they just

didn’t know what. They turned to FranNet,

a franchise broker that helps prospective

franchisees identify the right opportunity with

them. Equipped with a financial plan, passion

and vision, the young husband/wife team

landed upon an emerging New Jersey-based

franchisor, Hand & Stone Massage and Facial

Spa. Much like other first time franchisees, the

duo plans to work their way into multi-unit

franchise ownership.

CADE HOWARDTHE GROUNDS GUYS

AGE: 22

Cade Howard doesn’t believe in stereotypes. If

he did, he wouldn’t be an emerging franchisee

of The Dwyer Group’s lawn care concept, The

Grounds Guys. Why? For one, he is 22, and two, he

already owned another lawn care business before

becoming a franchise owner. Howard is all for

bucking trends and plans to continue growing his

franchise business in his community.

KAT COLECINNABON

AGE: 33

Kat Cole turned a spending-money gig at Hooters

into a skyrocketing career in franchising. She

landed a job at Hooters corporate before she was

old enough to rent a car, and by her late twenties

was being offered positions with VP in the title.

Today, Cole is a part of the booming Focus Brands,

serving as President of Cinnabon, Inc.

THE PITA PIT TEAMPETER RIGGS, BEN DRAKE, &

COREY BOWMAN

AGE: 33, 33, & 35

Guess what? This youthful brand is run by some

pretty youthful and very successful executives.

If you lived on (or visited) a D1 college campus,

chances are you have experienced the healthy

alternative to fast food. This has all meant

success at a young age for Peter, Nelson and

Corey as they continue to grow the brand both

in the U.S. and Canada.

JON-ANTHONY LUITUTOR DOCTOR

AGE: 27

If Jon-Anthony Lui believed everything he read, he

probably wouldn’t be successful as a franchise in

the Tutor Doctor system. When Lui was in college,

his text book gave him a two-lined paragraph

definition on franchising. Thankfully, he had his

father – a franchise sales veteran who taught Lui

more than just the basics. In college, the depth of

understanding wowed his classmates. Today, it

wows his colleagues. And this is just the beginning

for the 27-year-old, who says “I don’t just want to

be successful, I want to be significant.”

JOHN HELMJersey Mikes Subs

Age: 33

You could say it was fate that John ended up

owning five Jersey Mike’s locations in New

Jersey – he attended the same high school as the

Founder and CEO, Peter Cancro, who founded

the sandwich franchise when he was only 17.

When John told a boss of his he wanted to own

his own business, his boss not only offered to

be a silent partner, but confessed to John that

he had always wanted to own a Jersey Mike’s as

well. And so, at 25, John opened his first location

in Brick, New Jersey, and continues to expand

along the Jersey Shore slinging some of the best

sandwiches around.

JEREMY LEE HUDDLE HOUSE

AGE: 34

When Jeremy started his franchising career,

he certainly wasn’t planning on staying in it

forever – especially since he has always had the

entrepreneurial bug to open his own restaurant.

But things changed as he realized he could have

significant influence on franchisees and their local

store marketing. The local store marketing guru has

since helped hundreds of franchisees strengthen

their local communications through events and

promotions. Lee’s helping hand has also given him

real life experience, which will, someday, provide

beneficial for him opening his own restaurant – or

perhaps starting his own franchise brand.


ALICIA SORBERTWO MEN AND A TRUCK

AGE: 26

Growing up, Alicia was intrigued by the growth of

her family business, which just so happened to be

the iconic Two Men And A Truck. But there were

no hand-me-downs for Alicia. After putting in the

hard work as an intern and eventually working at

the corporate office in Lansing, Michigan, Alicia

became the first employee of the brand’s Chicago

location. Now, after even more hard work and a

move across the country, Alicia is the owner of the

San Diego location and loves every minute of it.

And no, she doesn’t miss the snow.

JOSH COHENJUNKLUGGERS

Age: 30

Josh got the idea for making extra money hauling

junk away while huddled around a campfire in

Australia where he was studying abroad. Upon

his return to the states and at the age of 21,

he launched the business using his mom’s SUV,

DARYL SMITH JR.FANTASTIC SAMS

Age: 30

After graduating from the University of Maryland

– Eastern Shore, Daryl leaped into the corporate

world, working as a project manager for Verizon

Telecommunications for six years. He then made

JOSH SKOLNICKMONSTER TREE SERVICE

AGE: 28

Josh is a career landscaper who started a multi-

crew lawn care service while in high school. His

clients often asked him to address their tree

problems, but having no experience himself, he

subcontracted the work. Noticing the money

eventually growing the company to the current

multi-state and very successful operation it is

today. “I started with my Mom’s SUV and $3,000

of Bar-Mitzvah money, so I wasn’t well funded. It

takes passion and perseverance to succeed more

than anything,” he says.

the move to franchising, working as a marketing

director for Chick-fil-A while also deciding to

pursue his dream of business ownership. With

a passion for the hair industry, Daryl opened his

very own Fantastic Sams in Dover, adding to his

already impressive resume all before the age of

30. Now that’s what we call fantastic.

tree landscapers were making, Josh thought “If

they can do it, so can I.” And so, Josh founded

Monster Tree Service, growing the company to

a profitable multimillion dollar business in four

years. As Josh puts it, “I’ve built a substantial

business without ever removing a tree myself.”

Who says money doesn’t grow on trees?

MINDY GOLDE LISTEN 360

AGE: 33

If the franchise community were a movie, Mindy

may call it “Old School” – and probably wouldn’t

watch it. That “Old School” mentality does not

work for Golde—in fact, she completely ignores

being told she has to wait her turn. The go-getter

has helped Systino grow into a well-respected

platform, and then while on top of the community,

through a name change to Listen360. That’s called

fearlessness. President Golde? Maybe someday.

In the meantime, she is focused on the client and

passionately making a difference for them. She

is creating the next stage of service standards –

qualities sure to be embraced by the followers.

BEAU GREENRIGHT AT HOME

AGE: 30

When it comes to senior home care, rarely do

you find the youth interested in the business.

That is unless you are Beau Green, 30-year-old

franchisee of Right at Home in Birmingham, AL.

Green watched how his mother cared for his

grandmother and his mother-in-law and realized

he and his wife wanted to find a way to provide a

better service at home. The former University of

Louisville walk-on basketball player went on to

have a solid college career as a guard at Samford.

The discipline learned as a college athlete has

guided Green through following the franchise

game plan at Right at Home.

TODD BINGHAM FRANNET

AGE: 35

Todd started his career in the tech field right

out of college, working at a hospital in London,

KY. Now, as Vice President of FranNet, Todd

“loves being a part of an organization that helps

people realize their dreams,” and believes that

young people like himself have a tremendous

opportunity to make it in business despite the

current economic climate.

DOUG SCHNEIDERSOCCER SHOTS

Age: 35

Doug has always had a passion for soccer, playing

the sport almost his entire life and even playing

in the the Olympic Development program and

traveling to Scotland to train with a first division

professional team. Doug also played college

soccer with Soccer Shots founders Jason Webb

and Jeremy Sorzano, and after kicking the idea

around, Doug became one of the first franchises

in the Soccer Shots system. Now, at the ripe age

of 36, Doug, along with his brother Kevin, have

capitalized on their passion for soccer, filling

their days doing what they love best.

SOCIAL1851

By Kate Aoueille

100

Brands no longer talk at us. They talk with us. A brand is successful when it adds value to the consumer’s

experience by creating meaningful, content-driven interaction. With 901 million monthly active users

on Facebook and 465 million Twitter accounts, certain brands are seizing the opportunity to create

meaningful connections with this overwhelmingly large audience while re-writing the book on traditional

advertising. The following are 1851’s picks of the Top 100 brands that are owning social media.

SOCIALBy Kate Aoueille

100


1.

2.

3.

4.

5.

Rank Franchise

# of Facebook Followers

# of Twitter

FollowersFacebook + Twitter Link

9,559,360

5,397,759

1,637,929

7,863,947

26,795,226

315,263

47,764

132,890

156,864

900,280

FB: http://www.facebook.com/tacobell TWITTER: https://twitter.com/#!/TacoBell

FB: http://www.facebook.com/dairyqueen TWITTER: https://twitter.com/#!/Dairyqueen

FB: http://www.facebook.com/jimmyjohns TWITTER: https://twitter.com/#!/jimmyjohns

FB: http://www.facebook.com/DominosTWITTER: https://twitter.com/dominos/

FB: http://www.facebook.com/McDonalds TWITTER: https://twitter.com/#!/McDonalds

* Numbers are current as of 1.14.13


Rank Franchise

# of Facebook Followers

# of Twitter

Followers

6.

7.

8.

9.

10.

Facebook + Twitter Link

19,634,665

9,912,458

8,319,533

4,561,970

3,733,783

918,871

152,727

194,330

82,610

68,909

FB: http://www.facebook.com/subway TWITTER: https://twitter.com/#!/SUBWAY

FB: http://www.facebook.com/PizzaHut TWITTER: https://twitter.com/#!/pizzahut

FB: http://www.facebook.com/DunkinDonuts TWITTER: https://twitter.com/#!/DunkinDonuts

FB: http://www.facebook.com/benjerryTWITTER: https://twitter.com/benandjerrys/

FB: http://www.facebook.com/applebeesTWITTER: https://twitter.com/applebees



Rank Franchise

# of Facebook

Followers/ Likes

# of Twitter

FollowersFacebook + Link

Link

11

12

13

14

15

16

17

18

19

20

21

22

23

24

25

Buffalo Wild Wings

Outback Steakhouse

Arby’s

Carl Jr’s

Baskin Robbins

Chick-fil-A

Wendy’s

Radio Shack

Burger King

7-Eleven

Papa John’s

Sonic Drive-In

Cold Stone Creamery

Kentucky Fried Chicken

Little Caesar’s

9,883,441

2,318,032

1,973,991

1,163,147

5,586,435

6,586,704

2,816,268

1,559,229

5,955,189

2,562,073

2,653,742

2,321,405

1,974,969

6,068,352

1,395,767

224,346

32,206

86,702

30,812

36,237

207,863

144,278

133,536

78,591

29,343

65,942

32,763

15,390

117,679

8,078

FB: http://www.facebook.com/BuffaloWildWingsTWITTER: https://twitter.com/BWWings

FB: http://www.facebook.com/outbackTWITTER: https://twitter.com/Outback/

FB: http://www.facebook.com/arbys TWITTER: https://twitter.com/Arbys

FB: http://www.facebook.com/carlsjr TWITTER: https://twitter.com/#!/CarlsJr

FB: http://www.facebook.com/baskinrobbins TWITTER: https://twitter.com/#!/BaskinRobbins

FB: http://www.facebook.com/ChickfilATWITTER: https://twitter.com/ChickfilA/

FB: http://www.facebook.com/wendysTWITTER: https://twitter.com/wendys

FB: http://www.facebook.com/RadioShack TWITTER: https://twitter.com/#!/RadioShack

FB: http://www.facebook.com/burgerkingTWITTER: https://twitter.com/BurgerKing

FB: http://www.facebook.com/7Eleven TWITTER: https://twitter.com/#!/7eleven

FB: http://www.facebook.com/papajohns TWITTER: https://twitter.com/#!/PapaJohns

FB: http://www.facebook.com/sonicdrivein TWITTER: https://twitter.com/#!/sonicdrive_in

FB: http://www.facebook.com/coldstonecreamery TWITTER: https://twitter.com/#!/ColdStone

FB: http://www.facebook.com/KFC TWITTER: https://twitter.com/#!/kfc_colonel

FB: http://www.facebook.com/LittleCaesarsTWITTER: https://twitter.com/littlecaesars



Rank Franchise

# of Twitter

Followers

26

27

28

29

30

31

32

33

34

35

36

37

38

39

40

# of Facebook

Followers/ Likes

Facebook + LinkLink

Hardees

Edible Arrangements

Cinnabon

Hungry Howie’s Pizza

Yogurtland Franchising Inc.

Famous Dave’s

Quiznos

Moe’s Southwest Grill

Sears Home & Business Franchises

CiCi’s Pizza

Toppers Pizza

Auntie Anne’s Pretzels

GNC Franchising

Rita’s Water Ice

Bojangles’ Restaurants, Inc.

815,399

615,775

871,349

211,108

288,660

317,255

1,028,153

243,315

2,210,150

930,129

56,112

738,390

959,584

723,220

287,772

16,119

22,114

28,663

2,383

7,874

28,335

23,731

22,629

83,143

1,719

3,695

28,191

100,236

15,928

5,504

FB: http://www.facebook.com/Hardees TWITTER: https://twitter.com/#!/Hardees

FB: http://www.facebook.com/ediblearrangements TWITTER: https://twitter.com/#!/edible

FB: http://www.facebook.com/Cinnabon TWITTER: http://twitter.com/#!/Cinnabon

FB: http://www.facebook.com/hungryhowies TWITTER: https://twitter.com/#!/hungry4howies

FB: http://www.facebook.com/yogurtlandTWITTER: https://twitter.com/YogurtlandInc

FB: http://www.facebook.com/famousdavesTWITTER: https://twitter.com/famous_dav

FB: http://www.facebook.com/QuiznosTWITTER: https://twitter.com/#!/Quiznos

FB: http://www.facebook.com/moessouthwestgrill TWITTER: http://twitter.com/#!/Moes_HQ

FB: http://www.facebook.com/searsTWITTER: https://twitter.com/Sears

FB: http://www.facebook.com/Cicis TWITTER: https://twitter.com/#!/CiCis_Pizza

FB: http://www.facebook.com/ToppersRocks TWITTER: https://twitter.com/#!/ToppersPizza

FB: http://www.facebook.com/auntieannespretzelsTWITTER: http://twitter.com/#!/Auntieannes

FB: http://www.facebook.com/GNCLiveWell TWITTER: https://twitter.com/#!/GNCLiveWell

FB: http://www.facebook.com/RitasItalianIceCompany TWITTER: https://twitter.com/#!/RitasItalianIce

FB: http://www.facebook.com/Bojangles TWITTER: http://twitter.com/#!/Bojangles1977



Rank Franchise

# of Facebook

Followers/ Likes

# of Twitter


Link

41

42

43

44

45

46

47

48

49

50

51

52

53

54

55

Five Guys

Popeye’s Louisiana Kitchen

School of Rock

Hampton Hotels

Firehouse Subs

Smashburger Franchising LLC

Double Tree by Hilton

Lenny’s Sub Shop

Which Wich Superior Sandwiches

Taco John’s Int’l. Inc.

Checkers Drive-In Restaurants

The Melting Pot

Smoothie King

MOOYAH Franchise

Embassy Suites Hotel

816,500

333,985

279,123

249,178

384,493

95,397

178,484

89,258

170,653

111,223

129,127

341,057

287,464

57,137

358,421

22,630

14,056

5,309

16,696

17,033

9,190

45,629

3,734

13,116

6,639

1,355

12,122

3,790

21,286

13,052

FB: http://www.facebook.com/fiveguysTWITTER: https://twitter.com/Five_Guys/

FB: http://www.facebook.com/PopeyesLouisianaKitchenTWITTER: https://twitter.com/PopeyesChicken

FB: http://www.facebook.com/SchoolofRockUSATWITTER: https://twitter.com/#!/SchoolOfRockUSA

FB: http://www.facebook.com/Hampton TWITTER: https://twitter.com/#!/hampton

FB: http://www.facebook.com/firehousesubs TWITTER: http://twitter.com/#!/FirehouseSubs

FB: http://www.facebook.com/smashburgerTWITTER: https://twitter.com/Smashburger

FB: https://www.facebook.com/Doubletree TWITTER: https://twitter.com/#!/doubletree

FB: http://www.facebook.com/LennysSubsTWITTER: https://twitter.com/#!/lennyssubs

FB: http://www.facebook.com/whichwich TWITTER: https://twitter.com/#!/whichwich

FB: http://www.facebook.com/tacojohns TWITTER: https://twitter.com/#!/tacojohns

FB: http://www.facebook.com/checkersrallys TWITTER: https://twitter.com/checkersrallys

FB: http://www.facebook.com/themeltingpotrestaurantsTWITTER: https://twitter.com/#!/TheMeltingPot

FB: http://www.facebook.com/SmoothieKing TWITTER: https://twitter.com/#!/smoothieking

FB: http://www.facebook.com/MooyahTWITTER: https://twitter.com/#!/mooyahburger

FB: https://www.facebook.com/EmbassySuitesHotels TWITTER: https://twitter.com/#!/EmbassySuites



Rank Franchise

# of Twitter

Followers

# of Facebook

Followers/ Likes

56

57

58

59

60

61

62

63

64

65

66

67

68

69

70

Facebook + LinkLink

Wingstop Restaurants Inc.

H&R Block

Qdoba Mexican Grill

Hilton Garden Inn

Great Clips

Huddle House

A&W Restaurants Inc.

Pizza Ranch

Charley’s Grilled Subs

Ace Hardware

ampm

Anytime Fitness

Genghis Grill

Marble Slab Creamery

Captain D’s

191,610

143,187

132,955

105,159

72,080

46,527

153,427

74, 365

165,263

369, 051

364, 665

85,950

94,489

143, 984

69, 192

21,765

13,759

16,575

2,197

5,381

3,430

3,872

2, 041

1,970

17,548

9,281

60,602

27,319

958

2,557

FB: http://www.facebook.com/Wingstop TWITTER: http://twitter.com/#!/wingstop

FB: http://www.facebook.com/hrblock TWITTER: https://twitter.com/#!/HRBlock

FB: http://www.facebook.com/QdobaMexicanGrillTWITTER: http://twitter.com/#!/QdobaMexGrill

FB: http://www.facebook.com/HiltonGardenInn TWITTER: http://twitter.com/#!/maidbrigade

FB: http://www.facebook.com/GreatClips TWITTER: https://twitter.com/#!/GreatClips

FB: http://www.facebook.com/ILoveHuddleHouseTWITTER: https://twitter.com/#!/huddlehouse

FB: http://www.facebook.com/awrestaurantsTWITTER: https://twitter.com/#!/awrestaurants

FB: http://www.facebook.com/PizzaRanchRacing TWITTER: https://twitter.com/pizzaranch

FB: http://www.facebook.com/CharleysPhillySteaks TWITTER: http://twitter.com/#!/Charleys

FB: http://www.facebook.com/acehardware TWITTER: https://twitter.com/#!/AceHardware

FB: http://www.facebook.com/ampm TWITTER: https://twitter.com/#!/ampm

FB: http://www.facebook.com/AnytimeFitnessOfficial TWITTER: https://twitter.com/#!/AnytimeFitness

FB: http://www.facebook.com/genghisgrillTWITTER: https://twitter.com/#!/genghisgrill

FB: http://www.facebook.com/marbleslabcreameryTWITTER: https://twitter.com/#!/marbleslab

FB: http://www.facebook.com/CaptainDsTWITTER: https://twitter.com/#!/CaptainDs



Rank Franchise

# of Facebook

Followers/ Likes

# of Twitter


Link

71

72

73

74

75

76

77

78

79

80

81

82

83

84

85

Denny’s

The UPS Store

Snap On Tools

Massage Envy

Capriotti’s Sandwich Shop

Fetch! Pet Care

Goddard Systems, Inc.

Golden Corral

Wing Zone

Radisson Hotels

Orange Leaf Frozen Yogurt

Papa Murphy’s

The Haagen-Dazs Shoppe Co.

Pita Pit

Biggby Coffee

604,051

116,778

294, 050

89,727

49,843

28,899

15,856

321, 166

18, 870

75, 832

73, 860

200, 802

64, 894

31, 392

20,148

18,080

3,865

6,873

4, 257

10, 327

2,160

3,389

5, 445

2,811

3, 852

7, 976

945

1, 838

3,392

7,746

FB: http://www.facebook.com/dennys TWITTER: https://twitter.com/#!/DennysDiner

FB: http://www.facebook.com/theupsstore TWITTER: https://twitter.com/#!/TheUPSStore

FB: http://www.facebook.com/SnaponTools TWITTER: https://twitter.com/#!/Snapon_Tools

FB: http://www.facebook.com/MassageEnvyTWITTER: https://twitter.com/#!/MassageEnvy

FB: http://www.facebook.com/capriottisTWITTER: https://twitter.com/#!/capriottis

FB: http://www.facebook.com/fetchcorporateTWITTER: http://www.twitter.com/fetchpetcare

FB: http://www.facebook.com/goddardschool TWITTER: http://twitter.com/#!/goddardschool

FB: http://www.facebook.com/goldencorral TWITTER: https://twitter.com/GOLDENCORRAL

FB: http://www.facebook.com/WingZoneNationTWITTER: https://twitter.com/#!/wingzone

FB: http://www.facebook.com/RadissonTWITTER: https://twitter.com/#!/radisson

FB: http://www.facebook.com/orangeleafyogurtTWITTER: https://twitter.com/#!/myorangeleaf

FB: http://www.facebook.com/papamurphyspizza TWITTER: https://twitter.com/#!/papamurphyspizza

FB: http://www.facebook.com/haagendazsshopsTWITTER: https://twitter.com/#!/haagendazsshops

FB: http://www.facebook.com/pitapitrocks TWITTER: https://twitter.com/#!/pitapitusa

FB: http://www.facebook.com/BiggbyCoffee.BhappyTWITTER: https://twitter.com/BiggbyBob



Rank Franchise

# of Twitter

Followers

# of Facebook

Followers/ Likes

86

87

88

89

90

91

92

93

94

95

96

97

98

99

100

Facebook + LinkLink

Lawn Doctor

Culver Franchising System Inc.

Long John Silver’s

Philly Pretzel Factory

Matco Tools

Bruster’s Real Ice Cream

Hilton Garden Inn

Right at Home

Forever Yogurt

Jersey Mike’s Subs

Planet Fitness

Choice Hotels

Supercuts

TCBY

Stevie B’s Pizza

10,117

332, 722

82,461

24, 028

149, 359

66, 785

105,157

6,031

6,247

77,449

245,712

114,918

39,953

76,478

62,635

822

12,674

6,326

2,406

1,359

78

2,197

3,363

2,805

4,613

16,915

12,915

4978

9,431

1,159

FB: http://www.facebook.com/LawnDoctorFans?ref=ts TWITTER: https://twitter.com/LawnDoctor

FB: http://www.facebook.com/culvers TWITTER: https://twitter.com/#!/culvers

FB: http://www.facebook.com/LongJohnSilvers TWITTER: https://twitter.com/#!/longjohnslvrs

FB: http://www.facebook.com/PhillyPretzelTWITTER: https://twitter.com/#!/ppfpretzels

FB: http://www.facebook.com/matcotools TWITTER: https://twitter.com/#!/matcotools

FB: http://www.facebook.com/BrustersRealIceCreamTWITTER: https://twitter.com/#!/realicecream

FB: http://www.facebook.com/HiltonGardenInn TWITTER: http://twitter.com/#!/maidbrigade

FB: http://www.facebook.com/pages/Right-at-Home/138394643218 TWITTER: https://twitter.com/#!/rightathomeus

FB: http://www.facebook.com/pages/Forever-Yogurt/129135957108387?fref=tsTWITTER: https://twitter.com/ForeverYogurt

FB: http://www.facebook.com/jerseymikes TWITTER: https://twitter.com/#!/lovejerseymikes

FB: http://www.facebook.com/planetfitness TWITTER: https://twitter.com/#!/planet_fitness

FB: http://www.facebook.com/choicehotels TWITTER: http://twitter.com/#!/ChoiceHotels

FB: http://www.facebook.com/Supercuts TWITTER: https://twitter.com/#!/Supercuts

FB: https://www.facebook.com/tcbyTWITTER: https://twitter.com/#!/tcby

FB: http://www.facebook.com/SteviBsPizzaTWITTER: https://twitter.com/#!/stevibs



FRANCHISES TURN TO ATHLETES TO POWER BUSINESSBy Steve Coomes

For professional athletes, there comes a time

when the word “professional” gets taken out of

the picture. What follows is usually a struggle

of finding beneficial and, more importantly,

meaningful work after sports. Established

franchise systems

often present ideal

opportunities for these

former stars to get

started in business

without requiring them

to re-invent the wheel.

But that doesn’t mean

becoming a franchisee

is easy, says Ulysses

“Junior” Bridgeman, a

retired NBA star for

the Milwaukee Bucks.

Bridgeman, who became a Wendy’s franchisee

shortly before his 12-year career ended, says

successful franchisees are highly-active in

their businesses.

“When you tell yourself, ‘I’ll get into it

and get somebody to run it while I do

something else,’ that’s always a recipe

for failure,” said Bridgeman, whose B.P.

Companies owns 165 Wendy’s and 127

Chili’s. For better than

half of his 25 years with Wendy’s,

Bridgeman worked the lunch

shift almost daily to ensure he

knew as much as any employee

in his system. “If you’re going to

be successful in this, you have

to know what it takes to do the

job. That’s the part that seems to

escape people coming into the

industry. Franchising provides

great systems, but you still have

to work them.”

According to Forbes, Bridgeman is the 18th

wealthiest African-American in the U.S. and

has a net worth of more than $200 million.

His exceptional success off the hardwood is a

rarity, says Troy

Vincent, whose

NFL career with

the Washington

Redskins, Miami

Dolphins and

Philadelphia Eagles spanned 15 years. Today he’s

Vice President of the NFL Player Engagement

and working to help ex-footballers learn more

about franchise opportunities.

While most athletes are showered with business

opportunities after their careers, Vincent says

many make bad decisions unintentionally with

their hard-earned millions.

“It’s a lack of education and awareness, and we

want to help them with that,” said Vincent. He’s

now leading the league’s partnership with the

International Franchise Association to form the

NFL Franchising Boot Camp, which will launch April

26-29, 2013, at the Ross School of Business at the

University of Michigan in Ann Arbor. “These players

”

“ These players have the

RESOURCES and the DESIRE

to succeed.

PEYTON & PAPA

In October of 2012, Peyton Manning became known for more than being the

quarterback of the Denver Broncos. Manning purchased 21 Papa John’s franchises in

the Denver area, likely the result of his friendship with Papa himself, John Schattner.

Not only is the deal sure to be a lucrative enterprise for Manning, but Papa John’s and

Manning have already done a number of commercials together, acting as a franchisee

and a spokesman for the delivery pizza brand at the same time.

Image courtesy of the Milwaukee Bucks.


have the resources and the desire to succeed, but

they need direction. Over the four days of the boot

camp, they’ll get that.”

Vincent said participants can expect individual

face time with franchisors, franchisees and IFA

executives who can better explain their options.

Such an intense due diligence opportunity is a

blessing, Bridgeman says, because serious fact

gathering is essential to making good choices.

“If I were counseling an athlete, I’d tell him

to talk to the brand he’s interested in first,”

Bridgemansays. “Then I’d talk to franchisees who

already are in the concept to get the unedited,

unabridged version of the story. After that, I’d

talk to others in the restaurant business and get

their take on the brand.”

Both Bridgeman and Vincent acknowledged

that franchising’s popularity among current

athletes (Papa John’s signed Denver Bronco’s

quarterback Peyton Manning, New Orleans

Saint’s quarterback Drew Brees is a Jimmy

John’s franchisee, and Milwaukee Bucks forward

Drew Gooden is a Wingstop man) makes the

opportunity more alluring. But as Bridgeman

stresses, an athlete who merely invests in the

business might not get the return or enjoyment

he’s seeking.

“If you don’t have a passion for that brand,

definitely don’t get in it,” Bridgeman advises.

“The restaurant business, especially, is like

sports: competitive, people-focused and takes a

lot of hours to make it work. But if you find that’s

the type of business that fits what you’re after,

give it a shot.”

BIG shots

Venus WilliamsThirsty for a smoothie? Head to one of the tennis superstar’s Jamba Juice franchises, the second of which opened in July 2012 outside of Washington, D.C.

Drew BreesWhen he isn’t throwing touchdown passes for the New Orleans Saints, Brees fulfills his duties as the co-owner of a New Orleans Jimmy John’s location. Brees opened his second Jimmy John’s location this past summer and is reportedly looking to continue the expansion of the brand throughout the area.

Magic Johnson

PEYTON MANNINGImage courtesy of Jeffrey Beall (Flickr member)Creative Commons Attribution license.

Image courtesy of Tulane Public Relations (Flickr member)Creative Commons Attribution license.

Image courtesy of Angela N. (Flickr member)Creative Commons Attribution license.

Image courtesy of Steve LipofskyCreative Commons Attribution-Share Alike 3.0 Unported license.

This Hall of Famer built his own Starbucks franchise empire before selling 105 of his locations back to the company, making a cool $70 million in the process.


If Aziz Hashim had a dollar for every time a new franchisor asked for advice on how to

market their franchise opportunity to him, he might be able to retire from franchising.

The reason Hashim is asked so many questions is because he has a bullseye on his back.

After the franchise portals stopped delivering a constant flow of new leads and deals

to franchisors, marketing strategies adapted and focused on the multi-unit franchisee

audience with hopes that a zee who could open three units at the same time, rather than

one, would instantly provide great returns.

While true, once every franchisor started marketing toward that audience, the

marketing strategies were no longer unique and became rather dull. Hashim founded

NRD, a U.S. company, in 1996, with one QSR location and has since grown the company

to over 60 restaurants, including several high-profile brands including Popeyes,

Domino’s Pizza and Checkers/Rally’s Drive-In Restaurants, Inc. He expanded his

portfolio with his international retail company, Dandle, Inc., and grew even more in

2010 as a franchisee of PetValu, a major pet supply franchisor in Canada. Hashim also

serves on several boards including the Popeyes Foundation, the Multi-Unit Franchise

Conference and the BB&T Bank regional advisory board. Hashim provided 1851 with

tips for how to succeed as a multi-unit franchisee.

ADVICE FROM AZIZ HASHIM

THE MULTI-UNIT FRANCHISING GURU.

By Nick Powills

THE MULTI-UNIT MAN

Founded in 1995, NRD

Holdings, LLC, owns over

60 restaurants, including

Popeyes, Domino’s Pizza

and Checkers/Rally’s

Drive-In Restaurants. One

of the franchise industry’s

superstars, NRD’s Founder,

President and CEO, Aziz

Hashim, continues to be a

leading multi-state, multi-

brand and multi-national

franchisee. 1851 sat down

with Aziz to learn more

about what makes him tick.

AZIZ HASHIM


KNOW YOUR AUDIENCEI don’t think franchisors think about who their

audience is. If you are targeting the multi-unit

audience and you have a sales guy who doesn’t

know how to talk to them, you are already

eliminating hope. If I were running my brand,

I would divide my sales team in two: a multi-

unit and a single-unit team. There is a different

approach to take with each of these groups.

The single-unit person will want to go through

the complete sales process while the multi-unit

person wants to go straight to the top. To me, the

sales person I want to deal with is the CEO of the

brand. If the CEO refuses to talk with me, then

that’s not the right brand for me.

ROI IS WHAT REALLY COUNTSI don’t really look at the earnings claim. That’s just

the claim and we all know there are ways around

those numbers. The more attractive piece to talk

about is the true ROI. I don’t care if you are No. 1

in category, or No. 1 in growth —what I care about

is whether or not I can make a return on

my investment.

SET REASONABLE GOALSDon’t shoot for the sky right away. It took Fred

Deluca (Co-founder of Subway) 10 years to get

to that first 200. Then they took off. Don’t try to

open 100s every year if you don’t have the force

to support and perfect

the model. Build your

infrastructure and get the

concept right before pushing

the pedal too hard.

FALL BACK ON FUNDAMENTALSGo back to the sales fundamentals. Work hard

and growth is not impossible. There are brands

out there that do a good job. You can see that

the ones that do a good job are the ones that are

constantly landing the big franchisees. Follow

other brands.

THE TRUTH ABOUT DIRECT MAIL.You know how you get junk mail at home and

throw it away? That’s the same with me and

the direct mail pieces that are sent to me from

franchisors. In fact, my staff throws it away before

it gets to me. In my opinion, direct mail is kind of

a waste of time. I don’t think franchisors will get

a bang for their buck with direct mail. I am sure

some of them get call backs and some leads –

especially since so many do it–but if you are going

to reach a real multi-unit franchisee, I don’t think

mail solicitation is the way to go because we get

way too much of it.

MARKET YOUR EXISTING ZEESI think it’s OK to market to your existing

franchisees, especially if you have some strong

credible players in that group. If there are

credible people involved in the brand, it will help

you validate your brand. However, I have never

bought a brand because someone I knew was

associated with that brand. That doesn’t enter

my discussion. If I know someone, I may pick up

the phone and get some insight from them and

use that franchisee as a form of reference, but I

will ultimately circle back to ROI and discussions I

have with the senior people behind the brand.

USE YOUR DEVELOPMENT WEBSITEWhen it comes to your development website, use

it as a guide for quick reference.

A lot of brands don’t like to put

up proprietary information, but

at the end of the day, all of that

information is accessible. I want

to know the typical size of your

real estate, your demographics,

and your footprint. Those are

helpful to have at my fingertips. Don’t think you

are giving anything away, just make sure there is

basic information for me to find.

PRESNTATION MATTERSI will look at any brand. In fact, I am constantly

researching opportunities. Chances are, I already

know who you are and know much of your sales

information. Would I ever buy a start-up? That’s

tough. When a multi-unit person’s company is

larger than the company that is trying to sell

them, it makes it somewhat challenging because I

have more experience than you do. On the other

side of the spectrum, newer brands represent

more opportunity and wide open territory. When

I am talking with brands with fewer than 100

units, chances are the sales team is the CEO,

which means, there is not a process in place to

support me coming on board. Think about

the way you present the

opportunity. This

will be critical to

your success.

Don’t shootfor the skyright away

AZIZ HASHIMImage courtesy of The International Franchise Association

editorial sections / due diligence / industry calendar / franchise resources

1851 Magazine is a monthly online publication with themed issues released on the 18th of every month. New content appears daily, Monday through Friday. 1851 was created to �ll a gap in coverage of the franchise industry by providing an online educational resource where readers �nd daily content from thought leaders, industry experts and entrepreneurs.

www.1851project.com | facebook.com/1851magazine | @1851magazine


ROAD WARRIORSBy Ralle Karadjov

Gone are the inconvenient days of stationary desktops, handwritten Rolodexes and internet dial-up. With the arrival of 2013, comprehensive technology has elevated the business environment in more ways than just texts and tweets. Our international economy thrives off new inventions and global gadgets that have truly changed the way we do business.

Traveling for work has become almost a necessity in order to reach new marketplaces, secure development deals and achieve brand name status. The key to a stress-free business trip lies with efficiency. Technology has made business traveling much simpler, resourceful and effective. From noise cancelling headphones for long flights to phones that navigate to the nearest coffee shop, the tech world will continue influencing our global economy.

We’ve interviewed the franchise world’s top travelers for an inside look into their tech savvy bags to uncover their on-the-road necessities.

As President and CEO of the IFA,

Steve’s job requires him to travel 35

percent to 45 percent of the year to

speak, promote, and attend events

on behalf of the franchise industry.

Recently, Steve has increased his

internationally trips to include South

America and Asia to connect with

franchise sectors in these growing

markets.

Tips for Travel

Rest and exercise when you can, and

don’t be afraid to ask a restaurant

to consider making something that

may be a tad healthier than what’s on

the menu,” Caldeira says. “If you are

respectful and let them know that you

appreciate their consideration, most

restaurants will work with you.”

Working while traveling is easy

because I have an…

iPhone

You will never catch me traveling without...

1. Peanut Butter Cliff Bars

2. Gillette Fusion Razor Blades

3. Ambien

Steve Caldeira

President and CEO of the International Franchise Association

President and COO of FranNet

Jania Bailey

Jania travels around 30 percent to 40 percent of the year. Her

job takes her throughout the United States, particularly for

industry meetings in Las Vegas, Atlanta and Washington, D.C.

Which electronics have made your life easier while

working out of the office?

I could not live without my iPhone and iPad. They have made it

so much easier to communicate when traveling. I love the fact

that they sync with my computers so I’m always up to date.

Tips for Travel

Try to stay up to date on e-mails and calls so that you are not

buried alive when you get back to the office. Also, try to eat

like you do at home to avoid

big changes in your diet or sleep routine.


1. iPhone

2. iPad

3. Laptop

Jim Murphy

Founder and Chairman of Afterburner, Inc.

As the Founder and Chairman of Afterburner, Inc., Jim, or

“Murph” as he goes by, travels two days a week on average.

With offices in Australia and Brazil, Murph has travelled

domestically and internationally, including trips to Brazil,

Portugal, Argentina, Singapore and Canada this past year.

Which electronics have made your life easier while working

out of the office?

A magicJack phone hookup; once installed it creates a very low-

cost international land line that worked great for me in Brazil.

Tips for Travel

If you use the new slim design laptops, it’s best to carry extra

software protection dongles, at least three packed in different

bags. This way, if you’re doing a presentation and need a VGA

hook up to the projector, you will be ready. Also, it’s best to

always carry a backup presentation on a thumb drive in a

separate bag or carry it in your pocket for a safe backup option.


1. iPad mini

2. iPhone

3. Laptop with plug convertors for

International travel


Booking travel can be a tiring and stressful

experience. Understanding the best practices

of booking travel can help relieve some of

that stress and can help save time and money.

Saving money and getting the best deal has

never been easier with information that is

provided on the Internet. However, knowing

where to find the information and how to

conduct the necessary research can be tricky.

There are many this to consider when booking

travel, including asking questions like when

is the best time to travel? How can one find

information on airports? What are some

money saving tips for travel? These questions

and more should be in everyone’s mind when

trying to book travel. Sometimes it is best to

use travel agents throughout the process,

but it is not necessary. According to travel

expert Yuri Karadjov, “Travel agents today

are not what they used to be only a few

years ago. There are the traditional travel

agents- with actual offices, and hopefully

helpful personnel, that would provide advice

or help to book your trip in its entirety. And

then there are OTAs, or online travel agents,

which are travel booking platforms that allow

you to do most of the planning and booking

activities on your own.”

Using a travel agent mostly depends on the

traveler’s needs and preferences. Karadjov

goes to explain that “in general, simpler travel

(round trip, rental car and hotel) can easily

be handled online. More complex travel,

involving international, multi-city travel,

stop-overs or a larger group of travelers, is

where traditional travel agents provide the

most value.”

Flexibility can be another factor when

booking travel. Leisure travel tends to give

the most wiggle room for travel dates. This

can be used as an advantage if research is

TravelTips

for

By Chris Powills

All statistics are from the U.S. Travel Association


the best thing is to check the airline’s website

for the baggage policy.”

A lot of information can be found on useful

websites. “Seatguru.com is one travel site

which provides information about the good,

bad and ugly of each type of aircraft and

flights,” Karadjov said.

Websites like Airportplugs.com and Airpower.

jeffsandquist.com also provide travelers with

possible places to plug in electronic devices at

airports. Both websites are still evolving and

have recently added pictures for plug in areas

at certain airports.

At the end of the day, it’s important to do your

research when booking travel. Understanding

where to look on the web is essential to

relieve stress and to find the best information

when booking travel, ensuring a safe and

comfortable journey.

done right. Travelers should look to book

ahead of time and buy based off of the trends

of ticket pricing. “All travel vendors set their

prices according to the demand and supply

situation at the time of the planned travel,”

said Karadjov. “If the demand is higher on

specific days, then the prices are likely to be

higher, and vice-versa. So it is worth checking

alternative days and even times of the day

for flights.”

When booking for business, the dates of

travel can be limited and it might be difficult

to book on certain “alternative” days.

However, businesses can sometimes receive

corporate discounts that can even sometimes

be negotiated. With business travel, be

weary, as “in many cases business travel is

subject to corporate policies, which dictate

what type of travel agents or channels one is

allowed to use, the class of travel (economy,

business, etc.), approved hotels and rental car

companies,” explained Karadjov.

The best way to find information regarding

rules and regulations, baggage fees and

information is to research via the internet.

Rules and regulations comply with domestic

and international statues and standards.

Baggage fees are usually listed on airline

sites as well. “There are still airlines, such as

Southwest Airlines, that do not charge fees

for check bags,” said Karadjov. “baggage fees

are also waived based on the traveler’s status

with airline and the travel destination. As

there is no standard that governs these fees,

It is important to do research when booking travel.

Our favorite travel booking websitesKayak – www.kayak.com: Kayak’s website is clean, intuitive and able to pull prices from hundreds of travel sites for

everything from flights and hotels to cruises and full-package vacations.

Travelocity – www.travelocity.com: We like Travelocity because of its partnership with Virgin Atlantic Airways for

those times you hear London calling.

Google – www.google.com: The search engine does a fantastic job pulling rates for flights and other travel

necessities. All you have to do is search for something like “Flights from New York to L.A.”


WHAT TO KNOW ON THE GO

When clients are in town, it’s often a diffi-cult decision to decide where to sleep, dine and drink. We interviewed some industry experts to give you a list of the best places to eat, drink, and stay in franchise hubs.

Expert City Places To Eat Places To Sleep Places To Drink

Matt HallerVP Public Affairs, IFA

Washington, D.C. Morton’s SteakhousePearl Drive OysterEstardio

Willard IntercontinentalJW MarriottThe Washington Hilton

PJ ClarkesRound Robin Scotch BarThe Oyster BarOff The RecordBrasserie Beck

Stan FriedmanVP, North America

Franchise Development, Tutor Doctor

Atlanta, GA New York Prime The Intercontinental Prohibition

Gary OcchiogrossoChief Development Officer,

TRUFOODS

New York City, NY Hell’s KitchenPatsy’sDos Camino’s

The MarriottThe HiltonThe Hyatt

Red LionThe Bar at the Ace HotelThe Gramercy Park Hotel

Victor SalamoneVP Franchise Operations and Development, Famous Dave’s

Minneapolis, MN MASA112 EateryBar LaGrassa

The HiltonThe WGraves 601 Hotel

Brit’sThe LocalLa Bella Vie

Stuart MathisCEO, Quiznos

Denver, CO The PalmElway’s Steakhouse

The Hilton Garden InnThe Marriott

Elway’s Bar

By Pari Manikas


1. Austin, TXAustin has been one of the fastest-growing cities

for the past three years and it doesn’t seem to be

slowing down. Austin is seeing an influx of new

residents who are demanding new businesses

to keep up with such tremendous growth.

Opportunity abounds here.

136,900 Jobs created through franchising.

9,000 Current Franchises.

4,436 Workplaces provided through franchising.

91% Rate at which the population is rising.

46.88 The highest Small Business Vitality Score in the country.

2. Raleigh, NCSimilar to Austin, the economic climate and

continued population growth are the perfect

combination to foster small business growth

and corporate relocation. Raleigh has seen an

upward population change that is expected to

continue, and the city also maintains a strong

and thriving economic market.



86.5% Rate at which the population is rising.

40.89 Small Business Vitality Score.

Ever dreamed of becoming a small business owner and wondered what’s the best environment for a start-up? We’re here to help you

figure out if a move is the right choice to spark your entrepreneurial spirit. Below is a list of the top cities that are the friendliest to

new businesses. We took into consideration the growth of each city, impact that franchising has overall, tax-benefits and the overall

acceptance of newly launched businesses.

BEST CITIES TO OPEN A BUSINESSBy Jordy Patano


4. Salt Lake City, UTWith highly-favorable business conditions and

room for growth, the Salt Lake City-Provo area

is experiencing an influx of residents as well as

new business headquarters, where residents can

experience both the benefits of the West in an

urban environment.





3. Houston, TXTexas and its major cities have continued

booming, and Houston is no different, with tax

benefits for business owners and a positive

environment for hiring.



50% Rate at which the population is rising.

37.48 The highest Small Business Vitality Score in the country.

5. Atlanta, GAAtlanta is a hub for both Fortune 500 companies

and some of the biggest franchisors in the

industry. Not to mention the state government

is creating a welcoming environment to

corporations looking to expand their presence.






GO WITH THE FLOW: GREG TANNER

By Nick Powills

NP: Greg, I couldn’t think of anyone better than you for the launch of my “Go with the Flow” column.

GT: Is that flattering?

NP: Of course it is. You are king of Tannerisms. King of knowledge. King of franchising.

GT: Ha. That’s not that hard to accomplish.

NP: I know you have told me this story a million times. Literally a million times. But tell it to me again. What’s the story with the napkin?

GT: Well, it launched my career with Aaron’s. I got a call from Doug Kushell (www.franchise-search.com). He called

and said, “Hey Greg, I think I got someone who may be interested in hiring you. Do you have a resume?” Hell, I hadn’t made my resume in 20 years. So, I said, “Here’s what I will do, I will jot something down on a napkin and fax it over to you cause I am at a hotel bar and that’s the best I can do.” So, I jotted down some BS information, not expecting it to go very far, went to the hotel fax machine and sent it to Kushell. Next thing I knew, I was getting hired at Aaron’s. That napkin really got me where I needed to go and he still has that napkin framed in his office.

True story.

NP: That easy huh?

GT: Yeah. I told Kushell that people should only judge you on one thing in the franchise industry: have I made more money every year of my career? All that sophistication BS, the strength in marketing and blah blah blah, doesn’t mean (donkey). More money every year means he knows

how to sell franchises. You read resumes about these damn development guys

who claim to have grown brands and their resume looks like

they could launch a rocket somewhere. Yeah right. You should always evaluate on whether or not the person has made more money every year of their career.

NP: Money helps you cut

through the garbage?

GT: Exactly. You can analyze every key word on a resume, but the facts are the facts.

NP: Over the last few years, has franchise development gotten worse or better?

GT: If you listen to a lot of the presentations of people who supposedly know what they are doing, they use a lot of different terminologies, like metrics or critical mass. What the (donkey) are they talking about? The bottom line is it is all

about building relationships, being able to recruit and

provide great information to a poor fellow

looking to make the right decision.

NP: You are personally branded. Why?

GT: Walk through the IFA [International Franchise Association] convention and ask people if they know me. I

am Tanner branded. People know Greg Tanner. Personal branding

helps create awareness of the opportunity.

NP: You used Tannerisms to personally brand yourself.

GT: Yeah. I saw it as a stepping stone to be able to start the branding process. You become an authority as an author. I haven’t written anything that will turn into a movie or a pay-per-view TV special. All I created was a source for prospective franchisees to learn some insight into the purchasing process and for the franchise community to have no question as to who I was. NP: Do your prospects read it?

GT: Aaron’s is a million dollar investment. People need to wake up and smell the roses. It’s about breaking down the walls and building a personal relationship. Think this book helps? I am a rare bird in this industry. But, I have fun doing it. I find the humor in everything I do.

If you don’t know Greg Tanner by now, you must have been hiding under a rock. Tanner is the king of awareness and leveraging within the franchise community. While he serves as the National Director of Franchising for Aaron’s, a lease-to-own appliance company, he is better known for taking punches at non-direct competition with mock logos. He is also the author of his personal guide to franchising, which he has rightfully named Tannerisms. 1851 caught up Tanner while driving the back roads of Georgia on his way home from another day on the job.


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1851 Magazine is a daily online publication with monthly-themed issues related to the Franchising industry. The publication is released on the 18th of every month, with new content appearing daily, Monday through Friday. 1851 guides its readers through franchise opportunities, information, insight and people.

Now’s the time to increase your brand awareness by advertising with 1851 Magazine! By purchasing an ad today, your brand will be exposed to some of the most influential decision makers in the franchising industry.

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DUE DILIGENCE Our Due Diligence pages are 1851’s alternative to franchise portals.

Our pages offer prospective franchisees a place to find the right brand.

Contact 1851 for pricing packages.

WE DID IT!Safeguard exceeds $100 million in business acquisitions and mergersWhile others are slowing, the Safeguard franchise network is growing. Through the acquisition of independent businesses and resale to existing Safeguard franchisees, the Safeguard enterprise continues to expand in a monumental way. And it’s just the beginning.

If you’re looking to find an organization that provides unparalleled, growth-focused resources to its franchisees, look no further than Safeguard. Whether you’re interested in buying an existing business from Safeguard, or starting your own organization from the ground up, contact us today.

Safeguard, through its network of franchisees, has been providing the products, services, and expertise needed by business owners to help their businesses grow. Through innovation, dedication, and a commitment to quality and integrity, Safeguard has transformed itself from a small check printing business to a fully diversified Print, Promotional, and Web Services enterprise.

This information is not intended as an offer to sell, or solicitation of an offer to buy a franchise. It is for informational purposes only. © 2013 Safeguard. All rights reserved.

Connect with Safeguard at 1-800-338-0636 or visit us at www.safeguarddevelopment.com

R. Scott Sutton, CFEVice President

Deno Scoular, CFEDirector of Franchise

Development, East Region

Kevin Derella, CFEExecutive Director

of Franchise Development,Canada

Donald AverittDirector of Franchise

Development, West Region

@safeguardgrowth

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