Entrepreneur of the Year 2015 Other Nominee Considerations · Entrepreneur of the Year – 2015...

Entrepreneur of the Year – 2015 Other Nominee Considerations Table of Contents

Lisa Almeida………………….……………………………………………………………………………………………………………………………………………………………………………………….4

Alan Balen……………………………………………………………………………………………………………………………………………..………………………………………………………………7

Jonathan Barnett……………………………………………………………………………………………………………………………………………..………………………………………………….10

Samuel Batt……………………………….………………………………………………………………………………………………………..……………………………………………………………….15

Stephen Bienko……………………………………………………………………………………………………………………………………………..…………………………………………………….18

Ken BrockBank……………………………………………………………………………………………………………………………………………..………………………………………………………22

Jeremiah Butler & Aaron Fisher……………………………………………………………………………………………………………………………………………..……………………………25

Sherry Chris……………………………………………………………………………………………………………………………………………..…………………………………………………………..27

Sean Collins & David Rutter……………………………………………………………………………………………………………………………………………..………………………………….30

Rick Del Sontro……………………………………………………………………………………………………………………………………………..……………………………………………………..34

Marcel Fairbairn……………………………………………………………………………………………………………………………………………..……………………………………………………37

Gary Hurther, Jr. ……………………………………………………………………………………………………………………………………………..…………………………………………………..39

Robert Israel……………………………………………………………………………………………………………………………………………..………………………………………………………….42

Anthony Lolli……………………………………………………………………………………………………………………………………………..…………………………………………………………45

Entrepreneur of the Year – 2015 Other Nominee Considerations Table of Contents

Ron & Debra Lynch……………………………………………………………………………………………………………………………………………..……………………………………………….49

Paul Lyons……………………………………………………………………………………………………………………………………………..……………………………………………………………..52

Andy Mackensen……………………………………………………………………………………………………………………………………………..…………………………………………………..54

Patti Martin……………………………………………………………………………………………………………………………………………..…………………………………………………………..57

Reed Nyffeler……………………………………………………………………………………………………………………………………………..………………………………………………………..61

David Pazgan……………………………………………………………………………………………………………………………………………..…………………………………………………………64

Michael Plummer……………………………………………………………………………………………………………………………………………..………………………………………………….66

Dori Roberts……………………………………………………………………………………………………………………………………………..………………………………………………………….69

David Schwartz……………………………………………………………………………………………………………………………………………..……………………………………………………..72

Robert Stidham……………………………………………………………………………………………………………………………………………..…………………………………………………….74

Peter Taunton……………………………………………………………………………………………………………………………………………..……………………………………………………….78

David Tennyson……………………………………………………………………………………………………………………………………………..…………………………………………………....81

Sue Thirlwall……………………………………………………………………………………………………………………………………………..………………….………………………………………84

Reese Travis……………………………………………………………………………………………………………………………………………..………………………………………………………….87

Richard Weissman……………………………………………………………………………………………………………………………………………..…………………………………………………90

Entrepreneur of the Year – 2015 Other Nominee Considerations Table of Contents Kevin Wilson……………………………………………………………………………………………………………………………………………..…………………………………………………………96

Drew Wilson……………………………………………………………………………………………………………………………………………..………………………………………………………….99

Yuen Yung……………………………………………………………………………………………………………………………………………..……………………………………………………………102

Lisa Almeida - Freedom Boat Club

Questionnaire Response No. 1 Detail your professional achievements. I took over a rapidly failing Jacksonville franchise of Freedom Boat Club (FBC) in 2011. After eight months of operating the franchise, we added a second location in St. Augustine. After the first year, my franchise was awarded Freedom Boat Club’s “Guardianship Award.” In my five years managing the franchise, it has grown from four boats and 40 members to 30 boats and 350 members. Since being asked in November 2012 to also serve in a corporate role at Freedom Boat Club, I have been a driving force behind FBC’s aggressive national expansion. I have been instrumental in overhauling FBC’s marketing efforts, working to forge relationships and build trust with marina operators while supporting various charitable causes in communities where FBC operates. The results have been dramatic. Not only has FBC enjoyed a significant increase in franchise locations but also in overall membership and revenue. Locally, the FBC franchises I own, in Jacksonville and St. Augustine, increased revenues 17.3 percent from 2011 to 2012, and 32 percent in 2013. I have been recognized by Discover Boating and the National Marine Manufacturers Association (NMMA) as a major contributor to increasing the opportunity for people to be become boaters.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? I believe that my quick turnaround of FBC’s Jacksonville franchise, and my quick expansion into St. Augustine, is a classic example of how a franchise network rewards individual initiative and an entrepreneurial spirit. Being a franchise owner-operator does not, in and of itself, guarantee success. But franchising provides a wonderful framework and support network for a business person to reach his or her own level of success and thrive. I believe I have been a solid example of that.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. N/A


Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community.

FBC’s Guardianship, and Highest Percent of Growth award.

Appointed to serve on the NMMA National Grow Boating Leadership Council, representing Diversity in Boating.

Awarded Women in Business Entrepreneur of the Year, 2014.

Awarded the Marine Marketing Association Neptune Award for Sales and Marketing.

Questionnaire Response No. 5 Detail your history of community involvement. I have been actively involved in helping my community on both an individual and corporate level. I am a member of the Jacksonville Marine Association, the United States Power Squadron, The Captains Club, and the City of Jacksonville Boating Committee. These organizations are involved in charity events for boaters, and boating children. I have also served as a role model, empowering women to be involved in boating by offering training events like Ladies at the Helm, geared toward women. Among my personal efforts: In 2012, I raised $11,000 for Special Olympics while finishing in second place in Jacksonville’s Dancing with the Stars competition. I played a significant public role in saving the annual Jacksonville Holiday Boat Parade, which officials planned to eliminate in a budget-cutting move. I helped gather a coalition of individuals and business owners to raise funds and pressure the city to keep the popular event, which it did. I brought the most donations, came up with sponsorship packages and personally secured the barge for the fireworks. On the corporate side: I led the effort to get FBC involved in a variety of community efforts such as: providing charity boat rides for Hospice, Fathers Harbor School, Baptist Children’s Hospital, and The Daniel Foundation. My local franchises have provided fun-filled days on the water to more than 200 children. FBC, under my direction, also participated with WJCT Public Radio in membership drives, and I have been the on-air spokesperson while FBC employees and members answered the phones.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. I believe my high-profile community involvement and volunteer efforts have helped bolster Freedom Boat Club’s image both internally, within its franchise network, and externally, in the greater Jacksonville area. Internally, my ongoing community work has helped communicate the message to other FBC franchise operators that their individual efforts in their local communities help bolster the company’s overall image and brand.


Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. N/A

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I think my largest contribution to the franchise industry has been to serve as an effective model of how you can work within a well-established, national organization, but still use your individual gifts and talents to grow your own business. I have created “The Boatanista” which is an official trademark, which is branded with Freedom Boat Club.

Questionnaire Response No. 9 Are there legal, financial or other issues or situations that your selection as the recipient of an IFA award might raise which have the potential to attract negative publicity or attention for the association and/or the franchising industry? Please describe.

None

Alan Balen—Checkers & Rally’s Brands

Questionnaire Response No. 1 Detail your professional achievements. Since opening his first Rally’s restaurant in 1991, Alan Balen has brought unlimited optimism and enthusiasm to the Checkers/Rally’s business, growing both brands in Michigan and Florida, and contributing his knowledge and time to efforts that have made the entire system better. For more than 20 years, Alan has worked tirelessly with his wife, Tracey, to develop both the Checkers and Rally’s brands in multiple markets including Saginaw, Flint and Kalamzoo, Michigan, and in Melbourne, Merritt Island, and Palm Bay, Florida. Over the years, he has been very creative in growing through building conversions and non-traditional locations, turning former Starbucks, Hot ‘n Nows and other concepts into successful Checkers/Rally’s restaurants. He is an early and dedicated adopter of programs recommended by the franchisor, including late night expansion initiatives and the new Cold Creations ice cream line that have grown his business. He has been aggressive with marketing ideas and has successfully grown sales year after year. In the past 18 months, he has opened 3 new restaurants, with average sales of over $40,000 in the first week. His development best practices enabled him to meet or beat the open target date for both restaurants, and his sales to investment ratio is more than 2 to 1. At the same time, Alan continued to grow profits at his 12 other locations, and he continues to look for new development opportunities.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility?

Alan’s innovative approach to conversions and non-traditional locations contributed to Checkers/Rally’s new building options that have given franchisees across the country flexible designs to build in highly desirable locations.

At the same time, Alan’s Guest Feedback scores during the first month at his new restaurants exceeded expectations and continued to grow over time, creating positive visibility for his restaurants in his local neighborhoods and throughout the franchising community. His commitment to development best practices have enabled him to meet or beat the open target date for both of his new restaurants, and his dedication to new restaurant growth is already paying off – his sales to investment ratio is more than two to one. These successes are not only enabling his business to continue to grow, but are also serving as a model for his fellow franchisees and new franchising prospects.


Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA.

While Alan has not held a position in IFA, he is well respected by the leadership at Checkers Drive-In Restaurants and by his fellow franchisees. He serves on the Checkers/Rally’s Franchise Advisory Council, the FAC Marketing Subcommittee, and the National Production Fund, and he won the brand’s Legacy Award in recent years. He shares all he has learned about creating a high quality, fast growing business with his fellow franchisees, showing them the path to success.


2012 & 2013 Panelist at the Multi-Unit Franchise Conference

2012 Checkers/Rally’s Developer of the Year Award, honoring celebrates a franchisee who has achieved significant and successful growth in the

Checkers and Rally’s system.

2011 Checkers/Rally’s Legacy Award, honoring those who create a culture that inspires people for years.

Questionnaire Response No. 5 Detail your history of community involvement. From the first days of his Checkers franchise, Alan has been committed to charitable activities. Over the years, he and his company have been involved with the following organizations:

Habitat for Humanity – donating food for volunteers

Battered Women’s Association – donating food and paper suppliers

Freeland, MI, Schools – donating food, cups and more for various events throughout the year

Auburn, MI, Schools – donating food, cups and more for a variety of events each year

Local Youth Sports Leagues, Baseball and Football, sponsor teams In addition to these and other charitable affiliations, Alan also believes that one of the best ways he can give back to the community is by creating jobs, training his team with life and leadership skills, and promoting from within.


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Alan and his wife, Tracy, choose charitable programs that benefit the community where they and their three sons live and work. Through these activities, they have been active members of their children’s schools and sports teams, and they have assisted friends in their charitable work. In addition, he has served as a role model within the Checkers/Rally’s family of franchisees.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. None

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree.

Alan has spent his life as a restaurateur and franchisee. A native of Buffalo, New York, he was a defensive lineman for Ohio State University and graduated with a degree in mass media communications and public relations. After graduating he stayed in Columbus, Ohio, as the co-owner of several campus bars. He then decided to move to Michigan to run an entertainment center and lounge called Victories Entertainment Center which he did for five years. He then opened his first Rally’s location in Bay City, Michigan, with his business partner. He currently owns 15 Rally’s and Checkers and one Qdoba.


No

Jonathan Barnett — Oxi Fresh Carpet Cleaning

Questionnaire Response No. 1 Detail your professional achievements. During my freshman year of college, I read, “Rich Dad, Poor Dad,” which championed having other people work for you as the way to get rich. About that same time, my paternal grandfather died and left me $10,000. I decided to invest my newfound wealth in a fireworks stand, which my friend and I built and named Johnny B’s Fireworks. I grossed $18,000 that first summer. The next year, I hired youth groups to man the fireworks stands, paying them a percentage of the sales. Every summer for the next three years, I doubled the number of Johnny B’s Fireworks stands and sold them for a nice profit when I moved to Colorado for grad school. Those fireworks paid for my undergraduate education.

After receiving my MBA from Colorado Christian University in 2005, I purchased a minor league basketball team in the International Basketball League. Owning the Colorado Crossover for two seasons increased my interest in franchising, which came to fruition when I founded Oxi Fresh Carpet Cleaning in 2006.

I started Oxi Fresh with just one location in Denver. In less than six months, the company had expanded to 17 locations in five states. I gave the first five franchises away for free, including one to my mother.

Today, there are more than 280 Oxi Fresh locations open and operating throughout 45 states and Canada. Oxi Fresh opened 55 new locations in 2014, more than the two previous years combined, and has already opened 33 units since the beginning of this year. Company sales reached nearly $15 million in 2014.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? I feel these accomplishments advance the principles of franchising by not only demonstrating the true spirit of entrepreneurship, but also that of job and opportunity creation. Particularly in the case of Oxi Fresh, we have been able to provide jobs for nearly 1,000 people and business opportunities for more than 200 different families across the United States.


Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. I was very young when I started Oxi Fresh (26), and the advice and mentorship I received from some of franchising’s veterans was invaluable. As a result, I feel like it’s my duty to pay it forward whenever I possibly can.

We all know that it doesn’t matter if you have the best tools and resources in the world if you never use them. Therefore in 2010, we helped introduce true single-sign-on into the franchise space, allowing users to access multiple sites, vendors, and tools with the click of a button.

In both 2012, 2013, and 2015 I had the pleasure of speaking at the Franchise Consumer Marketing Conference, where I shared Oxi Fresh’s philosophy of relying on systems in order to help your business be more automated and efficient - think of it as putting the back end of your business on auto-pilot so you can focus on growing it.

I’ve also been an advocate and contributor of FranPac since 2009, have hosted networking events with other franchisors I’ve met through the IFA, and have an open door policy for other franchisors to contact me any time with questions, comments, etc.


Forbes o Best Franchises (Initial Investment $0 - $150,000): #3 (2014)

Inc. Magazine o Inc.5000: #3500 (2012); #1525 (2011) o Consumer Products & Services: #178 (2012); #80 (2011) o Denver Area Businesses: #66 (2012); #33 (2011)

Entrepreneur Magazine o Franchise 500: #475 (2015); #484 (2014); #452 (2013); #135 (2012); #126 (2011); #391 (2010) o Fastest-Growing: #62 (2012); #63 (2011); #30 (2010) o Low-Cost: #90 (2014); #84 (2013); #19 (2012); #26 (2011) o Top New: #3 (2011); #9 (2010) o Top Home-Based: #30 (2012); #34 (2011)

http://www.forbes.com/pictures/mgj45elkk/no-3-oxi-fresh-carpet-cleaning/


Franchise Times o 20 To Watch (2011) o Fast 55: #9 (2010)

Franchise Business Review o Franchisee Satisfaction Award: #39 (2015); #38 (2014); #44 (2012); #28 (2011); #7 (2010); #2 (2009); #13 (2008)

AllBusiness.com o AllStar Franchise Rank: #172 (2011) o AllStar Growth Rank: #46 (2011) o AllStar Web Visibility Rank: #195 (2011)

Franchisegator.com o Franchise Gator Top 100 (2015)

FranchiseGrade.com o Top 500 List: #337 (2015)

Questionnaire Response No. 5 Detail your history of community involvement. While in college, there were two things on my mind besides homework, midterms and finals. The first was basketball; no surprise there, it’s always been a passion of mine. In fact, I played as a walk-on for the men’s basketball team at Oral Roberts University. The second and far more important realization was that I had a responsibility to make the world a better place through the Gospel.

In 2001, several friends and I founded Crossover International, a non-profit basketball outreach that uses basketball as a platform to make a positive impact in youth around the world. Over the course of the next several years, that’s exactly what we did. In France, the Czech Republic, Italy, Switzerland, and Germany, we built up relationships with local churches, hosted free basketball camps, and reached thousands of youth. We gave kids a place to have fun, to learn, and to grow.

Franchise Times – “Crossing Over” http://www.franchisetimes.com/January-2011/Crossing-Over/

NBC Denver (KUSA-TV) – “Basketball Ministry” http://www.youtube.com/watch?v=RjosSjLU2ss#t=19

http://www.franchisetimes.com/January-2011/Crossing-Over/

http://www.franchisetimes.com/January-2011/Crossing-Over/

http://www.youtube.com/watch?v=RjosSjLU2ss#t=19


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. People like to know that businesses aren’t just concerned about projects and numbers. Customers want to know the people they’re working with are just that – people.

I think this is especially important in franchising, where we sit on the edge between local and corporate. We’re not Mom & Pops, but we also don’t want to be just another chain store, so it’s vital that customers know franchises care about the community.

Our charitable efforts will do just that – show everyone that franchising is a people-driven, people-focused industry.



My biggest inspiration is my mom, Natalie Ehrlich. She raised me as a single mom while working multiple jobs and getting her degree, going to graduate school, and eventually earning her doctorate. That took a lot of determination and, while she taught me a lot of valuable things, her refusal to quit – or let me quit – has stuck with me.

Having launched Oxi Fresh at the age of 26, I take great pride in being a millennial who is debunking the negative stereotype that millennials are an entitled, self-centered, apathetic bunch with short attention spans and a questionable work ethic.

Throughout the past several years, I have earned a reputation as a go-to resource for the media when it comes to stories about Oxi Fresh, small business, entrepreneurship and franchising.

o Franchising USA – “Franchisor Taps Into Entrepreneurial Spirit to Start Oxi Fresh”

http://www.franchisingusamagazine.com/special-feature/franchisor-taps-entrepreneurial-spirit-start-oxi-fresh/

o Entrepreneur’s Startups – “Why Millennials Are Becoming Franchisees” http://www.entrepreneur.com/article/243072

http://www.franchisingusamagazine.com/special-feature/franchisor-taps-entrepreneurial-spirit-start-oxi-fresh/

http://www.entrepreneur.com/article/243072


o Delta Sky Magazine – “Sustainable Success”

http://msp.imirus.com/Mpowered/book/vds2015/i4/p1

o Canadian Business Franchise – “Meet the Franchisor: Cleaning Up in the Market” http://www.kenilworth.com/publications/cbf/de/full/201505/files/48.html

o Denver Business Journal – “40 Under 40 Winner”

http://www.bizjournals.com/denver/print-edition/2012/03/16/40-under-40-winner---jonathan-barnett.html

o Foxbusiness.com – “Don’t Wait for Green Lights to Go” http://smallbusiness.foxbusiness.com/entrepreneurs/2013/10/18/franchisor-dont-wait-for-green-lights-to-go/

I have also had the privilege of speaking at numerous Franchise Update Media Group functions, including the Franchise Consumer Marketing Conference, Franchise Leadership & Development Conference, and Multi-Unit Franchising Conference.

Most recently, I started serving as a “celebrity mentor” for Thrive15.com, the world’s premier online education platform that helps entrepreneurs, aspiring entrepreneurs, and “in-trepreneurs” (entrepreneurial-minded people who work within an organization) learn how to start or grow a successful business. Other Thrive15.com mentors include NBA Hall of Fame Basketball Player David Robinson, former Executive Vice President of Operations for Walt Disney World Resort Lee Cockerell, and Michael Levine, the founder of Levine Communications who has been the publicist of choice for Michael Jackson, Prince, Charlton Heston, Cameron Diaz, and countless other celebrities.


None

http://msp.imirus.com/Mpowered/book/vds2015/i4/p1

http://www.kenilworth.com/publications/cbf/de/full/201505/files/48.html

http://www.bizjournals.com/denver/print-edition/2012/03/16/40-under-40-winner---jonathan-barnett.html

http://smallbusiness.foxbusiness.com/entrepreneurs/2013/10/18/franchisor-dont-wait-for-green-lights-to-go/

Samuel Batt — Batt Enterprises DBA TCBY

Questionnaire Response No. 1 Detail your professional achievements.

I designed and opened the first TCBY self-serve store in April 2010. After opening my sixth store in May 2011, I became the TCBY Area Developer in the Charlotte, Charleston, and Wilmington markets. In May 2012, I designed and launched the first TCBY mobile truck and today I own and operate 26 TCBY stores, including 2 traditional stores; have a self-serve store in development; and manage 2 franchised stores within my territory. To date, we have sold over $15,000,000 of The Country’s Best Yogurt. This rapid expansion has been possible because of my team, including my Regional Manager, Staff, Contractor, Broker, and Architect. In addition, I work very closely with Corporate on a regular basis in regards to training, operations, marketing, development, and customer feedback; and created over 150 jobs locally.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility?

One of my main focuses from a marketing standpoint has been to display franchising in a positive light. Due to the fact that in recent years, frozen yogurt has been a huge trend, there are many “mom and pop stores” in the marketplace and so it is my responsibility to convey that I am a Franchisee, a self-employed and local Entrepreneur, but also that I have a strong brand behind me and the best product in the industry; in this case, a brand that has been around for over 30 years. Because of our rapid expansion in the Charlotte market primarily, we have had fantastic press that demonstrates the positive nature of franchising. As we continue to grow, we are further demonstrating that this is an extremely successful business and I speak with potential Franchisees constantly, sharing my story and the potential that Franchising offers, from a work / life balance standpoint, as well as from an earnings perspective. I have represented TCBY at multiple franchising conventions, as I feel that I am the ultimate franchising cheerleader. I often hear stories about people who were not happy with the franchising route and so I make it my mission to sell the opposite viewpoint, with my story as a prime example. Due to the success that I’ve had as the TCBY self-serve Pioneer, TCBY has focused on this platform and signed over 80 Franchisees since April 2010 who have opened at least one self-serve store, totaling over 130 stores.



N/A

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. I was the recipient of the TCBY Rookie of the Year and TCBY Franchisee of the Year Awards from Famous Brands in 2010 and 2013, respectively. I was also recently selected as Famous Brands’ Franchisee of the Year for the annual IFA Awards.

Questionnaire Response No. 5 Detail your history of community involvement. This business has allowed me to build many relationships within my territory and though my children are not yet in school, has exposed me to many local schools, organizations, foundations, and sports teams that we’ve partnered with and sponsored; making it possible for us to give back to the community in so many ways. We have donated in excess of $60,000 to these organizations, in sponsorships, gift cards, and product. Last year, we donated $15,000 in gifts to Charlotte-Mecklenburg School schools as well as those in Charleston and Wilmington so that all of their faculty and staff would receive a $3 gift card for all the work they do.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. This community involvement is absolutely more than simply commercial benefit. Community involvement was one of the main reasons I wanted to open a frozen yogurt shop initially. I moved from Philadelphia to Charlotte about 6 years ago and I opened my first store in order to make a community for myself and for my growing family. And the more we do with the community, the more exposure TCBY has in these markets, and thus, franchising.




In addition to my business, I have been married for 8 years to Rubina, my college sweetheart, and have 3 boys, William “Liam”, 5; Charles “Charlie”, 2; and Henry, 10 months. They have all been so incredibly supportive of my rapid growth, though it really helps that they love The Country’s Best product.


None

Stephen Bienko — College Hunks Hauling Junk and Moving

Questionnaire Response No. 1 Detail your professional achievements. I am founder and president of 42 Holdings, specializing in company ownership within the home and personal service industry. I am the largest owner of the College Hunks Hauling Junk and College Hunks Moving brands with five offices in 20 territories in New Jersey, Tennessee, Ohio and Florida. We are the first non-corporate owned franchise to reach $5 million in annual sales. Under the arm of 42 Holdings is the bin/storage company Bin-It.com, providing environmentally friendly storage alternatives to cardboard boxes. Previously, I was senior vice president of SequentialT, a technology marketing company specializing in viewer/fan engagement. Before SequentialT, I was director of marketing of Kennedy Funding, the largest situational commercial lending institution in the U.S. Before that, I was in sports marketing and athlete management, designed and implemented some of the most successful marketing initiatives in the Olympic sports division and spent two years driving marketing for 2008 Olympic Gold Medalist, Bryan Clay in the Decathlon. Early in my career, I trained hundreds of professional athletes; more than 20 of the high school athletes I trained made it to the professionals and 45 played for Ivy League institutions. I also designed and built four athletic training facilities, ranging from 5,000 to 30,000 square feet. I began my career with New Jersey State Police, and was awarded "Top Trainee" in basic training. I was a road duty trooper and a member of the Drug and Alcohol Control Task Force. I attended the United States Air Force Academy and Villanova University.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Leveraging my professional experiences, I’ve been able to demonstrate how a franchise can be successfully expanded by targeting a different market sector and growing the franchise into new markets. We’ve also been strategic in the areas that we target for growth by studying the demographics, economic climate including job market, growth of the market and real estate/moving statistics. We also have developed a culture that promotes employee growth and retention, a key differentiator for our company. Additionally, I believe in establishing deep roots in the communities in which we conduct business, and our culture thrives on giving back. We actively volunteer and contribute resources to help local charities and children. It’s one of the reasons why our customers appreciate our service and key to growing a successful franchise in any market and industry.



I am a member of IFA, but have not held any leadership or committee positions in IFA.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. College Hunks Hauling Junk and College Hunks Moving has earned the following awards and certifications, among others:

2013 Franchise 500 Award (No. 191)

2012 INC Hire Power Award

2012 Top 50 Franchisee Satisfaction Award – Franchise Business Review

2011 INC 500/5000 List

Angie’s List Super Service Award

2010 INC 500/5000 List

2009 INC 500/5000 List

2008 INC Magazine Top 30 Entrepreneurs in America Under 30

Questionnaire Response No. 5 Detail your history of community involvement. My passion for community service began in New Jersey when my team and I drove around looking for abandoned lots that had accumulated junk and debris. We voluntarily cleaned out more than 20 abandoned lots in Newark. Our company prides itself on our commitment to environmental responsibility and we’ve invested dollars and resources to support recycling. College Hunks currently has an 82% landfill diversion rate. In 2012, I was honored by Habitat for Humanity as "Man of The Year” for stewardship. We donate over 200 tons of furniture every year, and proceeds from the resale of items help fund Habitat for Humanity homes and programs for families. We also donate furniture to The Salvation Army and Goodwill. A supporter of Big Brothers and Big Sisters, we are their largest clothing donor in New Jersey. We routinely ask clients to donate used clothing then we transport it to a warehouse where Big Brothers and Big Sisters empty two large bins three times per week. We also delivered over 15,000 lbs. of food to the Second Harvest Food Bank in Nashville.


Beyond the U.S., I’ve adopted a small village in Ghana, Africa called Abeitifi. During trips to Abeitifi, I’ve helped rebuild schools, donated clothes, cleaned wounds for hundreds of children, sponsored or facilitated hospital care and educated children in classrooms. I want to instill the values of service into my employees, as well as other business owners so they can appreciate the value of serving the communities where we live and serve.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. The concept of corporate social responsibility refers to activities that businesses do to connect with or give back to their communities. Franchises are uniquely positioned to engage in community initiatives that help heighten brand awareness, particularly when causes pertain directly to the company’s brand or mission. As a moving company, College Hunks has the resources to support the transportation needs of many worthy organizations. As a franchise in multiple states, this mission can be replicated and brand awareness grows. It’s a great opportunity for College Hunks to distinguish the brand from others, and has earned them extensive media coverage, led to new strategic partners and helped them gain new business as a result. But more importantly, College Hunks helps people realize the benefits of recycling and reusing unwanted items.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. In 2013, I spoke before Congress on behalf of the International Franchise Association about the impact of the Affordable Care Act on small businesses. I explained that the new definition of 30 hours would force radical changes on our work force management practices, ones that have allowed my business to grow from a single College Hunks Hauling Junks & Moving franchise in 2010 to 15 in 2013. The new definition would have negatively affected growth during that period. The effects would be particularly hard on companies such as College Hunks Hauling Junk & Moving that rely on part-time workers whose weekly hours can vary widely depending on the season. I argued that the best solution was to redefine full-time employee in the health law to the industry standard of 40-hours per week.


HUNKS stands for Honesty Uniformed Nice Knowledgeable Service. College Hunks focuses on building trust by providing a clean-cut, considerate and

stress-free approach to an otherwise “junk” and stress-filled industry. For the large majority of people, moving is not a choice, and often the pressure of

moving is coupled with a traumatic event such as death or divorce. Recognizing this, College Hunks focuses on taking the extra steps to ensure that its


employees understand life occurrences. Our customer’s belongings are a part of their life’s story and deserve to be moved with the respect.

For my employees, I take great interest in growing them personally as well as professionally. Through “Hunk University”, every morning, employees go

through our one-hour “Roll Call” covering topics such as history current events, culture, government and business leadership. We encourage candid

conversations between employees, increase their performance with customers and develop confident professionals that can be elevated within the

company. This system is not duplicated elsewhere and is another way we can raise the visibility of our brand.

In 2014, I joined the Job Creator Network through a personal invitation from Bernie Marcus, founder of Home Depot. As a CEO of Distinction in the

program, I present and discuss job creating initiatives to young students and employers to open up the workplace to discuss, areas of impact including

taxes, regulation, healthcare, and social security so that both employer and employee are better informed about decisions and laws being made by

lawmakers.


I have one territorial dispute with a neighboring franchise in NJ that is currently being handled by the franchisor and both parties, and it would not impact the IFA or IFA community.

Ken Brockbank — InXpress, LLC

Questionnaire Response No. 1 Detail your professional achievements. As a franchisee for over 25 years, I built my own franchise business to revenues of $10 million, won franchisee of the year and top producing franchisee three times. Additionally hired as corporate sales trainer for the organization, and helped over 300 franchisees and sales reps achieve their goals. I later joined the management team as the VP of sales and took the company from $85 million to $230 million in 4 years. Founded and grew a new franchise system in the UK to 50 franchises and revenues of $26 million. In 2006 I founded a new franchise system that today has over 285 franchisees in 13 countries projecting revenues of $120 million. I have won top sales honors, leadership awards, production awards and franchise awards, but the accomplishment I am proudest of is having helped 209 people become millionaires. My ultimate goal is to help 1,000 people reach this financial status.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Promoting franchising, encouraging people to get into franchising enables 'them' to achieve an incredible lifestyle in conjunction with the accomplishment of their other goals and dreams. I have proven through my own success the viability of franchising thus bringing many others into franchising for themselves. Over twenty new franchise systems have been founded because of the success of the systems I have worked to build. Over 1,000 families rely on the income generated by a single franchise because of my efforts in building franchise systems. Through franchising, I have helped create over 200 millionaires, which will benefit their families for generations.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. Several of my team have conducted round tables and trainings at the IFA annual convention. I have also been involved in local IFA business forums in forwarding franchising and fostering partnerships. I have helped develop and host FBN luncheons. I have furthered the CFE program by facilitating an off-site CFE program through Georgetown University.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Top 50 for franchisee satisfaction three years in a row

Top vendor for our carrier partners in two countries

Ranked in the Entrepreneur top 500 franchises each year for the past 5 years; #243 in 2014 and best in class

Top 100 best global franchises

Top franchisee honors three times


Questionnaire Response No. 5 Detail your history of community involvement. Volunteered service for two years in South Africa Serve in youth, church, women’s and entrepreneur groups by gratis keynote speaking Mentored several entrepreneurs to success Was president of a volunteer singles group helping to facilitate growth and progress Served on youth groups as a youth leader, youth teacher and as a scoutmaster. Through these youth programs, I helped develop struggling youth into productive young men in society. Served on the board of the neighborhood watch program and made our neighborhoods safer through leading a volunteer group of “People on Patrol” Coached little league football, basketball and baseball for ten years Organized, developed and created several successful charity organizations, events and programs, raising thousands of dollars for various causes Volunteered my time leading young men in various service projects & mountaineering skills; teaching them self-sufficiency, emergency preparedness, and survival techniques in times of natural disasters. Created a massive “give back” program for a local homeless shelter involving the Olympics of 2002 Facilitated several free trainings, programs, seminars, events and mentoring aimed at helping people achieve better family relations, improve marriages, achieve their goals and dreams and overall improve their lives Organized a franchise gives back program in the USA, Australia and England, where we served local shelters and programs as well as raising thousands of dollars for each program as well

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. I selected franchising as my chosen profession because of my desire to help create 1,000 millionaires. I knew that the best business model for me to accomplish this would be through franchising. Taking control of one's financial state through franchise ownership truly changes lives. Owning a business with a high success rate, creating an incredible lifestyle and ultimately freedom, has enabled me to spend inordinate amounts of time with my family, volunteering, and helping others to reach their franchising goals.


The vast majority of my funding and time afforded to work on my goals, and assist others in reaching theirs has come from the success in my franchises, or success as a franchisor. Franchising has given me the freedom and ability to give back in massive ways I would not have otherwise been able to do.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. I have been fortunate to not be a part of any law suit that ended up in court or went to litigation at all. This may be because of the focus on "family culture" in our franchise systems, or the fact that the franchisees that follow the system achieve an incredible lifestyle.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I appreciate the opportunity to be considered as an honoree and think that there are three reasons why I may have earned it:

1. The success I have had and helped create in franchising and in furthering franchising; as a successful franchisee helping hundreds of franchisees become successful. As a franchisor in taking one franchise system to $230 million and creating two others in 12 countries. As a trainer and mentor helping create 200 millionaires in the franchising world and will ultimately help 1,000.

2. The positive effect I have had in the lives of those I have pushed to buy, trained, mentored and led in franchising. The lives of those who have been served by the success of franchising, the obstacles I have overcome to keep this current system growing and successful, so the existing and future franchisees, their employees and their families can put food on the table.

3. After losing my funding and needing to selling everything I had to fund the business, my oldest son die at the age of 23- just months into the start of the system. The IRS then began a three year, 32 business entity audit, only to find zero issues or needed changes. Two years into this business , our major carrier partner DHL pulled out of the domestic market and we lost 79% of our business and our system, requiring us to basically start all over again. After all of this, only 8 years later our system is doing $120 million with over 285 franchises in 13 countries


Other than the fact that I have sold everything I own and gone completely broke twice to start two franchise systems; not at all!

Jeremiah Butler and Aaron Fischer—Rainbow International of Fredericksburg

Questionnaire Response No. 1 Detail your professional achievements. Aaron and I co-founded the company in 2006 at the beginning of the real estate crash. We were full time Realtors but saw the writing on the wall. We joined the Rainbow Int’l concept in late September of that year and began operations in November. We captured our first job on November 30, 2006 and took off from there. In our second full year in business, we achieved the 1 million dollar mark and, by 2010, we were the largest Rainbow in the country in terms of revenue. We have continued to hold this position in 2011 and 2012 as well. Jeremiah has been an elected member of the Rainbow Int’l corporate advisory council for the past two years and has just been re-elected to serve another two year term. Our passion is for the personal and professional growth of employees through mentoring and training and for that to translate into a superior level of service for our customers. We currently gainfully employ 18 full time people in three locations and provide them with great benefits and tremendous upward mobility.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? The business was started from scratch with very limited experience in the field and even more limited capital. It was only through our faith and the training and support of a Franchisor that have allowed the success we see today. Starting the way we did with a very limited knowledge base about not only our field, but business in general, and still being able to achieve what we have, is a true testament that franchising works. We are now a multi-location full service restoration company. The more successful we become, the more we have been able to spread this message in our local community as well as the franchising community in general.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. None

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Continued on next page Franchisee of the month 4 years in a row, Top Gun in Rainbow 4 years in a Row, Recruiter of the year twice (2009 + 2011), Golden Hammer award with Crawford Contractor Connection, 1M, 1.5M, 2.5M, and 5M benchmark awards.

Jeremiah Butler and Aaron Fischer—Rainbow International of Fredericksburg

Questionnaire Response No. 5 Detail your history of community involvement. Very active in supporting our community outreach charity, Wave City Care. WCC is the charity for our local church, Wave Church, which has over 6000 members. We help feed and mentor the underprivileged, addiction recovery, education and training, etc. For the last two years, we have hosted a golf tournament and raised $11,000 and $28,000 respectively. We have also supported their auctions and donated another $5,000 and $7,000 over the last two years. We have also supported several little league teams and the United Way.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Most, if not all, of our community support does not gain commercial benefit; we do it more out of a sense of purpose and moral obligation. However, whenever we are around any members of the community representing Rainbow Int’l, we are eager to share our story with others. We are very candid about the fact that our success was not achieved solely from our hard work, but achieved through faith, favor and support from others including our Franchisor, Rainbow International.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. We believe our story is an embodiment of what Entrepreneur of the Year stands for in the IFA. We have achieved so much the last 6+ years that we would not have otherwise achieved without the systems and support from our fellow franchisees and Franchisor. We have also beaten the odds as a family partnership. Aaron and Jeremiah are married to sisters and the family run business can have its own set of problems. We feel we have faced challenge this head on and come out on top!


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Sherry Chris—Better Homes and Gardens Real Estate

Questionnaire Response No. 1 Detail your professional achievements. Since launching Better Homes and Gardens Real Estate in 2007, I have led the nation’s foremost real estate brand focused on lifestyle as the president and CEO. Our aim is to grow the brand to best serve real estate professionals and the lifestyle needs of consumers. I continue to grow and move the real estate franchise forward by brokering deals, keynoting conferences and lending time to industry leadership boards, while making sure I remain a hands-on executive, spearheading an agenda of early adoption and the technological innovation in our national network. We strive to focus all of our efforts on making sure every person that encounters our brand has the best experience possible. As a recognized industry leader, I push our network to the forefront of the ever-changing market, leveraging an astute appreciation for emerging technology. This way, our agents stay ahead of trends and adapt to industry changes, which maximizes business as a whole. I have found that social media is a crucial part of our growth; along the way, I have become the most-followed CEO of a national real estate company on Twitter and maintain an active social media presence. Twitter: @sherrychris, In less than five years, the Better Homes and Gardens Real Estate network has grown to more than 8,300 sales associates and 250 offices, serving homebuyers and sellers in Canada and across the US.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Our relationship with the Meredith Corporation provides a truly unique value proposition as the lifestyle brand of real estate – our franchising model offers our agents invaluable resources and powerful brand recognition associated with the Better Homes and Gardens brand. There is a strong marketing component, but also an intelligence component insofar as we want our brokers to be the most knowledgeable in their respective markets. With our strong training platform and the ability to adapt to the changing market, we resonate with our brokers and agents and continue to offer them the tools, knowledge and resources to help them succeed. Each franchise can forge a better connection to consumers in their local market because of their franchise affiliation with Better Homes and Gardens Real Estate.

http://twitter.com/#!/sherrychris



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Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Ranked No.15 among the top - 50 small franchise systems in the Franchise Business Review 2011 Franchisee Satisfaction Awards.

Questionnaire Response No. 5 Detail your history of community involvement. I sit on the national board of directors for the low-income housing repair and upgrade nonprofit organization Rebuilding Together. Rebuilding Together has coordinated work on more than 100,000 homes across the nation with the help of 3.4 million volunteers.

Additionally, I serve on Zillow’s Broker Advisory Board and have served on a number of industry and technology - related advisory boards, including Trulia and Google Real Estate. I am also a past chairman of The Realty Alliance, a network of North America’s elite real estate firms.

Not only do I make it a priority to promote community involvement, I also actively support the many organizations our brand’s local brokers take part in on a local level.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. By taking initiative to be directly involved in the organizations, I have the opportunity to set the tone for our entire company and to demonstrate our brand’s commitment to community while further raising awareness of Better Homes and Gardens Real Estate to potential brokerages and show prospective independent brokerages how they can join these larger causes.

I actively work to show current franchises that BHGRE supports their existing philanthropic efforts and promotes these programs both regionally and on a national scale.



Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. In addition to recognition by the franchisee community and serving my industry on Zillow’s broker advisory board, I have been awarded:

o 2013 Women Worth Watching by Profiles in Diversity Journal o 2010: Inman Innovator of the Year o 2010: Stevie Award for Best Executive in the Stevie Awards for Women in Business

In 2012, our brand was the focus of a social media case study written by Raymond Pirouz and developed by the Richard Ivey School of Business. Throughout the research period, I had the privilege of discussing some of my knowledge of social media and the marketing strategies we implemented when establishing our brand. When we launched Better Homes and Gardens Real Estate, few businesses were leveraging the power of social media to drive brand awareness and develop business opportunities. Together as a brand, we changed the course of action. This case study was developed for teaching programs across North America that present students with a business challenge and provide an instructive opportunity for them to take on the role of a business decision maker. I believe sharing and collaborating openly is the key to success. Every business leader and entrepreneur should become a teacher and share their knowledge to inspire others. This case study provided me with the opportunity to inspire and become a role model for others. In 2010, we unveiled the Beta Brokerage Project, which shares case studies of entrepreneurial, unaffiliated brokers who are doing things differently in business and breaking the rules of tradition. The purpose of the project is to help the industry at large benefit from the dynamic thinking of these brokerages, but it also exemplifies how independent brokerages benefit from a joining a national franchise. At Inman Connect, one of the industries major conferences, we host a panel discussion with the independent brokerages and show how these companies can benefit from joining our brand. As a direct result, we’ve had independent brokers choose to join franchise networks.


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Sean Collins & David Rutter—Costa Vida & FatCats

Questionnaire Response No. 1 Detail your professional achievements. Sean Collins started Black Cat Graphics – a company that produced letterhead, stationary, business cards, etc. He then moved in another direction and began a striping company, Advantage Enterprises, which striped parking lots and roadways. Eventually Sean purchased Wright Distributing – a supplier of bowling, billiards, and golf equipment. While these companies were growing and developing, Sean purchased other companies such as In the Paint, Modbod, and Undertease. Dave Rutter has over 25 years of foodservice/hospitality experience. He was the owner and operator of a full service Prestwich Farms Restaurant, to which he retained ownership through 1996. In 1991, he was awarded the rights to expand the Best Western hotel chain in five South American countries. In 2001, Sean and Dave opened the first FatCats Family Entertainment center. Their desire was to create a concept that combined entertainment with a great dining experience. In connection with FatCats are Costa Vida Fresh Mexican Grill, Pizza Factory, and Pintoros restaurant as well as movie theaters, glow-in-the-dark miniature golf and a variety of other attractions. Today there are five FatCats locations in Utah, Idaho, and Colorado with many more on the horizon. Sean and Dave invested in Costa Vida, initially as franchisees, eventually becoming the largest franchisee. In 2009 they purchased the franchise company thus becoming the franchisor. Costa Vida Holdings currently owns and operates nine Costa Vida restaurants with an additional 41 owned by franchisees. Costa Vida is scheduled to grow by 24 units by the end of 2013.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Dave and Sean attribute the achievements and success of FatCats and Costa Vida, to following a win-win philosophy. In franchising, the franchisor “wins” when the franchisee is successful. Costa Vida has systems and strategies in place in which each individual within the organization can succeed. It then takes these systems and strategies out to the franchisees to help them become successful as well. Through intensive training programs for general managers, assistant managers, prep cooks, operating partners to employee development, franchisee summits, weekly communications, on-site visits, etc. the Franchisee receives the benefits of these proven and successful systems. At the same time the Franchisee is receiving the benefits of these systems and programs, the Franchisor is able to expand and open other areas for Costa Vida restaurants at a greatly advanced rate. It is also able to take advantage of various media outlets to increase name recognition through more aggressive marketing campaigns.


Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. Currently, Sean and Dave have not held leadership or committee/task force position in IFA.


Both Mr. Rutter and Mr. Collins were recognized as Ernst and Young’s Entrepreneurs of the Year 2012 Utah Region Finalists

Costa Vida was recognized in Inc 500 America’s Fastest Growing Private Companies edition as #1911 overall for growth and #48 in the restaurant category

Costa Vida has received the Best of State award in the Mexican/Latin America Casual Dining category 4 years in a row

FatCats has received the Best of State award in the Recreational Attraction category 3 years in a row

Costa Vida was recognized in Restaurant Business Magazine Top 50 Fastest Growing Chains issue as number 16 in this category.

Questionnaire Response No. 5 Detail your history of community involvement. Both Dave and Sean are involved with the Ouelessebougou Alliance, an organization founded in 1985, by a group of Utah’s community leaders, to assist the people of Mali, West Africa. Business leaders throughout Utah network to provide financial support to villages throughout Mali. Together with village citizens, community initiatives are accomplished in the areas of health, education, and economic development (i.e. building schools, training teachers, training medical professionals, etc). Mr. Collins has served as the Vice-Chairman and Chairman. Currently, both are members of the board of directors.

For the past 8 years, Mr. Rutter has taken groups to Tijuana, Mexico and to the Navajo Nation in Arizona to build homes and do other humanitarian service projects. He also serves as the Vice Chair of the Department of Workforce Services Mountainland Executive Advisory Committee.

Both are leaders in their faith and devote time to their local neighborhoods working with youth and families who have a wide range of needs.

Dave and Sean serve on the President’s Leadership Council for BYU Hawaii. Sean assists Corporate Alliance in working with local business leaders, and was the keynote speaker for the local Chamber of Commerce annual conference. Sean and Dave are frequently asked to speak to classes in local elementary schools, high schools and colleges.


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Whether in the United States or a third world country the principles of hard work, loyalty, and consistency apply to building schools or homes for underprivileged children or opening a new Costa Vida location. Consistent building standards will apply whether one or 101 schools are built, and because of consistency, the buildings will be strong and well built, lasting for many years. When a new Costa Vida opens, no matter the location, the consistency in signage, décor, and menu allows its loyal followers to know that what they see, experience, and taste will be the same. It is what sets Costa Vida apart from other restaurants. Along with consistency, is the principle of having solid, committed, and hardworking people. Those who provide humanitarian service in the third world have these characteristics and have a desire to make the villages better for the people who live there. Costa Vida hires the best Team Members who commit to being the best they can be and who represent the brand well. They are hardworking people who provide the best guest experience, which begins when the guest enters the door and doesn’t end until the guest leaves.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. Prior to their acquisition of control of the Costa Vida franchise system in 2009, Mr. Collins and Mr. Rutter (or their affiliated entities) were Costa Vida franchisees. The prior owners and certain franchisees were sued by Café Rio Inc. in May 2005. Among other things, the complaint alleged misappropriation of certain trade secrets of Café Rio. The prior owners denied each and every allegation set forth in the complaint and intended to vigorously defend against it. In February 2007 the parties settled the lawsuit through mediation. The specific terms of the settlement are confidential. The lawsuit was fully dismissed as of August 8, 2007.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. Mr. Collins and Mr. Rutter understand the code of ethics of the IFA and apply them to the franchise. As the code states, “Adherence to the values expressed in the IFA Code will result in healthy, productive, and mutually beneficial franchise relationships.” A principle both gentlemen know to be true. “Trust, Truth, and Honesty” as stated in the Code are the foundation of growing a successful franchise. Costa Vida franchisees know that when a commitment is made by Team Members in the corporate office, the commitment will be fulfilled. “Mutual Respect and Reward” is the next step to success. As stated by Mr. Collins earlier, “The franchisor ‘wins’ when the franchisee is successful. “Open and Frequent Communication” is extremely important to ensure consistency throughout the Costa Vida brand. A weekly newsletter is emailed to all the key people in the brand to “keep them in the know.” Along with this is a monthly newsletter is sent that informs key people what to expect for the following month in marketing, new product rollouts, etc. A firm commitment to “Obey the Law” is essential. Mr. Collins and Mr. Rutter embrace the legal aspects as it relates to the franchise documents. They stay consistent with each phase of the business.



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Rick Del Sontro—Zippy Shell Incorporated


Currently the CEO of Zippy Shell Incorporated – Rick Del Sontro is the CEO of Zippy Shell mobile self-storage and nationwide moving, a national franchise company in the United States. Currently have franchisees in 106 markets across the nation in eight years. Former owner of Fantastic Sam’s Hair Salon for Northern California - Part of the ownership group that built a successful territory of franchisees prior to the sale of the region back to the parent company. Senior Vice President, Franchise Sales & Development- Real Estate Division April 1997 – April 2000 Responsible for nearly $600 million in new revenue during a three year period. Increased by 200% average company size entering the Century 21 System. Achieved 150% growth in total new sales volume during tenure. Directed 55- person sales force for Century 21 Real Estate Corporation focused on domestic growth through franchise sales, mergers and acquisitions. Reversed declining sales numbers within 6 months. Longest tenured real estate executive with Cendant Corporation

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Clearly my involvement in the selling of franchises and the development of different franchise brands has been instrumental in fostering a positive image. I have, during my lifetime in the franchising industry, (over 20 years) been a strong proponent of the essentials of franchising and the benefits provided. I have focused on assisting individual entrepreneurs in starting and growing successful businesses. These efforts only go to enhance the understanding and success related to the franchising industry. By owning my own franchise businesses, as the franchisor, I have put my time, energy and financial resources behind an industry that I whole-heartedly endorse and support. By making a personal sacrifice I have allowed others to clearly see my passion and commitment to the concept of franchising.



Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. None

Questionnaire Response No. 5 Detail your history of community involvement. Chairman and Founder of Rainy Day Foundation - The Rainy Day Foundation was established to create and maintain responsible homeownership. Since the Foundation’s inception, a major focus was to provide tools to educate, counsel, support and financially assist homeowners who experience unforeseen short-term financial problems. Through the administration of the Rainy Day Program, the Foundation has been able to provide emergency support (both educational and financial), to homeowners that experienced financial challenges. Chairman and Founder of Home Down Payment Gift Foundation – Provided down payment grants to homeowners. All funds were raised through private donations. At our peak we assisted over 2000 homeowners per month nationwide with grants to purchase homes.

Responsible for developing a nation-wide down payment assistance program

Grew the organization from #32 to #4 in the industry

2007 Estimated Revenue in excess of $70 million

Established a national sales organization

Implemented a number of programs to assist in loan default prevention

Received lender approvals throughout the U.S.


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. I think the obvious answer here is that I left the franchising world to create some programs to assist others who are not as fortunate. My involvement in my community, such as my church in Georgetown, D.C. or even the board of my children’s school, provides the opportunity to show people how strongly I feel about the benefits of franchising as a business strategy. I also consult local businesses and entrepreneurs interested in learning more about the franchise industry.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. Throughout my professional career I have been involved with franchising on many levels. I was part of one of the largest managing entities of franchise brands while at Cendant. I was the first real estate employee they had as they entered the industry through the purchase of Century 21 Real Estate Corporation. I helped build the infrastructure that supported the sales and franchise compliance divisions of the business. We then extended this over a number of real estate franchise brands. Today I have re-joined with some former co-workers and executives from Cendant to form Zippy Shell Incorporated. We have purchased the master rights for Zippy Shell Mobile Self Storage for the U.S. We have begun a very successful venture to grow this brand into a household name and into a successful franchise business for our franchisees.


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Marcel Fairbairn—LED Source, LLC

Questionnaire Response No. 1 Detail your professional achievements. Founded 2 companies in the past 10 years, both of which are currently growing and profitable. Founded a franchise business in 2010 based on a need to expand quickly into markets throughout N America. Without hiring ANY franchise staff, we’ve grown our franchise business to 12 locations, and should end 2012 at 20. We’ve provided world-class training and we’ve done all of this in an industry that didn’t exist 6 years ago!

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? By bringing in like-minded individuals who have each invested in this new, ground breaking business, we’ve widened our footprint and established ourselves as the leader in the LED Retrofit market. Without franchise, we’d be a local or regional entity. Instead, our franchisees are able to grow a business that is quite large by franchising standards, with top brands and training, but with minimal expenses comparatively.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. I am still new to the IFA, and until now, have not had the opportunity to serve. I welcome that opportunity in the future!

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Once again, my tenure in the IFA is short lived and therefore, I am a virtual unknown. Not for long though I hope!

Questionnaire Response No. 5 Detail your history of community involvement. Both at a corporate level, and through our franchisees, I’ve been a cheer leader for community involvement. Recently, our corporate office provided a free lighting upgrade for Kids In Distress in Broward County, FL. We push our franchisees to join their chamber, and to get involved. Learn more about our Kids In Distress project here.

http://www.ledsource.com/projects/giving-back-to-the-community

Marcel Fairbairn—LED Source, LLC

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Because LED Source is a leader in the environmentally friendly and energy saving industry of LED lighting, we tend to make a positive impact on every community we enter. Our franchisees are welcomed with open arms as a result. We tend to hear quite often “wow, this isn’t a sandwich company, I didn’t realize franchising could apply to something as cool as LED lighting”.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. We are constantly defending franchising as a positive business model. Because many of our supply partners, franchise prospects and even customers think of franchising as a “small” business model, we find ourselves constantly educating. In fact, we’re close to bringing on a very large strategic partner and have spent 2 months thus far – defending the franchise model as more than “a model for under-capitalized businesses to grow”. By creating a business where a franchisee could prosper WELL beyond that of a “typical” franchise location, we’re raised some eyebrows.


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Gary Huether, Jr.— Arooga’s Grille House & Sports Bar

Questionnaire Response No. 1 Detail your professional achievements. This year, I was named to National Restaurant News Readers’ Pick Power List, which was my first national recognition. Last year, I was selected for Central Penn Business Journal’s “Forty under 40” recognition list, which profiles the top forty business executives under 40 years old in the greater Central Pennsylvania region. Also, Arooga’s Grille House & Sports Bar, the company of which I am co-founder and President, was nominated last year for Central Penn Business Journal’s “Business of the Year”. This same company was recipient of America’s Next Top Restaurant Franchise in 2010, beating out more than 250 contenders. Arooga’s is also a five time winner at the National Buffalo Wing Festival, as well as recipient of several other local recognition rewards such as best wings and best sports bar for seven years running. Within the past year, our brand has grown to 10 corporate locations and 38 franchise locations in operation, under contract, or in construction, agreements of which will expand our brand into seven states

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Our local recognition very early on in our business showed us that we were on the right track with our concept, and receiving the award for America’s next Top Restaurant Franchise is what really spurred us forward in taking the next steps in franchising and expanding our brand recognition. It was clear to us that our local clientele enjoyed our menu, drinks, and atmosphere, and it was time to take our brand to other markets. The reception we receive in every new city is awesome, and is what motivates us to keep building our brand. Our past and future achievements are a catalyst in building brand recognition, as with every new achievement comes a new announcement to the world of what we are about, and what we are capable of.


Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. None


Questionnaire Response No. 5 Detail your history of community involvement. Arooga’s is involved in several charitable and humanitarian efforts, having recently added some exciting new organization partnerships this year. We are certified by the Green Restaurant Association, which requires us to practice earth friendly and environmentally responsible operational practices, and have recently partnered with a company who will provide our future locations with repurposed wood tables. This past Earth Day, we made a donation to The Canopy Project so they could plant 100 trees, and are currently in the process of creating custom branded bottled water, 5% of sales of which will be donated to clean water efforts to aid in providing safe water and sanitation to areas of the world without. Additionally, we host a yearly fundraiser in conjunction with our local hockey team, the Hershey Bears, in support of Running for Rachel, to which we have donated more than $12,000 in the past three years. In October of last year, we, in conjunction with our distributing partners, donated over $2500 to another local charity “Feel Your Boobies”, which funds breast cancer prevention educational material for colleges. We also donate more than $10,000 annually through our “Funds for Friends” fundraising program, where organizations invite family and friends to our locations and we, in turn, donate 15% of their total sales to their program. Furthermore, we donate over $15,000 yearly in monetary and product donations to various other local organizations, schools, fundraisers, and sports team sponsorships.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Many of these efforts are corporate initiatives which are carried through our franchisees, such as our Funds for Friends program and Green Restaurant Association certification. While many of these initiatives also serve to draw in more customers, they are mutually beneficial because the more commercially successful the campaign, the larger return to the organization or community. These types of campaigns show the communities that we are truly interested in embedding ourselves into their neighborhood and making a positive impact on their lives, and also demonstrate our brand culture, and that they can count on the same initiatives in every location we open.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. Most of my personal achievement is tied with the success of my company, in which I take great pride. I’m a young entrepreneur, and have brought Arooga’s from one location in 2008 to 10 corporate locations presently and 38 franchise locations just within the past two years, 23 of which were signed


within the past year. I have been personally involved with every aspect of the company’s operations since opening, and work diligently in creating a brand that transcends everything else in its market by acquiring the latest technology, creating food and drink recipes based on the latest trends, and partnering with organizations that share the same zeal in earth friendly operational practices to lessen our carbon footprint. In short, Arooga’s is my greatest achievement, and my hope is for this brand to become a nationally recognized name and change the face of sports bars everywhere.


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Rob Israel—Doc popcorn

Questionnaire Response No. 1 Detail your professional achievements. I held several positions in a children’s apparel firm, Knitwaves, and after ten years became president of this business and went on to run and eventually sell this company in 1997. I attended Harvard Business School’s Owners, President and Managers (OPM) program from 1995-1997, and became an active member of Young Presidents Organization (an organization that promotes education and growth for presidents of companies). During the internet boom, 1999-2000, I had a brief and exciting time running an Internet start- up where I was one of the few CEO’s that actually returned investors checks in full. I then founded a non-for-profit, called makinitBIG, which was inspired by my eldest brother John who was born developmentally challenged. makinitBIG empowered and paid musicians/artists from the streets and subways of New York City to perform for hospitals, nursing homes, developmentally challenged, and other special people. In 2003, I reached a goal I dreamed of for 30 years—I received a black belt in Karate. While not a professional achievement per se, the study of karate is a discipline that affects how I conduct and run my business. Also in 2003, my wife Renee & I opened the first Doc Popcorn unit. After opening 10 units in various models and encouragement and coaching from some of the most amazing executives of food retailing and franchisors on the planet, we began franchising in 2009. The goal: to create as many smiles as possible by coaching budding entrepreneurs how to use our simple and affordable business model to own and operate their own business and offer a delicious fresh natural snack experience to people in high-traffic venues where few such “better-for-you” options existed. Today, we have 80 units across the country.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? I believe we have created one of the most affordable food franchises to date. We have also been on Fox Business News and CNBC explaining what we do and sharing how viable the franchise model is. We have built a viable and unique brand through franchising and have empowered over 100 families to pursue the dream of entrepreneurship-affordable, simply and efficiently. Our business has created approximately 500 jobs as a result of our franchise owners using the Doc Popcorn concept to start new businesses.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. I look forward to having the opportunity to participate more fully as we complete year four as a franchise as we have now emerged from the start-up stage to a more evolved entity, I am more seasoned, and now have a lot of best practices and war stories to share, and learn.


Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. As we completed our 3rd full year of franchising, we debuted on the Entrepreneur Franchise 500 in 2013, were ranked #11 on hot new franchise concepts in Entrepreneur Magazine and have been listed in USA Today as a top franchise for veterans. At the 2011 IFA, we were awarded a franchise satisfaction award for franchises with units of 50 or less.

Questionnaire Response No. 5 Detail your history of community involvement. Doc Popcorn has given an equity grant to the Entrepreneur Foundation of Colorado and supports causes locally and nationally. We also started a “Popping for Pink” national giving campaign in which all of our franchised units participate. We have officially partnered this year with the National Breast Cancer Association to take the program to the next level. My wife and I frequently give our time to other budding entrepreneurs who are looking to start a business—or a franchise. Our company also participates in entrepreneur programs including Boulder Start-Up week where we provide “office hours” for entrepreneurs to vet their business plans. I also guest lecture at the Bard Center in Denver and at the Leeds School of Business to Entrepreneur and MBA students about franchising and entrepreneurship. Personally, my wife and I have a family foundation to which we give time and money for local and national causes that are aligned with our personal and business interests including healthy school food programs, education and environmental causes.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Everything we do to get our brand, company and organization recognized in our local community or nationally highlights the positive awareness of our company business model and franchising in general. In addition, much of what I do in giving back through the University System is talking to young and / or budding entrepreneurs, many of whom are curious about whether their concepts or business plans will be franchisable. I am always interested in helping them understand the impact that being a franchisor can have on job creation for their communities and for the nation.


Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. Of our 100 franchisees we have had three legal letters which we have addressed.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. N/A


As a young high growth franchise, Doc Popcorn is not immune to dissatisfied franchisees or making mistakes on our journey to building a strong foundation for our franchisees and as a franchisor. We are experiencing challenges that one might expect at this stage in our growth. We are applying our learnings every day to provide more opportunity for our franchisees to achieve success.

Anthony Lolli — Rapid Realty Franchise, LLC

Questionnaire Response No. 1 Detail your professional achievements. I started my own real estate company--the original Rapid Realty--in 1998 at the age of 21. The NYC real estate market at the time was entirely focused on Manhattan sales, but I chose to specialize in outer borough rentals, an underserved and overlooked market. Unlike the few other companies that even handled apartment rentals at that time, I put rentals front and center and worked at all ends of the economic spectrum, not just the most expensive luxury properties. With just one location, Rapid Realty became Brooklyn’s top rental firm. And in 2009, I broke away from the rest of the industry once again. It was the height of the recession, and real estate companies were hurting. But because Rapid Realty specialized in rentals, the one sector of the real estate industry that booming, we were able to expand when competitors were closing down offices left and right. In NYC, most real estate companies expand by opening corporate-owned branches. But, after doing extensive research, I chose to expand by franchising. Today, Rapid Realty is a 100% franchise company, with 45 franchises up and running, and another 20 currently underway. We’re one of the largest real estate companies in New York, and we opened franchises in San Diego and Boston at the end of 2013. In 2013, I was named Entrepreneur of the Year in the Golden Bridge Awards and won the Silver Stevie in the Real Estate Executive of the Year category of the International Business Awards.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? As I mentioned above, real estate companies in NYC traditionally avoid franchising, preferring to open corporate branches and install top salespeople as branch managers. I’ll admit that I originally intended to follow that model myself. I even trained several of my best agents to be our first wave of managers. But just before construction on our first new branch was supposed to begin, all those managers I had trained quit to go form their own competing firms! That was when I decided to start delving into franchising. I quickly realized that franchising was actually a beautiful solution to an industry-wide problem. I was far from the first real estate broker to lose my best agents because they wanted their own companies. But by franchising, I could offer my best people the chance to own their own business (or even businesses) while keeping them in the Rapid Realty family. There’s no doubt in my mind that the decision to franchise is responsible for the success that Rapid Realty enjoys today. Today, I’m a walking ambassador for the franchising industry. I share that story everywhere I go, and constantly tell people how franchising was the smartest choice I ever made. I’ve told that story in countless interviews in newspapers and magazines, as well as on the radio and TV. For most of Rapid Realty’s current franchisees (including multi-unit owners and area developers), this is their first experience with franchising. And now they all believe in it just as much as I do.


Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. None as of yet.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. The Franchise Business Review gave Rapid Realty the Franchisee Satisfaction Award in 2013 and 2014 and named Rapid Realty one of the top 50 companies for franchisee satisfaction among companies with 99 or fewer units.

Questionnaire Response No. 5 Detail your history of community involvement. Since the day I founded Rapid Realty, I have always looked for ways to get involved with giving back to the community. When we were just starting out, with a small handful of agents, we’d all climb into a van and I’d take them to volunteer at a homeless shelter or a coat drive. When we got a little larger, we organized more elaborate activities, such as splitting up into groups and going out to low-income areas to hand out turkeys with all the trimmings on the night before Thanksgiving. Since becoming a franchisor, I have continued to find ways to get involved that suit the growing capabilities, manpower, and resources of the company at any given moment. For instance, in 2011, we organized a stand-up comedy benefit to raise money for the Red Cross, something we never could have done when we were still small. Since then, I have personally taken part in numerous charity fundraisers, particularly for organizations aimed at combating childhood illnesses, reducing inner city gun violence, and promoting equal educational and professional opportunities for minorities. I have also constantly encouraged every franchisee I mentor to get their own offices involved in charity, as well. I introduced a way for Rapid Realty agents to boost their commission split by participating in charity, and have since seen offices hold food, clothing, and toy drives, work on Habitat for Humanity builds, and much more. Find more information about Rapid Realty’s community involvement at http://www.rapidnyc.com/about/givingback

http://www.rapidnyc.com/about/givingback


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Some companies are content to write a check and call that their charitable contribution for the year. There’s nothing wrong with that, of course, but I’ve always tried to get more involved than just being a signature and a bank account. I give my time and my voice to the organizations I support, and I encourage all of Rapid Realty’s franchisees and agents to do the same. And whether it’s an agent spending a couple hours helping out their favorite local organization before coming into work in the morning or the whole company coming together to support a single cause, I’ve always made it clear that whatever we do is only possible because of franchising. E.g.: In 2009, when Rapid Realty was just about to launch its franchising operations, I decided to start providing free real estate school tuition to anyone in need. The job market was abysmal at the time, and there were many people who wanted to get into real estate, but couldn’t afford the mandatory classes to get licensed. I paid for hundreds of people to attend classes that would normally cost upwards of $300. Many of those people became Rapid Realty agents, working out of our growing network of franchises. If we weren’t growing as fast as we were (thanks to franchising), I wouldn’t have been able to make that offer. But because of franchising, hundreds of people attended school, had jobs waiting for them, and some of those people even became Rapid Realty franchisees themselves.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I’m a guy who came from nothing. My father was a first generation Italian-American WWII veteran-turned-schoolteacher. My mother immigrated to the US from Ecuador with $40 to her name. My parents and I shared a tiny one-bedroom apartment in Brooklyn throughout my entire childhood. I got my real estate license at 19 to try to provide for my parents, and when I started my own firm at 21, it was an extension of that same goal. I built my company from the ground up (literally—I couldn’t afford a proper construction crew, so I hired day laborers and worked alongside them to build out the space). I tell you this so that when I say it was hard for me to make the decision to franchise, you’ll understand why. It took every penny I had to start my own company, and giving up control over the brand like that—having to put my trust into other people to run their own offices with the love and care I had put into the company for more than a decade—was the most difficult thing I’d ever done. But it also turned out to be the best. Today, I can’t believe I ever thought about growing my company in any other way. I’m a vocal advocate for franchising everywhere I go. I’ve written articles on the subject for numerous publications, including the Huffington Post. Franchising has become part of my DNA, as much as it’s a part of my company’s.



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Ron & Debra Lynch — Tilted Kilt Franchise Operating LLC

Questionnaire Response No. 1 Detail your professional achievements. Ron’s business and franchising experience is extensive, spanning four concepts and 25 years. He has been a multi-unit operator, a developer and a franchisee. His experience on all sides of the franchise business model gives him a perspective few in the industry can boast. Ron and his team developed and opened over 100 Schlotzsky’s Deli franchises. For this effort he was named “Developer of The Year” five consecutive years. He also built a successful six-store sporting goods chain. Ron is a past president and current member of the Tempe Diablos.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? We have provided opportunity for over 200 entities to own their own business(es). They, in turn, provided job opportunity and job advancement opportunity to over 3,000 employees. Everyone employed by a franchisor or franchisee is exposed to the franchise model and its potential to be a successful business.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. Ron and I have both moderated round tables at the IFA National Convention and the WFC.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. We began franchising in 2006. Through Ron’s leadership the franchise has been recognized by “Restaurants & Institutions” as Emerging Chains… 10 to track. They were also recognized as number 2 by “Restaurant Business Magazine” The Future 50 (2009) and number 3 in 2010. In addition, they were named Number 17 in “Franchise Times” Jan. 2010 20 to Watch. In 2011 Technomic recognized the Tilted Kilt as number 207 in the Top 500 Leading US Chain Restaurants. For 4 consecutive years the Tilted Kilt Franchise Operating LLC has been named to the INC. 500/5000 list of the fastest-growing privately held companies in America. 116 locations projected to open by year end 2015.


Questionnaire Response No. 5 Detail your history of community involvement. Ron is past president and current member of the Tempe Diablos. The Diablos raise 800,000 - 1,000,000 each year for Tempe, AZ charities and schools. They award scholarships to Tempe students based on need and community volunteering. They also honor Tempe Elementary and High School Teachers. Ron is a supporter of ESGR: Employer Support of the Guard and Reserve (ESGR) is a Department of Defense (DOD) office that develops and promotes supportive work environments for service members in the Reserve Components through outreach, recognition, and educational opportunities that increase awareness of applicable laws and resolves employer conflicts between the service members and their employers. The Tilted Kilt Franchise system has awarded over 250,000 to the Folds of Honor Foundation. Ron was given the 2015 “Community Impact” award by the Phoenix Business Journal.

Before she spent 10 years in successful franchise development, Debra was a high school coach, elementary Physical Education teacher, head of a women’s fitness program and Intramural Coordinator for a major university. She served her community in many capacities including that of Red Cross Health Services Director. One honor she received was as the Hi Noon Business & Professional Women’s Club “Working Mother of the Year”. In her present position as Director of Corporate Culture for the Tilted Kilt corporate headquarters she oversees the annual convention planning, coordination of conferences and conventions attended by corporate staff, staff team building, costume development and wrangles her husband, Ron’s schedule.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. I feel our involvement with all of the above organizations has heightened positive awareness of franchising because each recognition puts us in contact with people who may not truly understand the franchise model and many times they want to talk about the Tilted Kilt, our business model and our success. We have had several restaurateurs come to us for advice about franchising their business and we are happy to sit down with them and share our experience. We especially have had lots of exposure because of Ron’s appearance on Undercover Boss (it continues to rerun all over the world).

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. Concerned about Obamas broadening overtime pay. Concerned with NLRB Joint Employment decision.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. My husband Ron was the General for this Tilted Kilt journey. I have been with him all the way, but there would be no Tilted Kilt Franchise without the Vision, Guts, Tenacity, Creativity, Leadership, Intelligence and Integrity that he possesses. (and, he’s a bit of a gambler too). The Tilted Kilt brand is fueled by his commitment to The Code of the Clan Tilted Kilt by which he expects every person at every level of the organization to operate. The code embodies the values of pride, integrity, respect, strong work ethic and fun. Ron believes in building customer loyalty through exceptional service and commitment to family and community


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Paul Lyons — The Beef Jerky Outlet Franchise, Inc.

Questionnaire Response No. 1 Detail your professional achievements. I have been a self-employed business owner for 35 years. I’ve owned and developed 4 successful businesses since 1970. During my run I’ve created employment opportunities for many people at real living wages. I co-founded the Beef Jerky Outlet in 2010 and in less than 5 years we have sold more than 100 franchises.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? The success of the Beef Jerky Outlet really shows that sticking with the plan can work. We made a very popular snack into an in store experience. Beef Jerky has been a snack dating back to the caveman days. We’ve just taken it and developed over 200 different ways to enjoy it. We started off in heavy tourist destinations, and have since expanded to small town USA all the way to bigger cities such as Atlantic City, New Jersey.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. N/A. As a newer IFA member I have not had the privilege to take part in these positions but look forward to in the future.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. #22 of Top 75 fastest growing franchises- Entrepreneur Magazine 2015 Entrepreneur Magazine's 2015 Franchise 500®

Questionnaire Response No. 5 Detail your history of community involvement. Our franchise is very involved in the community on a corporate and franchisee level. The last couple of years we have been sponsors of the Kyle Petty Ride Across America charity ride which raises funds and awareness for Victory Junction – a camp created to enrich the lives of children with chronic or life-threatening illnesses. An example of one of our franchisees being involved in the community, our store owner and franchise partner Scott Parker collected loose change in jars at his locations in Tennessee. Over $3,000 was collected and donated to a local hospital’s Cancer Center. The hospital was so appreciative, they have

Paul Lyons — The Beef Jerky Outlet Franchise, Inc.

arranged to hold a free mammogram clinic in the store’s parking lot in October as part of National Breast Cancer Awareness Month. Beef Jerky Outlet respects and supports our men and women in the military. Discounts on products in our stores, fundraisers and appreciation days honor their service. We believe we owe a debt to those who serve and have served. Our biggest commitment of all is the offer of a 50% discount on our franchise fee (Value of $20,000) to all current and past military personnel.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Our success has absolutely benefitted the interest of the franchise community. We recently attended the annual IFE show in NYC and unveiled our Beef Jerky Outlet Experience, which is a mobile store front. We just couldn’t keep people out of the “Experience” for the entire weekend. We would hear “Hey, we’ve seen your store in Branson, Missouri” or “Wow, a store filled with beef jerky, when are you coming to our area?” That gave us the opportunity to tell them about our franchise and that they too could own a Beef Jerky Outlet and begin their personal journey towards control of their own destiny.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. Our franchise has grown 1000% over the last 18 months. When I tell people that statistic, they are absolutely floored. A lot of our franchisees are so successful in that first year of business, they use those funds to open their second location. We have sold over 100 franchises and there is no sign of stopping in the near future.


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Andy Mackensen — HUMAN

Questionnaire Response No. 1 Detail your professional achievements. My greatest accomplishment is growing HUMAN into one of the nation’s fastest-growing companies and the “Best of the Best” in the vending industry as designated by Entrepreneur Magazine. HUMAN Healthy Vending has 2,000 machines in schools, gyms, hospitals, community centers, government locations and more, across the nation. Our network of 150+ franchisees is growing exponentially each year. We have been a leader in healthy micro markets, placing nearly ten micro markets in the United States in the past 6 months. Additionally, we have been the top resource for the vending industry when it comes to the USDA’s “Smart Snacks In School” rules, which affect all vending machines in schools that participate in the National School Lunch Program. Our resource website, www.smartsnacksinschool.com, outranked the USDA site itself for the majority of the past 6 months. HUMAN Healthy Vending is the only company in the vending industry to be a Certified B Corporation. Certified B Corporations meet high standards of social and environmental performance, transparency, and accountability.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? HUMAN has consistently drawn positive visibility to the franchise industry, certainly more than any other healthy vending franchise and arguable more than any other franchise system. HUMAN has consistently ranked as a top food and vending franchise. This year alone, we ranked as “The Best of the Best” in vending franchises, a “Top Homebased Franchise,” a “Top New Franchise” and a “Fastest-Growing Franchise,” all by Entrepreneur Magazine. Even outside of business-focused media outlets, HUMAN has consistently drawn attention to the franchise industry and the good its doing for nutrition. For example, HUMAN has been featured in top lifestyle magazines and on TV (CNBC, Good Day Sacramento, Women’s Health Magazine, Redbook Magazine, etc.) and our franchisees are consistently featured in their local news and TV outlets. All of this helps to build the perception of franchising not only as a viable business strategy, but also as a desirable one and one that can help turn the tide in the nation’s health crises.



Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. N/A

Questionnaire Response No. 5 Detail your history of community involvement. I donate 10% of proceeds from HUMAN Healthy Vending to nonprofits that fight the causes of childhood obesity and malnutrition, with a predominate recipient of those funds being HUMAN’s nonprofit arm, HUMAN Everywhere. HUMAN Everywhere’s flagship program, The Young Entrepreneur’s Program (YEP), teaches students in underserved areas how to be social entrepreneurs and masters of nutrition. HUMAN has launched YEP at two high schools within the Green Dot Public Schools system in Inglewood, CA. HUMAN donated three high-tech and eco-friendly healthy vending machines to the schools and has taught student groups how to run the machine from the logistics to the marketing all the while instilling in them basic nutrition skills. All profits from the machines go back to the school to fund nutrition or athletic-related programs. The Green Dot Public School system has seen so much value in this program that it has asked HUMAN to launch at its other 17 schools in the Los Angeles area. I am also involved in Common Threads and have organized all of HUMAN’s staff to take turns volunteering for their 10-week cooking course being taught in conjunction with Para Los Ninos in downtown Los Angeles for the past two years.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Many of our franchisees join our business because they are compelled by our philanthropic commitments and want to bring that level of service to their own communities. Since we pride ourselves on developing social entrepreneurs rather than just entrepreneurs, our franchise system has become a vehicle for launching social enterprises. This has not only called a lot of attention to franchising as a viable business model, but also as a viable business model that can effect positive change.





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Patti Martin—Rainbow International Restoration

Questionnaire Response No. 1 Detail your professional achievements. Started my career as a Certified Dental Assistant, went back to college to obtain my Dental Hygiene Diploma and became a registered Dental Hygienist. I received an award for my distinguished service both for the Ontario Dental Hygiene Association and the profession of Dental Hygiene. Along with a core group of women volunteering our time, we were able to establish Dental Hygienists’ in the province of Ontario to work independently without the supervision of Dentists. I returned to college to obtain my diploma for Massage Therapy. I had an independent Registered Massage Therapy clinic until I was no longer able to practice do to physical limitations. I with my husband Rob of 29 years purchased our Rainbow International Franchise. We opened our doors November 2009. During this period of time we have become a ‘Preferred Vendor’ for three insurance companies and an ‘Approved Vendor’ for a fourth insurance company. I was instrumental in initiating Rainbow International’s continuing education classes be accredited by the Registered Insurance Brokers of Ontario and the process is still ongoing with the Real Estate Council of Ontario. My efforts are ongoing to increase awareness of our brand to the insurance industry.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? I feel very strongly about following our Code of Values, and revisiting our Vision and Mission Statements on a regular basis and then apply to our day to day operations of our Franchise. I feel we are all a team, a family so to speak and will be following the systems in place and therefore being consistent across the board. As a result of this we are gaining and earning respect. We are taking a leadership role in embracing technology. We are evaluated by corporate on our financials, operations and marketing strategies. We have an annual on site visit, by corporate. All of these things give me the confidence for success and growth especially during these economic times. People see success behind brands (franchises). People recognize a brand and the pride that comes with it. This has helped me be a better leader for our team and it is hoped that all of these principles will help them with their personal lives as well.




In 2012 we received the Southern Georgian Bay Chamber of Commerce ‘President’s Award’ along with a Certificate of Recognition from our Provincial and Federal government.

For 2011 I was awarded ‘Woman of the Year’ from our very own Rainbow International Restoration.

In 2013 I received ‘Woman of Distinction’ from the Meridian Credit Union 6th Annual Business Woman of the Year. Also included was a Certificate of Recognition from our Provincial and Federal government.

This year at our annual Dwyer Group Reunion as the Rainbow International Restoration concept we are receiving the ‘Personal Best’ award for 2014 for our increase of sales 53%.

Questionnaire Response No. 5 Detail your history of community involvement. I have been a volunteer in many capacities since the age of twelve. I have kept all of my report cards, and a comment was made ‘Patti tends to want to help others’. I started my volunteering assisting a Supervisor of one of our local parks to integrate children with special needs to participate in the program. Over the years I have sat on committees for organizations I was already involved with, such as a Women’s’ Baseball League, our local sailing club and curling club. I presently sit on the 3C4U committee representing small business working with the various school boards and the community to work with our youth on decision making to either continue their education and if not giving them guidance and/or options of getting into the workforce. Again I was heavily involved with the Ontario Dental Assistant’s Association and the Ontario Dental Hygienists’ Association. I belong to various organizations and attend their meetings, such as the local Builders Assoc., Business Woman’s Assoc., weekly networking group (attendance keeper), substitute for local businesses whom belong to the BNI group, Brokers Assoc., Independent Adjusters Assoc. and the Chamber of Commerce. I now sit on the Southern Georgian Bay Chamber of Commerce membership committee. This committee works together to find ways to recruit new members and keep existing members. I will fill in where I may be needed such as selling 50/50 or raffle tickets, fund raising events etc. I now sit on the RZees for RZees committee with Rainbow International. This committee finds ways to raise funds and then organize the events to help fellow franchises to be able to afford to attend our annual reunion or need additional training to help them succeed. I also co-chair our quarterly regional meetings for our local franchises. I support and give guidance to my fellow franchisees when they are need of something or how better to deal with a situation. Head Office selected our franchise to be a ‘Field Training Partner’. The purpose and intent of this program is to provide training in the field after completion of Phase Two training at the corporate office in Waco, TX. Training consist of 32+ hours of hands-on training with an approved Field Trainer. We have had one very successful fellow franchisee work with us and we have a second Franchisee spending a week with us in July. I have been called ‘the go to Rainbow Girl’.


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. They see more visible branding. I inspire people by my involvement and people take notice and then associate me with the brand. People will then want to be a part of my brand by either as a customer, referral or become a part of our team as we grow. Through involvement with my community and businesses they learn who we are and what we do. I share the fact that we have been successful to date and continue to grow as a result of the great systems we continue to follow and our amazing corporate support with their guidance and direction they offer us.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. I have no affiliation.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I am truly humbled and honored to be nominated for this award by my peers. I found answering these questions challenging for me, to try and put into words my passion for what I am doing now for my career. I am very proud to be a Rainbow International Restoration Franchisee owner and especially proud to be part of The Dwyer Group Family. I have the utmost respect for Dina Dwyer-Owens as she inspires me to aspire, to be the best I can be.

I have been married to Rob for 34 years and going into business together has had its challenges, but, having said that we are able to work through the challenges of franchise ownership, buy, striving to live by our Code of Values, remembering our Vision and Mission Statement, following the systems, and the amazing support we continually receive from Rainbow International Restoration. Looking to the systems has become something we now rely on.

One of my favorite inspirational quotes is “If you don’t stand up for something, you will fall for anything”. My goal working with Rainbow International Restoration is to do my part to inspire everyone to help change the way we deal with water loss situations with homes and businesses; to show the insurance industry we can reduce costs of mitigating these losses, reduce the amount of debris going into our land fill sites, by taking a leadership role and embracing the technology to do things a better way. By way of our Rainbow International Restoration franchise, it is giving me the inspiration to continue to help guide the insurance industry into looking at a better cost effective and greener way of dealing with property loss situations.

Thank you to the IFA Past Chairman’s Council for your time and consideration.



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Reed Nyffeler — Signal 88 Security LLC


Responsible for Black and Decker’s largest regional contract (2.5 Million) as one of the youngest sales associates ever.

At Brite Ideas, turned 25 distributorships into 286 in just 5 years by creating a new distributorship concept.

Launched new business model to create security franchise by creating Signal 88 Security, LLC. o Company has grown to over 150 franchise owners in the U.S. and Canada in just 7 years. Expanded into the global market by having two

international partners as Master Franchise Owners in New Zealand and Australia.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? I have continued to study, investigate and research the franchise concept and business model to create an opportunity that any individual can follow and become a success.



Questionnaire Response No. 5 Detail your history of community involvement.

Fellowship of Christian Athletes (FCA) Nebraska Board Member for over 20 years.

Susan B. Komen Cancer Walk participant.

Mentoring young entrepreneurs who want to create a franchise opportunity for their own businesses.

Worship Leadership and spiritual mentor for over 20 years.


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. By being involved in my community, both personally and professionally, it has allowed me to mentor others to become the best that they can be by being pushed to their mental, physical, inspirational and spiritual limit to make them grow so they can pursue their passion in life.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. In connection with an early-2015 investment in our franchisor entity by a private equity sponsor, we engaged in a sophisticated corporate restructuring exercise. We succeeded in ably communicating news of this investment and the related corporate changes to our entire franchise system. Likewise, given the nature of our industry, the changes to our ownership and corporate structure have required extensive compliance and communication efforts involving our franchisees, their customers, and their licensing authorities. As we work through these complicated legal maneuvers and continue to partner with our private equity investor, we are strengthening our foundation and believe that our franchise system is even better positioned for global growth going forward.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. It is a great honor to be a part of the franchise community and to be selected as a nominee by my peers. Below are a few of the award Signal 88 LLC has received as a result of my vision and exclusively designed business model for the security industry: Awards

Ranked Top 10% in G.I. Jobs® Top 100 Military Friendly Employers (2010, 2012, 2013)

Named the Best Commercial Security Company by The Virginian Pilot© and The Hampton Roads Business Journal© (2010)

Awarded with the Nebraska Business Development Center’s© Government Contractor of the year (2011)

Ranked one of the seven fastest growing franchises by Kiplinger© (2012).

Selected as a Military Spouse Employment Partner by Military Spouse Employment Partnership© (2012).

Ranked #21 by Franchise Business Review™ in their Franchise Satisfaction Awards (2013).

Ranked by Entrepreneur Magazine® #59 for Top Home-Based Franchises (2014), #240 in the Annual Franchise 500 (2014) and #68 in Top 100 Franchises (2014).



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David Pazgan—101 Mobility Franchise Systems

Questionnaire Response No. 1 Detail your professional achievements. After 10 years in the mortgage industry, I along with 2 of my former coworkers launched 101 Mobility in 2008. 2 years later we launched our franchise program which now has over 70 units awarded throughout the country. We are proud to have been included this year in the Franchise Business Review 50 – indicating the high levels of satisfaction our franchisees have with the 101 Mobility program. We recently entered into a partnership with Cortec Group, a NY based Private Equity firm in order to provide resources for continued growth

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Our business model – the sale and installation of mobility related equipment, has no predecessor in franchising. We are the first of our kind, and are happy to report that through franchising, we have managed to grow quickly to become the largest provider of these equipment and services in the nation. We took a big risk in launching our franchise program and developed our model from scratch with a lot of trial and error. We have over 35 locations today, and that would not have been possible without the launch of our franchise program in 2010.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. None. Just joined the IFA this past year.


FBR 50

Inc 5000 fastest growing companies 2011

Questionnaire Response No. 5 Detail your history of community involvement. In our local market in NC, we have participated and initiated numerous events supporting the disabled community, including:

Halloween costumes for children in wheelchairs

Hotwheels Hockey – wheelchair hockey league

David Pazgan—101 Mobility Franchise Systems

Paws for People – training program for companion dogs

Support for the Miracle Field baseball field

In our franchisee markets, we have worked with United Cerebral Palsy, Mary Kate’s legacy, the Rochester Volunteer Fire Department, and others to provide discounted and often free equipment and services to support their needs. We are in the process of developing a charitable organization called Access for Everyone designed as a vehicle for providing support and equipment to the many disabled individuals who cannot afford simple equipment such as wheelchair ramps to enter their homes.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. 101 Mobility and our franchise program have become trusted members of the local communities in which we operate, participating not only as a local business, but as a partner with many of the associations and organizations that support and advocate on behalf of the disabled.




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Michael Plummer Jr — Our Town America, Inc.

Questionnaire Response No. 1 Detail your professional achievements. My father started Our Town America in 1972 and I remember lending a hand by stuffing envelopes when I was a child. When I became an adult, I followed my gut and became an army medic – fulfilling a lifelong desire to travel and serve our country. However, I returned home to help out at Our Town America in 2000 when my father sustained his first heart attack. Unfortunately, a second heart attack took my father’s life in 2009 and I took over the family business. After seeing my father work so hard to turn Our Town America into a thriving franchise business, I knew it was my responsibility to build on his success and add to his legacy. In the five year’s since my father’s passing, Our Town America has experienced unprecedented growth in a down economy under my leadership. In the last three years, we’ve brought on more than 25% of our 50 franchisees and have significantly increased our annual revenues. We now employ more than 60 people at our Pinellas Park, FL headquarters and send new mover welcome packages to more than 7.5 million families across the country each year. This year, we expect to build on last year’s success of eight new franchisees and 18% sales growth. We plan to bring on an additional 20-25 corporate employees and add 12+ new franchisees by the end of 2014.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Our company’s success over the last forty years provides a blueprint for aspiring entrepreneurs seeking to build successful franchise brands. Here are the steps we have taken to build a viable franchise brand poised for future success:

1. My father created a business model based on a mission critical problem all local business owners face – how do I find more loyal customers? Our Town America was created to help business owners reach and influence new movers as soon as they come to town with personalized offers to try their products and services.

2. We refined the model to make it sustainable and easily replicable. We streamlined much of the backend and tracking work associated with our business so franchise owners can focus on their strengths – selling the program to local business owners in need of new customers.

3. We have ALWAYS been committed to growing smart and adding people who fit our family-centric culture. Since franchising in 2005, we’ve added 50+ franchisees who all treat each other like family and are bonded by their commitment to supporting local business owners and new movers.

4. We are always eagerly seeking ways to improve. We have made dozens of technical and creative improvements to modernize our program. We also reach out to our franchise network constantly so they can share feedback they hear from our sponsors. That’s a great perk of operating as a franchise model – I have dozens of smart entrepreneurs helping my corporate team improve our business!


Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. Unfortunately, I have not yet been able to work in an IFA leadership position, though I’d be honored to serve the IFA in such a capacity. I can say, however, that we are one of the few brands who supports the IFA as a franchisor and supplier member. Additionally, I have personally completed the CFE program and actively participate in many IFA events. We exhibit at each IFA show and have been committed to supporting the IFA’s political initiatives via FranPAC contributions and active involvement with the Public Affairs Conference.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. As a franchise executive who is more committed to supporting my company than seeking personal accolades, I have not yet received any personal awards. However, I am happy to share a few important FBR awards our franchise system has won over the years. We are consistently recognized by the awards programs and surveys conducted by Franchise Business Review. Earlier this year, FBR recognized Our Town America as a “Top 50 Franchise” based on the results of the 2014 franchisee satisfaction awards. More recently, we were featured in the “Top Low-Cost Franchises to Own” report that was released in June.

Questionnaire Response No. 5 Detail your history of community involvement. The culture of Our Town America is based around the concept of helping one another out and we recognize the importance of community participation. The success of our business is dependent upon the community, both for employees and for customers. Similarly, the community is reliant on our business’ services. Twice a year, we allow our employees to take off work to partake in charitable activities to give back to the community. Some of the charities we work with include the following: The Jeffrey Sharlow Foundation, Kids Charity of Tampa Bay, Inc., St. Jude’s Cathedral School, Angry Pepper, and Parents as Teachers Plus - Healthy Start Coalition of Pinellas. Our contributions to these charities include: $1,000 donation towards the Jeffrey Sharlow Scholarship through Saint Petersburg Catholic High School for ten years running, participation in the Kids Charity Holiday Gift Drive that benefits foster children in our community, running in the St. Jude’s Cathedral School “Run with the Nuns” race to raise funds, competing in The Angry Open Golf Tournament to support the Philip A. Bryant Melanoma Foundation, taking part in the Holiday Gift Drive serving at risk and low income Pinellas County families as well as walking in the Susan G. Komen Breast Cancer Walk.


We are very humbled to be in business for over 41 years and are proud to say that the service we offer will build communities, businesses and relationships and we will continue to strive in on our mission of making these connections possible.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. As you can see above, we are very committed to community/charity driven activities. Employees receive multiple days off per year to partake in charitable activities and give back to the community. Additionally, we help multiple charities raise thousands of dollars each and every year. None of that work generates revenue for our company – but it does display the community-centric nature of our program and helps us show that our status as a franchise enables us to impact dozens of communities around the country.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. There are no legal actions and/or legal problems on which to report.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I am incredibly hard-working executive who gives everything I have to this business. Everyone inside of the Our Town America family knows I would give the shirt off of my back to any of the employees and franchisees who make Our Town America great. I am fortunate to be surrounded by dozens of smart, passionate and hard-working employees and franchisees who have helped me build upon my father’s legacy in ways that would make him proud. I am honored to be considered for this award and would encourage you to speak to a few franchisees within the Our Town America family who would be more than willing to provide you with an unbiased perspective on the company and myself.


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Dori Roberts - Engineering For Kids

Questionnaire Response No. 1 Detail your professional achievements. Engineering for Kids is a Fredericksburg, Virginia-based franchise offering a range of learning-based classes including after school programs, camps, evening classes, in-school field trips, workshops and even birthday parties for kids ages 4-14. Founded by Dori Roberts, Engineering for Kids has over 100 locations throughout the United States and Internationally, offering classes on Aerospace, Chemical, Civil and Industrial Engineering to help kids develop math and science skills. Prior to franchising I was a teacher. In this profession I was awarded Advisor of the Year by the Technology Student Association. I took my TSA to four state championships. I founded Engineering For Kids in 2009 when I saw the interest from my own children in what my high school students were doing. I franchised Engineering For Kids once I began receiving interest from around the country. In 2011, Engineering For Kids sold its first franchise. We now have over 100 locations world wide.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Franchising has been a viable franchise strategy for Engineering For Kids to grow. This business needs an owner operator who knows their community best. The interest worldwide has shown the great need for this business.




Questionnaire Response No. 5 Detail your history of community involvement. At Engineering For Kids we donate a percentage of our registration fees to the local schools. Being a partner in the community is very important and schools are often struggling to raise money for books, equipment, etc. I am directly involved in these efforts as an Engineering For Kids owner myself. Engineering For Kids also offers several free programs throughout the year. For example on February 20th we offered a free workshop for just for girls to introduce them to engineering.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Supporting and being a leader the community has had great commercial benefit. It is a win win for both the franchise owners and the schools in which we partner. As a franchise we are able to show that our brand as a whole is an important part of the community.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I started Engineering For Kids in 2009. At the time I was a high school engineering teacher and I saw first hand how high school students were exposed to engineering too late in their education. I was truly inspired when my own children (ages 6 and 8 at the time) came with me to a national engineering competition in which my high school students were competing. My own children were mesmerized with all of the engineering challenges. This sparked the idea of Engineering For Kids. Getting kids at the elementary level excited about engineering could literally change the world! Imagine if more kids were excited about engineering before they get to high school, they would take the classes that would prepare them for success for an engineering program in college. Imagine if we graduated more engineers to solve our world’s problems. I had big dreams on a teacher salary. I had to plan well to achieve my dreams and by plotting out a plan I was able to start Engineering For Kids by mostly word of mouth and I kept my teaching job that first year and used my profits to grow the business. Even though I had to put in 80 hour work weeks, I persevered and I now have over 100 locations worldwide!



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David Schwartz—Franchise Clique

Questionnaire Response No. 1 Detail your professional achievements. Since 2011, I have started and grown several companies specializing in lead generation services and solutions for franchise systems. Consequently, I have successfully helped over many individuals in their pursuit of becoming franchisees. In the past year, I have also developed a new lead generation strategy, simplifying and increasing the efficiency and efficacy of finding, contacting and verifying prospective franchisees for his clients. My companies, Franchise Clique and Veterans Franchise, have been featured by various media outlets as businesses that deserve merit for showcasing the opportunities inherent in franchising and also for the companies’ involvement in veterans affairs.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? My devotion to progress has earned media attention and shown franchising to be a viable business strategy for all, including military veterans. In growing three franchise related businesses of my own, I have also demonstrated my solidarity to the industry and belief in franchising as a whole. In addition, I have worked to increase the visibility of thousands of franchises that have been my clients. As a result, my work has helped thousands of franchises recruit many new franchisees over the course of my career in the industry, which has spanned over a decade.


Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Nominated as Entrepreneur of the Year in 2012

Questionnaire Response No. 5 Detail your history of community involvement. My community involvement has been predominantly local through sponsorships of community sports leagues and donation of time and funds to local chapters of national charities like the American Heart Association and the Leukemia and Lymphoma Society.

David Schwartz—Franchise Clique

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Very often franchising is seen as a strictly corporate industry when its suppliers and franchisees are often strictly local, small businesses. As such, I’ve felt that it’s important to invest time, energy and funds in the local community to demonstrate a local connection and show that the face of franchising is your next door neighbor.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. Personally, I try to always bring awareness to the IFA Suppliers that support the franchises in the industry. Suppliers help franchises accomplish their goals and are doing innovative things on their own terms for the betterment of their franchise counterparts and the industry as a whole. My 120-hour workweek speaks to my dedication to the franchise industry.


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Robert Stidham — Franchise Dynamics, LLC

Questionnaire Response No. 1 Detail your professional achievements. Let me start by saying it is an honor to be nominated. I am an accomplished franchise sales and business development executive with a proven track record of success working with both new franchise concepts and established franchise brands. I’ve held a variety of positions in the franchise industry in franchise development, operations, consulting and as a franchise company president. My experience includes a variety of working within a franchise company’s and categories including business and home services, and retail and food concepts for small franchisors and major companies, alike. My career highlights include building two of the 25 largest service franchisors in the world (while I was with those companies) Management Recruiter International, Inc. (now MRI Worldwide) and Harris Research, Inc. (parent company of Chem-Dry and N-Hance Wood Renewal), at that time, a Home Depot company. I have also been the former Franchise Division President of Dunhill Staffing Systems; each of these an affiliate of either Private Equity or a publically traded company. Since founding the company in 2006, I have been the founder and president of Franchise Dynamics, LLC – today, we have become the world’s most successful ‘franchise sales outsourcing’ firm. We start and grow more new franchised businesses annually than any other firm in the world. Our clients include a variety of newer high-profile brands we’ve brought to market including SkyZone, ShelfGenie, Newk’s Eatery, 101Mobility and large franchisors such as 1800flowers, SEARS Auto Centers, Quizno’s, and Cartridge World.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? I have been personally involved with helping create over 2,000 new franchised business start-ups, of all types, globally. Our team has been involved with more than 7,000 franchise business start-ups through the course of their careers, in virtually every area of franchising. The franchise industry is a driver of economic growth. The average franchise business will create numerous direct (and indirect) new jobs over the life of its franchise business. Considering the impact of the 502 new franchise businesses we created last year through our efforts, the impact Franchise Dynamics has on its clients business, their franchisee’s new business, but especially on new job creation and the economy is difficult to understate. Each year, our team speaks to more than 100,000 prospective franchisees on behalf of our clients –each discussion as an opportunity to educate the candidate on the benefits of franchising. Over our history, it’s a considerable audience of people who we had the opportunity to speak with about the franchised business model and the benefits of franchising.


Historically, we have no instance of arbitration, mediation, and litigation or regulatory compliant brought against our company, any clients or any employee of any client or our organization. As arguably the most successful franchise development executive actively working in the industry today (having been involved in over 5,000 franchise sales in my career) I have been a tireless advocate for franchising as a way for individuals to meet their business, financial and ‘quality of life’ goals while doing good in their communities.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. I am active in the International Franchise Association (IFA), serving as a member of the International Committee (formerly Global Marketing Committee – GLOMAK) and Research Committee, having previously served as a member of the IFA Membership Committee. I have participated in numerous IFA events of all types, have completed ‘special projects’ in the past including the development of IFA member surveys for the International Committee. I have spoken at IFA events including being both a speaker and panelist at the IFA Convention. I have spoken been a seminar speaker at every IFE event since 2010.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. We’ve been a bit of a ‘well kept secret’ in the franchise industry, However, I am proud of our team and that Franchise Dynamics, in 2013 earned a ranking as an ‘Inc. Magazine 500|5000 Company’ and was named as one of the 100 fastest growing companies in greater Chicago by both Inc. Magazine and Crain’s Chicago Business magazine that year. I am also humbled and proud to have been a nominee and a semi-finalist for the 2013, 2014 and 2015 Ernst and Young ‘Entrepreneur of the Year’ (Midwest) Awards, and a 2014 and 2015 semi-finalist for the Chicago Innovation Awards.

Questionnaire Response No. 5 Detail your history of community involvement. Historically, I’ve supported a variety of charitable causes, including serving on the Board of Directors of several local charities and a music conservatory associated with the Oberlin College Conservatory in Ohio. In 2010, my son Rob was involved in a catastrophic car accident – suffering traumatic brain injury, substantially spine damage (he’s a paraplegic) and


breaking-off his right hip and breaking numerous bones. We’re blessed he’s recovered to a meaningful extent and returned to college. Prior to this accident he was a nationally ranked college rower with a meaningful opportunity to represent the United States as a future Olympic rower. Working with him last year, he has developed a 501 3(c) ‘Cleveland Association of Adaptive Rowers’ charity that supports individuals with a significant spinal injury to engage in beneficial physical, physiological, emotion and social engagement that benefits them and improves their quality of life. I’m proud of his initiative, and have been an advocate, advisor and the financial supporter of this project. In addition to my contributions to support the USO (United Service Organization) and Wounded Warrior project (my late father was a U.S. Navy veteran who died on active duty during the Vietnam war), I’m a contributor to the Susan G. Komen Cancer charity. As a two-time cancer survivor (including breast cancer in 2005 – my Mom is also a survivor) I am personally passionate about ‘the fight for a cure’.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. All business has to be about more than just making money. Franchising has been a tremendous ‘force for good’ in my life – my professional life has benefited from some of the challenges I’ve faced personally – certainly has made me more empathic and it translates into how I lead our company, work with our clients and in how we help so many candidates make a ‘life decision’ to become franchisees. As a professional speaker, (I currently am doing about 35 speaking engagements on franchising, personal performance and entrepreneurship, annually – including being a ‘keynote’ speaker for the Home Instead Senior Care national franchise convention, last year) I’ve been a passionate advocate for franchising and entrepreneurship. I’ve written about various franchise topics for and have been interviewed for articles appearing in The Wall Street Journal, Franchise Times, Franchise Update and SUCCESS Magazine, along with being cited a various books, numerous online media and numerous television media appearances. In 2016, my first book will be published on franchising. I hope when I write or speak about franchising – especially to emerging franchisors or prospective franchisees - I bring empathy and humor to the dialogue!

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. As previously stated, we have no history of legal actions and none pending.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. The genesis of our Company actually started 15 years ago, as I got more involved with IFA and broader franchise community and I spoke with numerous newer franchisors about their businesses. When I started in 2006, (in my home-who knew this would work?) there was no organization doing what we do in the industry. I founded this company, based on my firm belief that there was a real demand for our services and that the franchise development resources and expertise available to that company would often determine the difference between smaller and larger successful franchise systems. I created a team that pioneered the concept of ‘Franchise Sales Outsourcing’ and with their help have built the most successful development team in the world. We are passionate about helping franchisors meet their growth goals through training, coaching and selling right along side them to build a strong franchise system for the benefit of their franchisees and organizations. Over many years, I’ve been a passionate supporter of IFA and it’s mission. At Home Depot, I lobbied for the support of it’s PAC for the IFA; along with my investor partners, we bring many new members to the IFA each year – last year, we worked with a significant new client to be a opening event sponsor at the Convention. I’m a FranPAC $5K supporter. As many of the IFA staff knows, I am a tireless advocate for the IFA, our industry and community and all of us who committed to the success of franchisees, franchisors, our communities, economy and nation.


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Peter Taunton—Snap Fitness

Questionnaire Response No. 1 Detail your professional achievements. Updated from previous nomination As founder of Snap Fitness, the world’s leading fitness franchise, Peter was able to change the status quo in terms of what members expect from their fitness dollar. From offering things like 24/7 access to all clubs worldwide, month-to-month contracts with no commitments, and the industry’s best workout experience in a clean, compact club without the unnecessary frills. For entrepreneurs, he was able to create a proven, turnkey business model that thrives in all markets – from rural to urban – and allows for absentee ownership. Today, there are over 1,300 locations open and operating in seven countries, supporting roughly 1,000,000 members. In addition, Peter has recognized the constantly evolving expectations of consumers, and has been ahead of the curve in introducing new technology, products and support for members. Not only does this lead to stronger retention and brand-loyalty, but also creates increased revenue streams for franchisees, which has allowed them to continue to find financial success despite an unstable economy.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Updated from previous nomination By challenging the preconceived notion of what a fitness club is “supposed” to be, Peter put the spotlight directly on how business concepts that were once considered big and corporate can be scaled down and franchised. This doesn’t only apply to the fitness industry; but franchising as a whole. Now more than ever, entrepreneurs recognize that they can open a smaller, more affordable, high-value franchise business in markets that were once controlled by larger, higher-priced, corporate entities and thrive. For example, some of the most successful Snap Fitness clubs exist in markets where other “big box” health clubs like Lifetime Fitness and 24 Hour Fitness are only a few miles away.



Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Updated from previous nomination

Ernst & Young Entrepreneur of the Year – 2010

Entrepreneur magazine “Franchise 500” top 100 – 2006-2011

Inc. magazine “Inc. 500” privately owned businesses, #16

Minneapolis/St. Paul Magazine “Fast 50” fastest-growing businesses – 2011

Canadian Franchise Association Franchisee’s Choice designation – 2011

Canadian Franchise Association “Award of Excellence” for Traditional Franchises New/Emerging – 2011

Questionnaire Response No. 5 Detail your history of community involvement. Updated from previous nomination Peter is very active in local Twin Cities area (the home of our corporate headquarters), where he serves on the Board of Trustees for the Minnesota Chapter of the Make-a-Wish Foundation, as well as Aspen Research and Common Hope. He also contributes to many local charities and community groups, and travels internationally to assist with philanthropy efforts abroad.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Updated from previous nomination While many organizations will use philanthropy as a way to gain visibility, Peter chooses to use our extensive franchise network to help non-profits to gain exposure in their local communities. As an example, this year Snap Fitness was the presenting sponsor of the Minnesota “Walk for Wishes” event. Instead of requesting that Snap Fitness be prominently displayed and promoted on all Make-A-Wish communications, Peter agreed to reach out to all local clubs and provided marketing and collateral for the event on behalf of Make-A-Wish in order to raise awareness with members. This showed the strength of the franchise brand without being directly commercially beneficial.



Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. Updated from previous nomination This past January, Peter purchased a new franchise concept called Kosama. Kosama is a unique, one-of-a-kind group training program designed to accommodate all fitness levels in a team-like atmosphere. Once again, Peter saw a tremendous opportunity both for members who want to get results, as well as entrepreneurs to add a fast-growing, low-cost, proven concept to their portfolios. In addition to opening new Kosama locations, he is working with Snap Fitness franchise owners who wish to open a joint Snap Fitness/Kosama in their communities, in order to create a complete fitness solution while boosting their bottom line.


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David J. Tennyson — DJT Management, Inc.


Owner of 3 Subway® Restaurants.

Secretary of North American Association of Subway Franchisees (“NAASF”) (2010-11)

Operations Committee Chairman of NAASF (2011, 2012)

Member of System Advisory Council of Subway (2011-2013)

Vice Chairman of NAASF (2011-12)

Chairman of NAASF (2012, 2013)

Board Member Local Advertising Board Subway since 2003

Board Member National Advertising Board 2014-Present

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Over 20 years of experience in the franchising and hospitality industry with heavy focus on Operations, Brand Development, Franchise Sales, and Marketing.

My professional experience began as a teenager when I worked in my father’s Subway stores. As a young adult, I learned all about restaurant operations, inventory, customer service, staff management, budgeting, and business finance. In 2003, I bought my first store, and since then have opened 3 more Subway stores and opened a How Do You Roll. In addition to my own stores, I have worked on the corporate side to sell franchise opportunities to qualified Franchisees and guided the launch of 6 new stores with 9 more in development. My expertise allows me to be a valuable resource in operations, marketing, contract negotiations, real estate development, store build-outs, launches, and management.




Questionnaire Response No. 5 Detail your history of community involvement. Chairman of the Board for the North American Association of Subway Franchisees, NAASF

Contributing Member of the Strategic Advisory Council

Committee member SUBWAY Point-of-Sale (POS)

Board Member of the National Advertising Advisor group, NAFAF

Area Representative of the Year for an emerging restaurant franchise

These roles gave me influence over a $600M annual Marketing & Advertising Budget and allowed me to make decisions that grow brands on a local to global level while favorably impacting individual franchisees.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Too be honest the only benefit is just being in a position to help out in your community and giveback. Once again franchising gives the ability to have systems in place to allow a small business owner have a greater chance to succeed.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. Only that I have a great passion for the franchising system and look forward to growing my company and being more involved with the IFA.



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Sue Thirwall—MiniLuxe

Questionnaire Response No. 1 Detail your professional achievements. I won the “franchise lottery” at age 15 for an early pioneer franchisee of an iconic brand (Shakey’s Pizza). Working at Shakey’s was life altering as I spent most of my adult life focused primarily on franchisees and/or the franchisor. I graduated from USC in business (magna cum laude) while working 2-3 jobs year-round. After five years at the Chicago Tribune in key staff positions including Retail Sales Manager, I earned an MBA at Harvard Business School. After management consulting, I joined Pizza Hut for more than 17 years and helped them transform a company-owned brand to franchise. I was the first One System Restaurant Readiness Director who bridged the world of both company and franchise systems for excellence. I helped pioneer the WingStreet brand which has now expanded globally at YUM! Afterwards, I joined Dunkin’ as Brand Operating Officer of Baskin-Robbins which is 100% franchisees. Now, I am CEO of MiniLuxe (both company and franchise). Little did I know how fortunate it was to work my way up literally from a cook/dishwasher at Shakey’s, not only as the first female ever hired in 1975, but to begin a very rewarding and satisfying career in franchising. Even today, I am typically the only “franchise executive” or one most familiar with franchising whether as a Board member on a publically traded mutual fund company to Harvard Business School’s Global Alumni Board. Helping others achieve the American dream by becoming a franchisee has also been personally and professionally so gratifying and inspirational.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Franchising is an essential component to job creation and I am fortunate to have worked for large (Pepsico/Tricon/YUM! and Dunkin’ Brands) as well as smaller brands (especially my current role as CEO of MiniLuxe). My greatest achievement to date is WingStreet (created as a true boot strap concept with very limited resources although the concept was executed at Pizza Hut). We perfected the concept and all elements to become the world’s largest (chicken) wing delivery company in nine months and the largest wing company within 18 months. It’s already in 3600 locations and still growing.

Truthfully in retrospect, I trained my whole life to advance the principles of franchising as a viable and differentiated business strategy as well as to create the foundation and unit economics necessary to expand both here in the US as well as the rest of the world.

My career in franchising has been extremely positive and vibrant as I strengthen business brands and concepts to expand points of distributions/locations as well as impact. In my lifetime, I have personally and professionally watched franchising grow dramatically. Thankfully, the US still has an enormous competitive advantage in this arena (and the essence of true entrepreneurial and innovation which is essential when developing a brand to franchise is alive and well).


Intellectually and personally, I have been atypical in following my heart with a career in franchising. I love helping others and allowing them to live the “American dream”. I am proud to be a specialist in franchising.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. None yet but I am very excited to serve in the future

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. I have won many awards throughout my life but none from IFA yet. I served on every major franchise committee at Pizza Hut including the IPHFHA Board and system-wide Operations and Beverage Committee. I also proudly served as Pizza Hut’s lone USA representative on the Global Operations Council at YUM!

Questionnaire Response No. 5 Detail your history of community involvement. Since a child, I have had a long history of volunteer roles in both community and schools. I believe that as a corporate citizen it is my responsibility to involve my company in the community and the people it serves. MiniLuxe, for example, has worked on behalf of Dress for Success, Friends of Mel Breast Cancer organization and the Boston OneFund, formed following the Boston Marathon tragedy. I have been a very active volunteer, especially with Harvard Business School. I served for many years as a club officer and then five years on the global Alumni Board. I am currently helping plan my 25th reunion. I have also served on many Boards including Winners on Wheels (helping children that use wheelchairs for mobility) and Guerite Mutual Fund (publicly traded). I guest lecture at Boston University. I share what I know about franchising to help franchise candidates and franchisors to become stronger and better.


Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. We don’t forge these relationships to increase our bottom-line, we do it to raise money for worthy charities. It is simply the right thing to do. Additionally, I believe it is essential to give back in various ways.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. My leadership style is focused on helping others to succeed. Franchising has taught all of us to gain success through influencing others versus a corporate set-up where making and implementing decisions is easier. As a franchise executive, one must never fail to provide an environment of constant learning and self-improvement.

For those who know me, I have an incredible love for others and our team. I lean towards people-centric decisions (including the ability for our workforce to take good care of themselves and their families) while making profit goals set by the Board. This balance and constant challenge has improved me as a human being, person and executive of a growing franchise system.


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Reese Travis — Orange Leaf Frozen Yogurt


CEO of Orange Leaf Frozen Yogurt: 2010-present.

Personal investments in state oil and gas: 2009

Wexford Capital: 2007-2008 o CEO Stampede Farms: 2007-2008 o Diamond Back Energy Services director of sales and marketing: 2007

DePuy Orthopedics, a Johnson and Johnson company: 2001-2007 o Salesman of the year for product contest 2005 o Sales representative of the year for Oklahoma North Texas region 2005

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? My experience with Wexford Capital led me to apply the principals of entrepreneurship all the way down to the store-level employee. I am a measured risk taker and focus on high-growth businesses with an intention to innovate without fear or failure. My first experience with Orange Leaf was as a franchisee when a group of family members and myself decided to open a couple locations in Oklahoma City after seeing the success of the brand in early 2009. We quickly learned that this was concept we wanted to grow and approached the founders to purchase the company in 2010. As a franchisor, I quickly learned that I got to help franchisees achieve their dreams of business ownership and financial security. I am a businessman at heart and have great expectations for my company, not the least of which is providing franchisees the tools to become self-sufficient business owners and operators. I relate to their position; I understand their wants and needs and do everything I can to ensure their personal success. I do everything I can to be available for them and provide the necessary tools for success because I want nothing more than each franchisee to feel confident and accomplished. I established Franchise Advisory Council to ensure that we hear constant feedback and regularly survey our franchisees on many decisions we make from marketing promotions to new product and flavor ideas.

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. I do not currently hold any positions in IFA, but would like to learn how to get more involved.


Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. While I have not won any personal awards, I am proud of the accolades Orange Leaf has received under my leadership.

In 2014, Entrepreneur listed Orange Leaf as #127 in the Franchise 500 and as one of the top three new franchises. Orange Leaf was also ranked #3 on Technomic’s list of Fastest Growing Limited-Service chains under $200million.

In 2013, the IBIS World Report ranked Orange Leaf as the fastest growing frozen yogurt chain based on network sales. Entrepreneur listed Orange Leaf as #156 in the Franchise 500, #3 on its list of Top New Franchises and #20 on its list of top growing franchises.

In 2012, Restaurant Business Magazine listed Orange Leaf in its Future 50 Fastest Growing Chains and Technomic rated Orange Leaf as the Fastest Growing Limited Service Chain under $200 million. Entrepreneur listed Orange Leaf as one of the Fastest Growing Franchisees in 2012.

In 2011, FranchiseChatter.com lists Orange Leaf as one of the 11 Franchises that defined 2011.

Questionnaire Response No. 5 Detail your history of community involvement. Giving is something I learned first from my mom. Two charities near to my heart are Cleats for Kids and the Wes Welker Foundation. Being a father to four young children, I chose to dedicate the majority of my free time to Life Church, participating in their micro missions, and to my kids, coaching their sports teams and being the best role model I can be.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. I believe in using my company as a means to serve the community. I am particularly focused on empowering franchisees to give back in their community – such as hosting charity events and fundraisers to benefit others. I love my company, but it would be for nothing if we didn’t use it to better the communities we serve. Last year, we created an internal community service initiative under which local stores can apply to receive funds from corporate to support their community events. We set aside over $15k annually to support local programs that our stores participate in such as the Joplin, Missouri Art Feeds program, which teaches children to cope with pain through art. I have charged my team with growing this initiative internally and we continue to provide support to our local stores to carry out that mission. In addition, based on a recommendation of a franchisee, we partnered with Share Our Strength on a national level to help end childhood hunger. It was important for me to have all of our stores come together to support one cause. And, together, as a franchise system, we raised over $80k for Share Our Strength last year.


Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. There have been no significant or pertinent legal actions filed. Anything that has been filed has since then been settled and is very minimal in nature.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I believe a large part of being an entrepreneur is building a great team around you and leading them to be better. A primary focus of mine over the last year is to set a common goal for my company, build cohesive teams and offer a collaborative environment. The bottom line is measurable results with accountability. Our team is very young and the generational differences of millennials have really made me focus on ensuring everyone has the opportunity to embrace the entrepreneurial spirit no matter their specific job function. I believe in giving people the opportunity to challenge them and make a difference. By empowering my team I am able to create autonomy for quicker decision-making and support to our franchisees. For example, one of our field service representatives wanted to streamline our store opening process so researched and presented a great tool that has increased communication with new franchisees and made our under construction process more streamlined. Another example is from one of our trainers. He really felt strongly for the need to develop a more robust continuing education program and learning management system. He was able to identify a need, research platforms and create a vision that will help make our franchisees better.


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Richard Weissman—The Learning Experience Holding Corp

Questionnaire Response No. 1 Detail your professional achievements. Ernst & Young Entrepreneur Of The Year® 2013 Finalist in Florida The Entrepreneur Of The Year® award program recognizes high-growth entrepreneurs who demonstrate excellence and extraordinary success in such areas as innovation, financial performance and personal commitment to their businesses and communities. Guest lecturer at Harvard University and Florida Atlantic University School of Business Built company utilized as case study model in Harvard MBA program Published in Forbes and press releases by IBM and Cisco as one of the first in the education-based childcare industry to use trailblazing information technology First in the education-based childcare industry to design and implement business intelligent tools by smartphone and iPad “Financial Edge” radio program host for two years, recruited by producers after a guest appearance Make-A-Wish® Southern Florida Board Member responsible for the second largest fundraiser in the chapter’s history in one night from franchisees and employees of nearly $350,000 Finalist for the Business of the Year Award, 26-100 Employees Category, South Florida Business Journal, 2014 Finalist for the Good to Great Award, 51-249 Employees Category, Miami Chamber of Commerce, 2014

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Any professional achievements I’ve received as the President of The Learning Experience® (TLE®) are direct reflections of the hard work and dedication of the entire TLE® enterprise. I take great pride in being a leader of a company that has demonstrated positive same-store comparable growth from 2009-2013, and much of the Company’s success can be attributed to the leadership team which has a proven 30+ year history of profitably growth and operating successful childcare franchise businesses.


During an uncertain economy, we remained entrepreneurial by driving innovation, reinforcing the company culture and taking the unprecedented position to accelerate growth by making large investments in infrastructure and human capital necessary to grow the brand during a recessionary time. These efforts have led to the exponential growth of the company at 410% growth from the start of the recession leading to a 10 year, 42% CAGR and over $125 million in revenue in 2013, essentially building a powerful recession-resistant business model. TLE®’s unique business model recognized by Ernst & Young, Forbes, Inc., and other prestigious publications and institutions has allowed franchising to stand out in the minds of investors and business people as a profitable businesses, regardless of economic climate. The TLE® franchise model allows the Company to grow its network of centers quickly, with minimal investment by the Company, while maintaining control through its detailed operating BI tools, manuals and point of sale systems that are directly linked to the Company headquarters. This is further enhanced by being the first franchisor to also focus on company owned and controlled units. This permits the Company to be positioned to grow on multiple fronts, while having deep references of talent at company centers to support the system, access to capital to acquire back franchisees by buying proven units, create wealth for franchisees and grant new centers back to proven operators. This model drives sufficient profit margin to support the Company’s overall EBITDA targets, which has resulted in significant EBITDA increases both in dollars and as a percentage of revenue each year – a trend that is projected to continue to accelerate going forward. The momentum can clearly be demonstrated as follows; Since the beginning of the recession of 2008:

TLE system-wide sales grew 446%

Operating units grew 312%

System-wide student count grew 495% In 2013 the company obtained:

System wide revenue improved over prior year to $126 million, from $105mm while, on a run rate of over $150 million for 2014

Cash flow from operations increased 124.4%

EBITDA grew 20%

TLE’s online marketing efforts, brand awareness and visibility 2012 to 2013 there was a 94% increase

System-wide consumer leads went up 37% from 24,858 to 38,877 in 2013

Facebook likes increased 575% to 9,200 in 2013 As a result, we’ve managed to stand out as a top early learning academy and national franchise brand and show that early childhood education franchising is indeed a viable business strategy during all economies of scale.


Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. While TLE® has remained a member of IFA for six years and the predecessor company, Tutor Time a member for 10 years, I have not had the pleasure of participating a leadership or committee/task force capacity yet.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Inc. 5000 for 2013 and 2014.

Listed as one the fastest growing companies in the USA by Inc. Magazine Entrepreneur’s Franchise 500®, 3 consecutive years (2011, 2012, 2013) Entrepreneur’s Franchise 500® ranking reveals the impact of the newest trends and industries poised for growth and is based on objective, quantifiable measures of the franchise operation such as financial strength and stability, growth rate and size. Fastest-Growing Franchises, 2 consecutive years (2012 and Top 100 in 2013) Entrepreneur’s Fastest-Growing Franchises ranking is based on the number of new franchise units added in the U.S. and Canada within the scope of a year. America’s Top Global Franchises, 2 consecutive years (2011 and 2012) The Top Global Franchises ranking is of the top 200 North American franchisors that are seeking international franchisees. The companies are listed in order of their rankings in Entrepreneur’s Franchise 500®. Top 100 Private Companies in Florida, South Florida Business Journal, 2013 List as one of America’s fastest growing franchises and a top education franchise for 2014 by Franchise Business Review magazine.


Questionnaire Response No. 5 Detail your history of community involvement. Board of Directors, Make-A-Wish® of Southern Florida Make-A-Wish® serves a unique, and vital, role in helping strengthen and empower children battling life-threatening medical conditions. The Board of Directors provides leadership and guidance in all facets of Make-A-Wish® Southern Florida. Board of Directors, PROPEL (People Reaching Out to Provide Education and Leadership) PROPEL is committed to transform communities one life at a time through education support and promoting Life Skills and leadership among at-risk youth in South Palm Beach County and North Broward County in Florida.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising.

TLE’s company culture is to enrich the lives of children nationally. The company’s value proposition is to apply this enrichment within the four walls of its center and equally within the communities it operates. At its core, TLE® believes that “to whom much is given, much will be required.” The relationship between TLE® and Make-A-Wish® demonstrates the mutually beneficial relationship that is often had between nonprofit and franchising entities. One of the newest-launched programs at TLE® is the country’s first-ever preschool curriculum focused on philanthropy, the art of giving, and was developed in partnership with the Make-A-Wish®. TLE® launched the program by donating over $350,000 with its franchisees to the foundation and is committed to donating more. Every month, TLE® Centers across the nation are externally and internally changing the lives of children through hope and charitable giving. Whether by hosting events to help put their philanthropy lessons into practice, including fundraising efforts to host a Bike Drive during the holidays for children, encouraging the preschool students to draw and auctioning off their art to benefit Make-A-Wish®, and partnering up with local charities such as the Humane Society, Purple Hearts, Toys for Tots and more, TLE® has raised over a half a million dollars alone in 2013.

Through public relations outreach, both corporate and individual center events with Make-A-Wish® are promoted, showcasing on a national, regional, and community level the positive relationship between non-profits and a franchise.


Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated. August 5, 1996 United States of America v. Tutor Time Child Care Systems, Inc., Lifecare Investments, Inc., Florida Academic Enterprises, Inc., Michael Weissman and Richard Weissman . On August 5, 1996, a Consent Order was entered against the defendants in this action. All defendants without admitting to any wrong doing agreed to settle the matter by paying a $220,000 civil penalty.

Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. TLE® is a leading provider of childcare and early childhood development services, offering full and part-time services for preschool children and supplemental after-school services for school-age children in its purpose-built facilities. As of year-end 2013, TLE® had 204 system wide centers including 130 operating centers (110 franchised and 20 Company-owned) and 74 centers in various forms of construction and development throughout the USA. On average, TLE® opens on an average of two new centers per month nationally. Also, in November 2013, the company signed agreements to open its first international centers in England with two centers already under development outside London, and negotiations are being finalized for China and Mexico. TLE® has successfully created one of the most trusted brands in the for-profit early childhood education industry through its commitment to providing the best educational experience for all TLE® children, utilizing a proprietary curriculum coupled with uncompromising standards in a nurturing environment. Its complete holistic approach to early learning education goes beyond ABC’s and 123’s to include programs such as L.E.A.P®, a cutting-edge proprietary approach which has 90 percent of graduating preschoolers reading at a Kindergarten or greater level. Additionally, TLE® has incorporated a unique enrichment program which includes: baby yoga, music, physical fitness, manners & etiquette, Spanish and Mandarin language and more has provided equal weights in the learning progress. The Company focuses on value-added early childcare services at competitive pricing at its state-of-the-art facilities. Its impeccable reputation for quality resonates well with parents, franchisees and real estate developers. The Company has a proven system of driving utilization, leveraging the full potential of its centers while retaining the quality and reputation of its brand. Proprietary Curriculum and Enrichment Programs provide multiple incremental revenue opportunities. The numbers don’t lie. TLE® puts children on the early path to achievement and success. In fact, under my direction, the Company has been able to reduce head count by 25% with the implementation of new technology never seen in the childcare industry prior, and maintaining SG&A flat for four years in a row, with elements such as:

L.E.A.P.® Interactive – A participatory approach to learning utilizing a 77-inch interactive, Wi-Fi connected, touch-screen whiteboards. This

technology enables broadened teaching techniques, including visuals, sound, and connectivity to real life examples. Available at participating


centers.

First of its kind Business Intelligence (BI) tools – TLE is the first childcare company to leverage the power of BI tools. It designed and

implemented a custom tablet and smart phone center management app that gives each Center Direction insight into its performance, marketing

statistics, historical benchmarks, and many other key metrics.

Boefly – in mid 2013, TLE partnered with BoeFly, the premier online portal connecting franchisees with lenders, to ease the financial burden of

its franchisees. Using BoeFly’s exclusive “SmartForm” technology, borrowers build a complete decision-ready loan request online.

First online investment offering in the preschool industry through a partnership with CircleUp.

Additionally, over the past six years, TLE® has been marketing a unique offering for corporate employers. TLE’s® Work & Family program contracts with over 290 companies of varying sizes, mostly Fortune 500, to offer childcare services (either on or off-site) to the sponsor’s employees as an employment benefit. Most recently in early 2014, I had the opportunity to spearhead the company’s entry into the “edutainment” industry with BubblesTV and BubblesU. TLE® will be the first Edutainment Company in the world that will have both bricks and mortar and media education. BubblesTV will be shown at all its centers, as a televised show with TLE® ‘s main character, Bubbles the Elephant®, in both live and cartoon forms, introducing each week the educational themes and story times to the children. This will be supported with the rollout of 20 new children’s apps with educational games. BubblesU will be a standalone interactive website filled with various learning and entertainment verticals.


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Drew Wilson — Rockin’ Jump

Questionnaire Response No. 1 Detail your professional achievements. We opened Rockin Jump in May 2011 with one goal in mind – “fitness disguised as fun”. Since the day we opened, we have accomplished the following: Streamlined operations to a point where a 16 year old would be successful, automated cash management, developed one of the first e-waivers in the industry, created a proprietary JumpSafe® program, invested heavily in data analytics which allows us to make better location decisions, created an extensive vendor program that save time and money, clearly defined a company culture of Safe. Clean. Fun.®, created a unique marketing recipe to drive guests to our parks on a regular basis, created a brand that kids/adults love and last but not least, in in the first 12 months of franchising we have signed contacts for 30 locations.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? The above achievements makes it easier for franchisees to plan, execute and operate a success business. Nothing is guaranteed but everything we do follows this philosophy: “Your success (franchisee) is our success – Not the other way around.”

Questionnaire Response No. 3 List the leadership and/or committee/task force positions you have held in IFA. As of yet, I have not held any positions. However, our company is a member of the IFA, continues to be participate in the IFA shows and I’m currently enrolled in your Certified Franchise Executive Program.

Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. I am new to the franchising community, however, in the past 12 months we have grown from 2 open stores to 5 with another 25 in development.


Bras for the Cause – Breast cancer walk

San Lorenzo High Athletic Department

Dublin Chamber of Commerce


Pleasanton Chamber of Commerce

San Carlos Chamber of Commerce

San Jose Chamber of Commerce

Burlingame Chamber of Commerce

Fremont Chamber of Commerce

Pleasanton Downtown Association

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. I meet so many wonderful people when I volunteer and I do it for 2 reasons:

1. I like making a difference in people’s lives 2. It makes me feel good about myself

From a business perspective, I have been introduced to some great business minds and I have been able to cultivate some great relationships. From a franchising perspective, people trust our system even more than before because they see the success in our growth.


Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I’m a new to the franchise world but in 12 months we have grown from 2 open stores to 5 open stores with another 25 signed in development. My goal is not to be the biggest trampoline franchise but it’s to be the best at what we do. In order to be the best at what we do, I have a unique trait called productive paranoia. This is not a paranoia based on fear or hiding from reality – instead it is the willingness to look at your competitors and what they are doing right. It is essential to know that while you don’t want to be your competitor, you must understand what draws some of the market to choose your competitors. In most industries, billions of dollars are being spent among a number of competitors and it is imperative to understand what your competitors have going for them as well as their potential weaknesses.



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Kevin Wilson — Mosquito Joe

Questionnaire Response No. 1 Detail your professional achievements. I began my career as a consultant at Bain & Company before I realized my true calling was in franchising. In 1995, at the age of 27, I co-founded Benny’s Bagels with my brother and a close friend. The Dallas-based franchise grew to 30 locations in just three years before I sold it. I then became a franchisee of CC’s Pizza with my brother-in-law, where we ended up owning six locations in the Virginia Beach/Hampton Roads area. Following a few years in franchising, I went to serve as CEO of South African Airway’s technical department and then Senior Managing Director of Discovery Americas, a $50 million private equity fund based in Mexico City, Mexico. From 2004-2012 I was the Managing Director of Envest, a private equity fund. We made four investments in franchisors, one of which was Liberty Tax. I am still involved with the fund and serve as a member of Envest II and Envest III Investment Committees. After coming across Mosquito Joe, I saw the potential of the concept as a franchise model and raised $4.8 million from high network individuals to launch the brand. Mosquito Joe has since become one of the fastest-growing brands in franchising.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? With Envest, I created business plans and provided capital to franchisors who wanted to grow. I’m a huge believer in franchising – I see a lot of people who come through Mosquito Joe who wouldn’t have been able to start their own business without franchising. Through my experience as both a franchisee and a franchisor, I have been able to gain insight into both sides of the business and create the strongest franchise model for our franchisees. When I first came across Mosquito Joe, it was a small independent company. I saw the potential to grow the concept into a national brand and realized that it would be a great seasonal concept in the low-cost and low-maintenance sector. Through franchising, I have been able to offer a strong business opportunity to entrepreneurs, many who have referred their friends to our brand. In Q1 of 2015, the brand celebrated 11 newly-opened units and signed 16 additional agreements to expand in 30 territories – a 100 percent increase from 2014. In Q2, the brand experienced a 57 percent growth over 2014. The rapid growth of Mosquito Joe highlights franchising as a viable business strategy. I also advance the principles of franchising as a mentor to the many entrepreneurs who come to me for advice. I started with zero knowledge of franchising but received a lot of advice from various franchising leaders, and now I am returning the favor.



Questionnaire Response No. 4 List other awards and honors bestowed upon you by the franchising community. Mosquito Joe continues to build a strong reputation in the industry and was recently listed in the Top Multi-Unit Franchises of 2015 by Franchise Business Review. We were ranked in the Top 500 Franchises by Entrepreneur Magazine in both 2014 and 2015. We were also listed as one of the best ‘Low Cost Franchise with Great Growth Potential’ by Kiplinger in 2014; Top Emerging Franchise by Franchise Business Review in 2014; Top Franchise for Veterans by Franchise Business Review in 2014 ‘Hot Franchise for Veterans’ by G.I. Jobs in 2014.

Questionnaire Response No. 5 Detail your history of community involvement. I have worked hard so that my wife hasn’t had to so that she can have time to get involved in the community. The way I get involved in the community is by offering my advice and mentorship. There are a lot of young people who have ideas and approach me to spend time with them to work on their business plans. I also focus on helping people transition from the military. There are a number of women and men who work at Mosquito Joe whose spouses are with the local military base, and 1 in 5 Mosquito Joe franchisees are veterans. We are also a part of VetFran.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising. Veterans often don’t possess the commercial savviness necessary to run a business. I often encourage veterans to consider franchising because it plays to their strengths of following a system.



Questionnaire Response No. 8 Include any other information that you believe may be helpful to IFA in its consideration of you as an honoree. I’m committed to helping people. We only have one corporate territory that we manage and we don’t have the desire to add more locations because we focus on franchisees and helping them grow. We are committed to their success.


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Yuen Yung—How Do You Roll?

Questionnaire Response No. 1 Detail your professional achievements. This year, Yuen pitched How Do You Roll? on ABC’s reality TV show “Shark Tank” which aired on February 15, contributing to How Do You Roll? being ranked in Fast Casual’s Top 100 Movers and Shakers. He also was a finalist for the Austin Under 40 Awards in the category of Business & Entrepreneurship. Previously, he served as a panelist for the topic “How to Grow Your Ethnic Brand” at the Dine America Conference. Since How Do You Roll? began franchising in 2010, Yuen has grown the brand to 13 open restaurants, including 11 franchised locations.

Questionnaire Response No. 2 How have these achievements advanced the principles of franchising as a viable business strategy, and its positive visibility? Yuen brought public attention to the franchising industry when he appeared on Shark Tank asking for investors to help fund the systems to build support the growing franchise. His appearance inspired more than 1,000 people to request more information regarding franchising a How Do You Roll? The publicity earned through these achievements helps propel HDYR? towards the goal of 100 operating franchised locations by 2017.


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Yuen has continuously shown dedication towards the Austin community. Since 2008, he has served as a Watch Dog at Grandview Hills Elementary, volunteering in the school multiple times a month. Since 2010, Yuen has served on the Austin Children’s Museum board and the finance committee. And

Yuen Yung—How Do You Roll?

from 2006-2008, Yuen served on the board of the Leukemia and Lymphoma Society. On a global level, he has been a member of the Entrepreneur’s Organization (EO) from 2007 to the present. As an active member of the organization, he has served as the Learning Chair, Regional Learning Director, and most recently President of the Austin Chapter. On occasion, Yuen will present the topics of entrepreneurship and franchising as a guest speaker for local university classes.

Questionnaire Response No. 6 Demonstrate how this has transcended commercial benefit and heightened the positive awareness of franchising.

Especially within his involvement in EO, Yuen has been able to mentor other entrepreneurs and discuss the benefits of franchising a brand. He has been able to share his experience as a franchisor with many through small groups and speaking events.

Questionnaire Response No. 7 Provide details on any pertinent legal actions that concern franchise systems with which you have been affiliated.

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Yuen understands franchising from both the franchisor and franchisee standpoint. Prior to being a franchisor, Yuen was a partner at an Ameriprise Financial Services, Inc. franchise. While at Ameriprise, he led the location to become number 1 in the system and won the President’s Award for Quality of Advice.


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Entrepreneur of the Year 2015 Other Nominee Considerations · Entrepreneur of the Year – 2015...

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