Lenny's Subs - Edith Kelly-Green

People are living longer, yet the retirement age stays about the same. Retirements can last 20 years or longer. Many individuals will need to supplement their Social Security with a part time job or business. Some that have funded their retirement properly miss the productive feeling that their job had provided. Even those that are in their 50s and lost their job or took early retirement look for a way to be productive. Having a new career after a successful career is what I call a "sunset career". This sunset career can be out of necessity or perhaps just the desire to try something new and fun. Our entrepreneur this month is a perfect example of a successful sunset career. It wasn't planned. It just happened and she's glad it did. Congratulations Edith and welcome to the world of entrepreneurship!

Edith Kelly-Green

     

Edith Kelly-Green had a successful career with FedEx retiring in 2004 after almost 30 years as vice president and chief sourcing officer at the company's Memphis, Tenn., headquarters. A native of Oxford, Mississippi, Edith had an accounting degree from Ole Miss and a Masters of Business Administration degree from VanderbiltUniversity. Edith planned on a life of leisure, reading books and working on the finances of several nonprofits at the local coffee shop each day. One Saturday morning in 2004, while relaxing at a local Starbucks, she read that the Lenny's Sub Shop franchise in Oxford was for sale.

"My daughter, who was a college student in Memphis, ate at Lenny's all the time," says Kelly-Green. "She said, 'Mom, we should invest in it. The food tastes good, it is fresh and healthy, and it is a good value.' She is an athlete, so she was interested in the healthiness of the food."

"I wasn't bored in retirement in the least," Edith said. "I just saw this as an opportunity to own a business and to create a legacy, to have something to pass along to my children, whether they want to maintain it or sell it. I knew the CEO and called him, thinking I'd just invest some capital. But he convinced me I'd be happier as a franchisee."

Kelly-Green bought the franchise in Oxford near her alma mater and used her business management skills honed all those years at FedEx to make the shop successful. Then, she and her partners, daughter Jayna and son James repeated the success of the Lenny's in Oxford over and over again. In only six years, they have come to own eleven Lenny's Sub Shops, in fact becoming the chain's largest franchisee.

"Opportunities come up," Kelly-Green says. "I did have a fun and leisurely retirement for at least a year. Even though FedEx is far larger with billions in sales, the business skills I learned there have been very helpful in operating the sub shops." Those skills include putting people first and giving back to the community through philanthropy.

While business basics are the same at any company - whether it is a Lenny's or FedEx - Kelly-Green enjoys working for herself and being able to make management decisions more quickly than with a large corporation. Now she doesn't have to go through multiple chains of command to make decisions.

Creating a positive work environment was very important to Kelly-Green and one that emphasizes training. She says her employees are cheerful, friendly and efficient. She tries to create a sense of encouragement and opportunity for employees and make them feel like they can own their own stores or manage multiple stores. "People come for the food, but they come back for the experience of people who know your name and remember which sandwich you like," she says. "We have some employee turnover, but lower turnover than usual. Some of our employees are celebrating ten years at the particular Lenny's where they work."

Still, it is no picnic overseeing eleven franchises. "It is hard work," Kelly-Green says. "You have to put in the time. You have to be concerned with the pennies and dimes if you are a small business owner."

Her daughter Jayna, who initially got her involved with Lenny's, graduated from medical school in 2013, so she's no longer involved in the business. Her two sons, James Kelly and Ryan Green, are working full-time in the business and mom is teaching them her business skills. She said she tried to loosely split the stores, but our roles overlap. "The thing about a franchise is, once you solve one problem, you can apply it through all 10 stores, so there's lots of communication about how we're handling things."

The first Lenny's Sub Shop® opened in 1998 in a suburb of Memphis, TN to satisfy cravings for authentic subs and Philly Cheesesteaks. Though Lenny's Sub Shop® was originally planned as a single unit restaurant, the tremendous reception from guests at the first location prompted rapid growth and the concept soon became franchised. Lenny's, now owned by Lenny's Franchise Systems, LLC, continues to expand across the country.

Edith's achievements aren't limited to FedEx and Lenny's. She is a member of the executive board of the University of Mississippi Alumni Association and was inducted into the Ole Miss Hall of Fame in 1999. She is the founding chairman of the Ole Miss Women's Council for Philanthropy, established a scholarship endowment at Ole Miss for a student in accounting. She is also a board member of The University of Tennessee Medical Group (UTMG) and Applied Industrial Technologies, Inc. (AIT) a New York Stock Exchange company. A cancer survivor, Kelly-Green participates in the annual Race for the Cure and is on the Baptist Women's Hospital Advisory Board.

Edith Kelly-Green is not a typical franchise owner nor is she having a typical retirement. She's a perfect example of a successful "sunset career". She has created a legacy for her family, created jobs, mentored employees, stimulated the economy with tax paying citizens and is having fun doing it. 

If you are looking for a new career direction or a sunset career, franchising might be the answer. Your years of experience in corporate American coupled with the systems in a franchise make for a winning combination. Fitting the franchise model to your particular lifestyle and financial needs is extremely important. What was right for you at 35 may not be a good fit for you at 55 and that's where I can be of assistance. 

Signscapes - Jennifer Tompkins

We've all heard the expression about turning lemons into lemonade. Did you ever stop to think that perhaps your career is the "lemon" in your life. In the past five years downsizing, rightsizing and outsourcing have become the norm for many companies in this country. Many competent individuals, through no fault of their own, have had jobs of 20 years suddenly evaporate and have found their replacement job short-lived. It's a pattern or perhaps the "lemon" in your career. Our entrepreneur this month was proactive and turned her "career lemon" into lemonade. Congratulations Jennifer, and welcome to the world of Entrepreneurship!

Jennifer Tompkins

Jennifer Tompkins had just received her third layoff notice in five years from a financial-services job when she came to a realization that she didn't really want to try looking for another job. Jen said, "I thought to myself, 'I don't even like what I'm doing; I don't really like this field. Why would I try to find another job?'" Jen had worked for a medium-sized local distribution company as well as several large employers. In her current role, she felt underutilized and micromanaged and that was why she was considering something that gave her ultimate control. Jen had excellent problem solving skills that she had gained from her years in her corporate roles.  At the distribution company, she had worn many hats and played a role in business development and customer care. These are both skills that are very important for business owners.  In searching for a business, Jen wanted something that would allow her to build equity for herself.  She wanted new challenges and more control and autonomy in the decision-making process. She wanted to have rewards commensurate with her effort.  And in the long run, she wanted more freedom. She said she didn't think she was interested in a franchise but that everyone had told her it was worth considering. As she explored franchise and business ownership options, Jen ultimately decided that while she liked some of the support that franchises provided, she wanted to have complete long-term control.   She investigated and ultimately decided on a sign business that has a national network of support without the formalities and royalties of a franchise.  This business would allow Jen to utilize her process and problem-solving skills and her creative nature.  It also would give her a path to build long term equity for herself. "I missed having a physical product, and I really wanted to get back to small-business environment," she said. 'I decided, it's the time to start something on my own." In June 2010 she launched Richmond SignScapes, providing signage and marketing services to companies in the Richmond, VA area. Her employees included a graphic designer and installers. Being connected to the Richmond community and finding ways to give back were also important to Jen and SignScapes has allowed her to do both of those things. "Running your own business is one of the most challenging things I've ever done," Tompkins said. "Developing the concept and getting to opening day is like the pregnancy - then you give birth to a needy infant that can't function without you. I'm very much looking forward to the toddler stage, where it can walk by itself."   She started by tapping into her network of friends and business relationships. "For me, it was hard to get past the sense of corporate America propriety, where there are boundaries, things you can't discuss. In small business, you let everyone know what you do. Everyone knows someone who needs something you do. I'm a do it yourself kind of person, and I didn't want my friends to think I was imposing on them and hitting them up to buy signs. But as they learned more about what I do, they became some of my better clients," she said.   Carving out a niche is important, and Tompkins has identified two. To get past the ebb and flow of business, she installed an air-conditioned and heated bay to install auto-graphic wraps. That means landscapers and nurseries that have downtime in the winter can have their vehicles become mobile branding assets without losing productive time. Second, she is developing her marketing services to be able to continue a company's branding to all of their needs, not just vehicle wraps and signs.   "Think of Coca Cola," she said. "The red is always the same red. The font is always the same; it's iconic in its consistency. By repetition and targeting the market, you bring your company to mind when your customers start thinking about needing the service. If you have one logo on your business cards, another on your sign and another on your website, you're not building the relationship between your brand and your name, image, and what you do and creating that very strong relationship in the customer's mind."   Her plan isn't to become the largest signage and marketing company in Richmond; it's to become the best. "It can be a challenge as a small-business owner to pick your head up, take a look and say, 'Am I still tracking for where I want to go?'" she said. Here's what Jen had to say recently about her business:  "My heart was in manufacturing. I love to make things, so I needed to find a business where I created a tangible product. But I also wanted the opportunity to engage with other business owners and professionals in growing their businesses. The sign industry wasn't one I had ever considered before, but it has turned out to be a natural fit for my skills and personality." When asked about what makes SignScapes different, Jen says "SignScapes, Inc. is really about partnering with my clients to build their business and brand visibility. We create custom solutions that give a business' culture and mission a physical dimension.  Whether we design and install a signature vehicle wrap, build an architectural sign for your building or produce custom wallpaper for an interiors client, we strive to provide innovative and attractive products that are also a smart business investment for the client." SignScapes has a beautiful showroom located at 7515 Ranco RoadRichmond, VA Call 804-980-7111 to make an appointment.  You can also visit them on the web at www.RichmondSignScapes.com. After being downsized three times in five years, Jennifer realized that her present career path was the "lemon" in her life. Rather than continue down the same path, she decided it was in her best interest to take her career into her own hands and turn that lemon into lemonade. If your career path feels like the "lemon" in your life, then perhaps it needs some sweetening. I have a great recipe to help you turn that lemon into lemonade and I'd be happy to share it with you. The ingredients are an open mind, the willingness to learn, self-discovery and the help of a coach. The results can be very satisfying and might quench your thirst for a more enjoyable and secure career.

Natural 2 Go - Chris Sanchez

Over the years, I've had clients with a variety of business interests. Some were interested in being in the food business without the food business hours. I've had other clients that wanted a "healthy" aspect to their business such as health clubs, GNC type or healthy foods. Yet others were looking for a business that they could do part time and work it into full time. Our entrepreneur this month chose a business that incorporates all three. Congratulations Chris and welcome to the world of entrepreneurship!

Chris Sanchez

    

 I first met Chris Sanchez at a "sales" oriented job fair. He had been out of work for a little over 6 months and was anxious to be productive again. At one time in his career he was in route sales for an ice cream company, which was sort of like running his own business. He promoted, sold, delivered and displayed various ice cream products and negotiated shelf space for key accounts. Most recently he was involved in outside sales of new and used commercial duty trucks and construction equipment.

Chris had always had the dream of owning a business of his own. He had kicked a few tires and looked at a few things over the years, but not being a big risk taker, he had ruled them out. In his words, "I always had the intuition and drive to start my own successful business. My biggest challenge was having a lack of creativity as to what business I should get into that would best utilize my talents and experience. After bouncing around from one lousy company to the next and out of work, I was in a very frustrating and sad place in the career world and that was when Marty and I connected."

Chris was very excited to talk to me about his possibilities in business ownership since he would greatly prefer that over a job. He had already read the book, "The E-Myth", which I recommend to all my clients. The E-Myth, or Entrepreneurial Myth, is that old saying, "Do what you love and enjoy, and you'll be successful." It's a myth. Call me if you'd like to discuss that.

Chris is a very detailed person and likes working with people and building relationships. He wanted something with a proven track record, relatively close to home and something that would trigger his passion. If he found that, he felt he would be unstoppable.

During our journey of exploration, I did the customary behavioral profile and criteria preference list. What surprised me was that although Chris had been in sales most of his career, he didn't have a profile of a typical sales person. He had the qualities of a "driven" type of personality, but also showed introverted signs. Was "sales" the right career for Chris?

I've learned over the years that there is such a thing as an extroverted introvert. This is an individual that likes to work on their own and needs their own space. They don't want to be around people all the time like extroverts do. But when the need arises, they put on a good show, become very outgoing and friendly so that they get the job done and the desired results. I think that is a good description of Chris. He'll do whatever it takes to get the results he desires -- a great entrepreneurial quality.

When building the profile of Chris' hypothetical business, he gravitated to businesses where customers would come to him or a route where customers would be expecting him on a regular basis. We looked at a mobile coffee franchise, a popcorn franchise with mall based kiosks and a vending machine distributorship that specialized in healthy foods.

Chris learned about the various business models, watched videos, attended webinars and talked to a lot of owners. In the end, the natural vending machine business triggered his entrepreneurial gene. "People are more health conscious today," Chris said. "Schools and workplaces are setting the example by providing better snack options. More and more businesses are trying to support employees looking for ways to make healthier lifestyle choices."
 

Naturals 2 Go is an Idaho base company and has been in business for over 20 years helping entrepreneurial minded individuals get into the vending machine business. They offer an alternative to traditional vending machine fare laden with trans fat and high fructose corn syrup.

The machines are built in-house and incorporate the latest technology and on-line management tools. Machines are filled with a variety of healthy drinks and snacks customized for a particular location. Their clients are health oriented individuals looking for a healthy alternative to the sugar and salt products offered by the typical vending machine. Schools, YMCA's, health clubs, office buildings and malls are all great locations.

Chris added, "I was impressed with the Naturals 2 Go machine because it employs sophisticated technology in offering purchases by credit and debit cards, as well as cash. The machine houses a virtually silent cooling unit to keep snacks fresh. Onboard cellular communication technology provides him real-time reports to keep selections available at all times." In addition, he liked the flexibility and the fact that he could continue to grow this business in the future by establishing more vending outlets.

"Our biggest challenge was that we did not have a lot of working capital to buy into what most people consider a typical franchise," Chris said. "We researched several and decided to go with the Naturals 2 Go healthy vending snack and drink business. To our delight this was not a franchise, but something you buy into once and they never have any fees or control over what we want to do." Chris funded his business with an SBA loan.

A Small Business Administration loan is really not a loan from the government. The SBA guarantees the loan to a SBA approved bank. This type of loan is used for individuals that don't have the collateral that traditional banks require. Generally, the individual puts up 20% of the value of the loan, the SBA guarantees the next 60-70% of the loan and the bank covers the remainder. The interest rate is a little higher than a collateralized loan, but the payback period is longer allowing for lower monthly payments.

Chris used his funding to purchase 10 machines. Through a little trial and error he has found that schools are his best locations. "They have a captive clientele of hungry growing kids looking for snacks and the schools have put in policies that require healthy choices in vending machines," he said.

So how is Chris enjoying entrepreneurship? Here's what he had to say. "While starting and running a successful business is not easy, I have never been more satisfied both financially and on a career level than I am with this opportunity. My ultimate goal is to become so successful, that I never have to work for someone else, other than my own clients, ever again!"

If you are located in SE Wisconsin and are interested in having a Naturals 2 Go healthy vending machine placed in your business, please call (262)-402-8429 and Chris will be happy to go over some of the great options available!

Finding the right business fit is a journey. The fit is a combination of the product or service that the business provides, the basic business model, and most important, what your role is in the business. Too often people go on the internet and pick out a business because they like what the business does and because they've had good consumer experiences with this type of business. Later they find out that although they like the business, they're not happy with what they have to do in the business on a day to day basis. And, that's the most important part.

Chris was able to use his journey of discovery to find a business that met his goals and needs and would fit the life he wanted to create for himself and his family. Plus, Chris has the satisfaction and he will be helping young and old individuals with healthy food choices. We wish Chris and his wife Melissa success beyond their expectations

Doc Popcorn - Pam and Derron Simon

Are you looking for financial stability or worried about being downsized and the financial ramifications? Or are you concerned about low interest rates offering minimal investment returns? Perhaps you're wondering how you can diversify your career and income sources so that you'll be prepared for the unexpected. Is there a simple solution? Our entrepreneur this month had concerns about all of the above and the foresight to find a solution. Congratulations Pam, and welcome to the world of Entrepreneurship!

Pam and Derron Simon

Pam Simon has been in pharmaceutical sales for her entire career.  This has been a fulfilling and lucrative career for her.  But over the past few years, as the industry has changed, it has become much less stable.  Mergers, downsizing and layoffs have meant that her career has become much more unpredictable.  While she wasn't quite ready to leave her current job, Pam wanted to have an alternate source of income so that the next time there was a layoff on the horizon, her family would have more financial stability. Pam and her husband Derron also really wanted something of their own.  They wanted something that they could grow and expand.  As parents of active children, they wanted the ability to use the business as a vehicle for community involvement.  They also wanted something simple with a business model that allowed their employees to run the day-to-day. A profile was developed for their hypothetical business and Pam and Derron started investigating several business options that met their criteria. One of them was a retail popcorn business called Doc Popcorn.  Pam will be the first to tell you that her initial reaction was "Popcorn?"  She wanted to dismiss the idea.  However, she and Derron did their homework and found that it had many of the attributes they were looking for.  After all, you don't get much simpler than popcorn.  In addition, this business gave them a way to be involved in the community through sports team sales.  They are also the first franchisees in the area, giving them the ability to grow throughout the region. Pam and Derron opened their kiosk in ChesterfieldTowneCenter in Richmond, VA the week before Christmas 2010.  Here's a recap of their first few days: Day One: Was filled with excitement, enthusiasm and hard work. We sampled probably 1,100 to 1,500 customers, telling them the Doc Popcorn story and introducing them to the product and the brand. Day Two:  I don't think we could have imagined that the aroma within the mall coupled with the samples that were given out the day before would have equated to a tripling of sales. This was the day when they didn't want just a sample, they wanted a whole bag. Day Three:  The flood gates were released and we had customers leaving the mall and turning around to follow the Doc Popcorn scent....it was amazing! There were times when the line was 10 deep, customers wanting as they sometimes called it "that popcorn". Day Four: We braced for the day, prepared, prepped, smiled, got the art of popping to a good place and again we delivered smiles. We actually had customers enquire about how to get a franchise. Pam went on to say about business ownership: "This has been absolutely amazing.   When you walk through the mall and see people enjoying your product-how much more gratifying can it get?  I would encourage anyone that wants a business to think outside of the box and allow serendipity to play a role in your decision, stay true to what you want but be open to different, unique businesses that give you a competitive edge in your market--you too could own something that you never imagined! Thanks to everyone at Doc Popcorn for getting us up and running. This is absolutely a dream come true for our family and the Richmond Community."   You can find Pam and Derron's Doc Popcorn kiosk in Chesterfield Towne Center, near the kids play zone!   Treat yourself to one of their nine naturally flavored popcorn varieties. You'll be glad you did and you'll return for more. Pam was concerned about the changes going on in her profession. She and her husband Derron wanted to prepare for a more stable future and have something they could call their own, grow it over time and perhaps have their children involved in someday. The answer was something as simple as popcorn. Isn't it interesting in how sometimes the simple solutions work out the best.

Great Clips - Leo and Barb Wisniewski

Happy 2013! Even though the Mayan calendar ended last month and we almost fell off the "fiscal cliff," we're still here. Life goes on and we still have choices to make to take control of our future. There will be tomorrows and the start of the New Year is a good time to revise your plan from last year and develop and implement a new plan. I am excited to share the story of a former contemporary of mine that I thought it would be an inspiration for you in the New Year. Years ago he and his wife Barb had a vision of what they wanted their life to be like. They had yearly goal setting meetings for their career and personal life. They diversified their income streams, revisited their goals regularly and made adjustments. They are now "living the dream" and improving on it yearly. Congratulations Leo and Barb and enjoy your continued success!

Leo and Barb Wisniewski

Leo Wisniewski is presently 51 years old. His entrepreneurial journey started around the age of 40 when he bought his first franchise. I would classify Leo as a serialpreneur; owning multiple businesses. But, let's go back to the beginning and learn about his journey. Leo's educational background consists of a BA in Psychology and Business along with an MBA. Out of school he went to work for First Wisconsin National Bank which is now US Bank. Although Leo had no computer training, the bank was looking for bright young college grads to train to become computer programmers for their company. Leo was an excellent student and was eventually promoted to management. As a side perk, Leo met Barb and they later married. From First Wisconsin National Bank, Leo took a job with Miller Brewing to help set up their distributor network and went on to become Director of Distributor Communications. From there, he moved to Chicago and took a position with Price Waterhouse as a management consultant and account manager. After that, he took a position as a consultant for E-Loyalty. Leo was now about 40 years old. He was beginning to realize that something was missing in his life. He was looking for more control over his career and financial future. He and Barb were investing in commercial Real Estate as a side income stream, but they realized they needed something more if they were to become financially self-sufficient and "live the dream." Barb and Leo were very focused on their dream. They had yearly goal setting meetings and continue that tradition today. While in this state of career flux, Leo experienced a life changing event. His neighbor of similar age died unexpectedly. Leo realized that life is a gift and that we have little control over the time we're allotted in this world. He wanted control over his time and didn't want to worry about losing a job. He didn't want to fill out paperwork every time he wanted to take a vacation. Leo sought out the assistance of an Entrepreneur's Source Coach to help him identify a business model that he could build over time and support the vision of their dream. The E-Source coach took Leo through our discovery journey that I've mentioned in past stories. Leo wanted to keep his job while he started this new business and continue to expand until financially he could quite his job. Leo and Barb decided on Great Clips, a franchise hair salon concept that supports the semi-absentee owner model. So Leo and Barb opened their first Great Clips, thus implementing the next cog of their plan. Leo continued to work at E-Loyalty for the next 9 months, but the entrepreneurial itch was starting to take hold. He really enjoyed the experience of working with his E-Source coach to identify the right opportunity for him. It made sense to him that since The Entrepreneur's Source helped get his dream in motion, maybe he should join the E-Source coaching team and help others achieve their dream. So Leo bought his second franchise, and was now an Entrepreneur's Source franchisee and coach, and that's how Leo and I met. His wife Barb was now CFO for a small family business and helping out with their Great Clips salon on the side. Leo was now coaching prospective business or franchise owners around the country, helping out with the Great Clip Salon and monitoring their real estate investments. He decide to take things up a level and got his broker's license so he could sell existing businesses as well as helping individuals open franchises. To promote his businesses and desire to educate others, Leo starting a radio show and called it "Living the Dream". It was a weekly radio show where selected experts were invited in to discuss entrepreneurial issues with his listeners. Leo's website, www.MyDreamBiz.net is still active today with dozens of archived shows and interviews. During one of Leo's shows, he made reference to the fact that he and Barb had sent out greeting cards of appreciation to friends and employees. From that comment, one of Leo's listeners contacted him and told him about an opportunity called Send Out Cards. Send Out Cards is a MLM business opportunity that allows users to send out over 14,000 greeting cards for all occasions using their interactive website. Custom cards can also be made uploading your own pictures and text plus custom elements to make a truly unique card. Since Send Out Cards can be used by just about everyone, it makes for an excellent business opportunity. The cards are beautiful, substantially less than Hallmark, and they address the envelope and stamp it for you. All with a few clicks of your mouse. Leo and Barb were enamored. They decided to become a distributor and promote the business as well use the cards daily in their business and personal life. For the past several years, Leo has been hosting weekly Send Out Cards informational webinars and hosting in-home opportunity parties. Whenever Leo and Barb take a trip to Mexico, I get a picture greeting card letting me "see" how they're "living their dream". If you'd like to learn more or try it out yourself, go to www.SendOutCards.com/68871. Leo and Barb's business life has now progressed so that they have their yearly goal setting and planning meeting in Mexico. Their plan is to be involved only with businesses that can be run without their physical presence. During one of their goal setting meetings, they decided that The Entrepreneur's Source model was out, but Send Out Cards was in. They continue to reach out to prospective Send Out Card owners while receiving their monthly residuals. The business side runs itself. They have expanded their Great Clips investment to include 6 locations, four in Illinois and two in Indiana. They have hired a scheduler that can coordinate the employee issues while they are on vacation. They are also looking for additional Great Clips locations. Speaking of vacation and "living the dream", Leo and Barb have a goal of taking 12-16 weeks of vacation a year. They want their businesses to almost run on autopilot, with just checking in by internet or phone occasionally. This past year they have clocked almost 6 weeks of vacation travel. Great Clips is an excellent franchise model for those that want to keep their job and build a business on the side. Most of their owners are multiple store owners and a few even own a dozen or more salons. Great Clips is recession resistant. Hair keeps growing, you can't outsource the service and you can't buy it on the internet. If you live in the greater Chicago area, have your hair cut at one of Leo and Barb's salons in Romeoville, Channahon, Morris, IL or St. John or Crown Point, IN. You probably won't see Leo or Barb in their stores because they're out living their dream, but you will get a darn good haircut at a great price. Leo and Barb had a vision. They wanted to work to enjoy life and not just live to work. They planned and took the steps to implement their plan. They kept their vision at the top of their mind and made periodic adjustments. They are now, as many of us would say, "living the dream" and enjoying the fruits of their efforts.

Cartridge World - Doug Henderson

Are you paycheck oriented or profit oriented? Interesting question? We all like to make money but most of us are accustomed to receiving the money we need to support our family in the form of a paycheck. But paychecks can disappear in an instant. Just ask the millions of people that are current unemployed or those that lost their jobs during the past few years. Although our entrepreneur this month was originally looking for a paycheck, through our discovery process he realized that he was profit oriented. He wanted to use his skills to provide a service, help save the environment and of course make a profit. Congratulations Doug and welcome to the world of entrepreneurship!

Doug Henderson         Cartridge World

I met Doug Henderson in the Spring of 2010 at a weekly support group for transitional workers. I'm a resource for several of these support groups that assist individuals in their re-employment journey. I attend these meetings about once a month and offer my services and support at no cost. Milwaukee is very fortunate to have several of these groups and they are all run by volunteers. If you happen to be in a career transition or crossroads, please check to see if you have similar groups in your area. Doug had been out of work for over 6 months and was actively looking for a job. He was previously employed by Rockwell Automation as a Senior Product Applications Engineer. He had also held the position of Senior Commercial Marketing Engineer where he put his MBA skills to work developing applications for customers, trade shows and to support product marketing. It took a couple of months of attending these meetings before Doug came up to me to express an interest in learning about his self employment options. At 52 years old and in the peak of the recession, he had come to the conclusion that finding a job and keeping it, probably wasn't in the cards. As he told me, "I need to transition to something new in my career." While Doug was exploring employment, he had investigated several businesses including a garage door installation company, a dry cleaners, food business, consulting and even took an interview for a financial planning organization. He also considered something in the property management area. Nothing really jumped out at him. Although he had an interest in being self-sufficient, he needed some help to determine which opportunity or business models would fit his goals and needs. Doug is a very friendly and inquisitive individual. We decided it was best if we started from the beginning with informational questionnaires, behavioral testing and interviews. There I learned that Doug is a very patient and stable individual, not much of a risk taker and extremely analytical. Throughout our discovery journey, Doug was always researching something on the Internet about business ownership, government regulations, demographics etc. This was Doug's nature and I see if often in my highly analytical clients. They will over research things to the degree that they have difficultly converting their research into action. Helping Doug focus on the basics of what he wanted the business to do for him and his family is where my coaching would be most effective. We worked on his criteria which consisted of being challenged, enjoying what he would be doing, and being an expert or the "go to guy" was most important to him. Using Doug's criteria, we worked up an initial profile of his hypothetical business. We started our journey of discovery with a drug testing business, a window blind business and a business that not only washed windows, but also installed energy efficient window film and a couple of other maintenance related services. We also threw in a cartridge refilling business that was for sale and offered some initial cash flow. Doug did an excellent job investigating and validating these business models. Throughout his research, he continued to look for a job. In fact, he did get a job offer and turned it down because he didn't see it being a good fit. Perhaps he needed to scratch his entrepreneurial itch. After several months of validating these opportunities, the ink cartridge and toner franchise, caught his interest the most. He liked the idea that it was an existing business with a customer base and cash flow and it had a technical side that he knew he'd enjoy. "Marty's assistance was invaluable throughout the entire process of identifying opportunities. His encouragement helped me to decide to move forward." About 6 years earlier, an individual in the Milwaukee area opened a Cartridge World franchise. The owner was a business man and his nephew and wife ran the store. The store did well and he decided to open a second store. A couple of years after that, his nephew got a job offer he just couldn't refuse and his wife was left to manage both stores. This was just too much for her, so the owner decided to sell off his satellite store. This was the store that Doug was considering. Buying an existing business has its own challenges and we needed to work through these together. Doug hired professionals to help him analyze the cash flow and profitability of the business. An attorney helped with a Letter of Intent to Purchase and the final resale agreement. The store lease had to be reviewed, negotiated and transferred. And of course, Doug needed to negotiate the selling price. In the end, Doug decided that Cartridge World would be his next career. In his words; "I selected Cartridge World because the customer value propositions of cost savings, environmental benefits and superior customer service were compelling to me given my more than 25 years of business experience. I felt the business provided wide customer appeal particularly in a difficult economic period."   Since purchasing the business, Doug redesigned the store to allow for more production space and tables to do both the ink and toner refill business. He also purchased new equipment to support the business. Doug is also building his brand and growing his business by networking in his community. In his spare time, Doug volunteers with the Junior First Lego League where he helps youngsters learn about applications for robotic controls and automation including presentations and competitions. He told me, "I enjoy teaching kids about technology and how to apply it."   Cartridge World is the leader in remanufacturing and refilling printer cartridges for all major brands including HP, Dell, Canon, Lexmark and Epson. They refill ink cartridges for most home or small business printers, whether they are multi-function, color or black and white. They also remanufacture laser cartridges for most high speed copiers, full color printers or all-in-one laser printers, fax and copier cartridges. With 600 stores in North America and 1,700 stores worldwide, they have a 100% satisfaction guarantee, are environmental responsibility and offer saving of up to 30% off new. We all know that printer manufacturers make their money on the refill cartridges. Cartridge World breaks that cycle.   If you live in the greater Milwaukee area and would like to save on ink and toner cartridges, please call or stop by with your empty cartridges at Doug's store located at N112 W16076 Mequon Road, Germantown (next to Roberts Frozen Custard), 262-250-4664.  Doug will provide outstanding customer service with a smile and save you money in addition to helping the environment. Free delivery can be arranged for business accounts. Saving money couldn't be easier! Doug lives the Cartridge World slogan; "Ink and toner don't have to be expensive anymore." Check out the savings for yourself and let Doug know that Marty sent you.  We all like to make money and save money. Doug found a business where he can make money for himself and save money for others. He was able to transfer his technical and customer service skills into a business of his own where he will be rewarded for his efforts and will build equity in the years ahead. Besides being profit oriented, he likes the idea that he's providing a "green" service that helps to save the environment. This creates a win-win for everyone.

Subway - Fred DeLuca

Most of us have us have heard of Ray Kroc, the man that franchised McDonalds and made it into a world-wide empire. But have you heard of Fred DeLuca? While his initial intent was just to earn some money to attend college, Fred's franchise has more outlets today than McDonalds.   Deviating from my traditional format of featuring the story of newer franchise owners, I thought it would be valuable to my readers to learn the story of how a major franchisor evolved into a top brand.   Congratulations go out to Fred DeLuca. He is our featured Entrepreneur's Story this month. Have you figured out his franchise yet? And now for his story.

Fred DeLuca

In 1965, Fred DeLuca was preparing to attend the University of Bridgeport, where he wanted to study medicine. He had gotten a job in a hardware store to put himself through college, and was only making enough to buy lunch at fast-food restaurants like McDonald's. This experience and his interest in medicine gave him the idea of a "fast-food venture that provided a healthier, less fattening bill of fare." At this point, Fred was only 17 years old and his primary focus was how to fund his college education.   Although Fred was born in Manhattan in 1948, he grew up outside Albany in Amsterdam, New York. While living there, his family met Peter Buck, a nuclear physicist. The DeLucas moved to Bridgeport, Connecticut, while Buck had a home in nearby Armonk, New York. The families became friends.   Peter had been invited to a DeLuca family barbecue where he and Fred got into discussions about his healthier fast food idea and his financial predicament concerning college funding. LeLuca was hoping that Peter Buck would reach into his pocket and pull out a big stack of hundred dollar bills. Instead, Buck offered something more valuable - a business propostion. Instead of a gift or loan, he would partner with Fred and give him the money to open up a sandwich shop so Fred could work his way through school.  The initial $1,000 investment was enough to open a sandwich shop in Bridgeport, which he named Pete's Submarines, after Buck. But in the radio ad he bought, people were confused and thought he was saying, "Pizza Marine," and were surprised when they showed up and saw a sandwich shop instead. The name was changed to "Pete's Super Submarines." Later, thinking of the transportation system in nearby New York, DeLuca changed the name to play-on-words "Pete's Subway."   The first shop opened on August 28, 1965 at a mediocre location in the city of Bridgeport, CT. The first year of business was a learning experience and a challenge. A year later they opened their second location, having realized that visibility and marketing were key factors to success. DeLuca believed that the biggest mistake he made was where he set up his very first shop as it was a "crummy location. The third outlet was in a highly visible location [and that location is still there today.   DeLuca continued to attend the University of Bridgeport while running Subway, and, making a bit of a shift from his original medical-school plan and getting his degree in psychology.   In 1978, Subway's 100th store opened, and reached the 1,000 store mark in 1987. Explosive growth continued with Subway opening over 1,100 units in 1993 alone. As of March 2012, the company counts over 36,400 franchised locations in 99 countries. Of these, Subway operates more than 8,000 "non-traditional" stores, including a car showroom, a Detroit school, and halfway up New York City's Freedom Tower, which is still under construction. Subway, however, doesn't actually own a single location but collects 8% of revenue from each franchisee. The chain is known for its popular ads featuring formerly obese student Jared Fogle and the ever-popular $5 footlong. While his partner and fellow billionaire Peter Buck's role has become less active over the years, DeLuca continues to oversee the day-to-day operations of the company. DeLuca drives a 10-year-old Lexus convertible and has identified Vege Delight and Turkey as his favorite Subway sandwiches. Subway generated revenue of $16.6 billion and added 24,000 jobs in 2011. Today, Fred is 65 years old, lives in Ft. Lauderdale, Florida is married with one child. Forbes magazine named DeLuca number 242 of the 400 richest Americans with a net worth of $1.5 billion. Today, Subway is one of the most popular franchise restaurants. So what can we learn from Fred's experience? A journey starts out with a beginning and in most cases a destination. Sometimes during this journey we may hit a fork in the road that may take us in an entirely new direction with a different and often better outcome. This is what happened to Fred. His journey started as a way to fund college and the sandwich shop was just a vehicle to help him get there. His initial destination was a college education and a degree in Medicine. But during his journey, he took a detour and created a sub shop empire.  When we at The Entrepreneur's Source work with a client, we take them on a journey of discovery. We have them start their journey with an open mind so they can discovery what type of business would be a good fit for them. Sometimes they start their journey looking for a job, but discover that a business of their own would give them a better and more secure career. The important point here is that it's beneficial to start your journey even when you're not sure of the destination.

Handle with Care - Packaging Store - Mike Lang

Networking! It's the buzz word of the decade. Individuals are networking to find new customers, jobs, suppliers and homes. A couple of years ago "The Power of Attraction" movement was big. Put yourself out there and the power of attraction will help you connect to the right people. It's all a form of networking. Does it work, or is it pure luck that you find the right connection? Our entrepreneur of the month was in a career transition for over a year and was out there exploring his options. He mentioned to me that it was "pure luck" that we connected. I say he networked his way to the business of his dreams. Congratulations Mike, and welcome to the world of Entrepreneurship!

Mike Lang

Mike came to me as a client in a round-about way. He had initially looked at a restoration franchise on his own but determined it was out of his investment range. That franchisor referred Mike to a colleague of mine in Massachusetts and they had an introductory conversation. Mike enjoyed personal relationships and expressed a desire to deal with someone face-to-face. And that's how I got the referral of Mike Lang. Mike, his wife Sue and I met in person and discussed his current career situation. He had last been employed by Harley Davidson as manager of transportation, logistics and contract services for their parts and accessories division. He had been downsized during the recent economic turn down. He had been out of work for over a year. Mike had an associate degree in marketing and had a variety of warehouse supervisor experience around the greater Milwaukee area. Although he had a lot of experience and a great track record in his field, he was being screened out for most of the jobs for which he had applied because he didn't have a college degree. This was his third downsizing over the past years and he knew he needed to take control of his career and destiny. He was ready to be a business owner. Our mission was to determine what that business would look like to in order to be a good fit for him. Mike is a friendly, outgoing guy, very detailed and analytical. He views himself as a creative problem solver. He likes challenges, learning new things, solving problems and mentoring. He admits that he was not a good corporate game player and likes his independence. We started our journey of discovery together doing our customary interviews, completing a behavioral profile and determining his criteria preference list for his hypothetical business. Initially we zeroed in on several different business models such as a drug testing business, a nanny and tutoring business, transportation cost reduction business and a specialty packaging store. We also took into consideration that Mike's wife Sue and perhaps his kids might be involved in the business some day. Mike started his due diligence and validation of these business models. He learned how these various business models functioned and what he would be doing as an owner. We compared what he learned to his goals and needs and the life he desired as a business owner. In the end, Mike gravitated to a franchise called Handle with Care - The Packaging Store. They package and ship specialized freight for businesses and consumers. Handle with Care - The Packaging Store is owned by Annex Brands which is also the parent company of the Postal Annex, a pack and ship store. The difference between the two is that Handle with Care Packaging Store is a warehouse facility that does custom packaging and crating that the normal retail UPS type store can't handle. They specialize in F.L.A.V. -fragile, large, awkward and valuable objects, i.e. high value artwork shipping, auction house shipping, custom packaging, crating, equipment shipping, warehouse fulfillment shipping, on-site packaging, trade show shipping and personalize shipping and supplies. With Mike's logistic and transportation background this was a great fit. Mike thanked the other franchises for their time and decided to concentrate on trying to make this opportunity work for him. Like many of my clients, Mike had some financial challenges we needed to work through. With Mike's determination and persistence he was able to persevere. He got a good deal on warehouse space through a family friend and decided to rollover his retirement funds through a special program to get his business started. He had plans to look for a second shift job to bring in some income during his initial ramp-up period. This would allow him time to market his business and develop a customer base during normal daytime working hours until the business needed him full time. I loved that attitude of Mike's -- "Do whatever it takes to be successful." Here's what Mike had to say about his discovery journey: "After being in the corporate world of transportation and logistics for twenty plus years, I experienced another downsizing (second time) that put me back in the job seeker market. During the interviewing process, something occurred to my wife and I - we really didn't want to go through this anymore. Marty helped us out by not only being a knowledgeable filter to narrow down the choices and great sounding board, he was also able to align our skill sets and personalities with the different franchise models in a no pressure environment. In less than three months we were able to find a match that was made in heaven - Handle With Care - The Packaging Store." Mike's been in business for about a year. He's enjoying his new business and corporate America is just a distant memory. I asked Mike to describe for my readers what he does and how things are going. In his own words, "We pick up, pack and ship just about anything - but our niche is handling the F.L.A.V.- (fragile, large, awkward or valuable) objects. From family heirlooms, priceless antiques, museum art work, electronics and appliances... whether it's small or large, light or heavy, our packaging experts can get it there with care.  What we really enjoy is that we get to go out, see and meet the most interesting people and unique things. We have shipped a recording studio sound board to Hong Kong, cosmetic lasers to Dubai, circa 1800's antique teller cages to Utah and even a seven foot replica of the U.S.S. Constitution to California. The list goes on, but the people we run into and the stories they tell are what really makes the effort worthwhile." And lastly, here's my favorite quote from Mike; "If it wasn't the sheer luck of running into Marty through a business referral - this may have never happened." If you, a friend, relative or boss needs something "fragile, large, awkward or valuable" shipped to anywhere in the world and you live in the greater Milwaukee, Wisconsin area, be sure to give Mike a call. Mike and his team will create a custom package to ship your item safely and efficiently. That's why his business is called Handle With Care - The Packaging Store. "Get it there with care." Mike's business is located at N77W31144 Hartman Ct. Ste. B, Hartland. WI 53029, Phone 262-966-7217, FAX 262-966-74248: www.packwi.com .            Mike mentioned that it was "sheer luck" that we connected and together found the business that would be his new career direction. I think it was his hard work and determination. It's that same hard work and determination that will make Mike successful in his new business.   You don't have to rely on luck, fate or the aligning of the stars. I am just a phone call away and would be most happy to talk to you, help you determine your goals and needs and guide you through a journey of discovery that hopefully will uncover the business of your dreams.

                        

Cartridge World - Craig Ferguson

Many of my clients tell me they would prefer to purchase an existing business with an established track record. Some feel that's a better way to get into business; others feel they'd be buying someone else's headaches. Both options are a possibility.

Our entrepreneur this month definitely had the desire to buy an existing business and had little interest in franchising. But like many things in life, our journeys take us in directions we would never predict. And, that's what happened to our entrepreneur this month.

Congratulations Craig, and welcome to the world of entrepreneurship!

Craig Ferguson

When I first connected with Craig Ferguson, he had been in a career transition for about a year and was looking to buy an established business. He was 53 years old and had been involved in two successful business careers, first as a general manager for a semiconductor capital equipment company and the as president of a telecommunication equipment company. He didn't want to go back to the job market. He wanted to be in charge of his future, be rewarded for his efforts and make a difference. He was tired of corporate politics and dealing with people that weren't always straight forward. Craig was determined to buy an existing business. He was already investigating several and had an offer on the table for a computer distributor that sold to the state. We talked about a variety of franchise opportunities and he really didn't have a lot of interest. He preferred a business that dealt with other businesses and already had a proven track record. Normally I would just tell a client like this to continue on their present track but feel free to reach out to me if I could be helpful to them in the future. But Craig and I had established a connection. Even though on the surface it didn't appear that I had what he was seeking, he appreciated my insights and my desire to help him. We agreed to touch base every couple of weeks and see how his negotiations were going with the computer distributor. Like many businesses for sale, the seller usually feels that the business is worth more than the buyer. Plus, the seller often spins the present condition of the business and leaves it to the buyer to read between the lines. When I called Craig a couple of weeks later, the seller of the computer distributor didn't agree with his contingencies and they were still negotiating. In the meantime, he was now investigating a construction company resale and a multiple unit franchise of Sport Clips, a hair salon for men, which was recently put on the market. This opened up our conversation about franchising and the advantages of investing in a structured business with a proven track record.                                                           Craig still preferred to buy an established business but was willing to learn a little more about franchises or structure business opportunities. He initially agreed to investigate a medical staffing agency. The cost of entry was only a fraction of the businesses he was presently pursuing and he liked the service they provided and the upside potential. Craig spent some time learning about this business model and talking to owners. After further consideration he realized that he still wanted something of a larger scale and was leaning toward the established businesses that he was investigating. But he was open to new ideas. I suggested a paper shredding franchise that deals with commercial accounts and that normally scales up to a million dollar plus business. He gave it some thought, but it was low on his list. Then a resale of large business card printing franchise came on the market and Craig was very interested in validating that. While this was all going on, Craig made an offer on the existing Sport Clips locations, but the owners eventually took the business off the market. The computer distributor was sold to someone else, and he was now looking at a building products distributor. When an individual is looking for a business there will always be peaks and valleys. The process is a journey. At the Entrepreneur's Source, we call it a journey of discovery. Craig and I were certainly on a journey. As long as he wanted my help and appreciated and respected the time we spent together, I would be there for him. I often tell my clients that the journey is a little bit like dating. One has to date a bit to understand what he or she is looking for in a mate. Our journey together continued. We checked in every couple of weeks to discuss his progress with buying an existing business and validating others. He ruled out the business card printing business and was starting to see a pattern that businesses are for sale for a reason. In previous discussions, I learned that Craig had an interest in "green" businesses and perhaps getting one of his kids involved in the business. I had learned that there had been a Cartridge World store in his area that had closed for personal reasons. This wasn't a resale of an established business, but there was brand recognition in the area and a customer base. Craig had immediate interest and the introductions and validation started. Craig talked to the regional developer for Cartridge World who owned a several state area and would be responsible for helping him get started in this business. Craig liked the idea that there was someone in the local market that would help him with his build out and training. There would also be coordination with other Cartridge World owners in the area to work in a team approach. Craig called owners and got positive feedback. But being a thorough guy, Craig wanted to talk to a competitive franchise and compare opportunities. Of course I helped him with that since my duties as his coach were to help him get the information he needs to come to clarity about his future. "Marty's assistance was invaluable throughout the entire process of identifying and analyzing opportunities and ultimately selecting Cartridge World. More importantly, his encouragement helped me decide to move forward."      In the end, Craig decided that Cartridge World would be his next career. In his words; "I selected Cartridge World because the customer value propositions of cost savings, environmental benefits and superior customer service were compelling to me given my more than 30 years of business experience. I felt the business provided wide customer appeal particularly in a difficult economic period."   Cartridge World is the leader in remanufacturing and refilling printer cartridges. They provide replacements for all major brands including HP, Dell, Canon, Lexmark and Epson. They refill ink cartridges for most home or small business printers, whether they are multi-function, color or black and white. They also remanufacture laser cartridges for most high speed copiers, full color printers or all-in-one laser printers, fax and copier cartridges. With 650 stores in North America and 1,700 stores worldwide, they have a 100% satisfaction guarantee, are environmental responsibility and offer saving of up to 50% off new. We all know that printer manufacturers make their money on the refill cartridges. Cartridge World breaks that cycle. If you live in the greater Montgomery, Alabama area, please stop by with your empty cartridges to Craig's store at 3664A Airport Blvd, 251-725-5630. Craig will provide outstanding customer service and save you money while helping the environment. Free delivery can be arranged for business accounts. Saving money couldn't be easier! Craig had the desire to buy an existing business. But like many aspiring entrepreneurs he learned that there is usually a reason that these businesses are for sale. Trying to verify the financials, customer base and market potential is a daunting task. The beauty of a franchise is that it has a proven business model, they give you training and on-going support and you can talk to other franchise owners and learn about their successes and challenges first hand. For many, that's a more comfortable path with less risk.