Volume 07 Issue 02 2019

www.insightssuccess.com

Company of the Month

Cem Senbay
Co-CEO

Franchise of the Month

Andrew Dyduk
Co-Founder & Managing Jerry Crawford
CEO & President
Director

Jani-King International
A Frontrunner Franchisor in Commercial Cleaning Services
 A Step towards the Global Reach

T radition is one of the crucial ingredients in any organization's success, consistency, and constant growth. It
reminds the history of an organization and how it is shaping its present and what it is going to be. Now big
organizations believe, tradition enables them to showcase their base principle, unity and diversity of their
organization and its offering?

The business world is expanding quite fast despite the geographical boundary, language and culture. The world is
slowly welcoming those who are furious, commented and ready to operate in any situation. Franchises are providing
these restless ones a chance to join a legacy of success and become a part of it. Franchise is the way to introduce an
organization's services by authorizing the rights to third-party retailers or vendors who understand and believe in the
organization's work-culture and tradition. These rights allow them to use the franchise's logo, name and business
framework.

Franchises also gives proven business mantra and opportunities to access and aligned with. Entrepreneurs are with
extreme business potential and with an understanding of the business can use franchise as their success pillar because
different businesses need different traits to succeed.

In order to shed light on the novel approaches of the franchising organizations, Insights Success has curated a list of
“The 10 Best Franchises to Open in 2019” which are revolutionizing the business concepts and consumer standards.
 “Franchise is a way to expand business
from local market to global scale.
“
Rohit Chaturvedi

Our Cover Story features Jani-King International, a commercial cleaning franchisor is leading the pack with its
proven franchise program. The company has over 8,000 franchisees that are supported by 130 regional offices in 10
countries around the world which makes it an established and trusted company. It has long been the world's largest
commercial cleaning franchisor and is currently proud partners with brands including the PGA of America, Dallas
Cowboys, Texas Rangers, Cleveland Cavaliers, University of Oklahoma, University of Oregon and many more.

Moreover, this issue also features Flormar, a leading cosmetic product company with noteworthy contribution in the
cosmetic industry; Schnitz, an Australia based fast-casual restaurant and franchise network delivering perfect
schnitzel; Figurella USA, a company with a fixed retail location providing personal training sessions and health
guidance that provide a wide range of variance to the benefit of the member; Signal 88 Security, an expertise in
industry-leading security services; GoliathTech, a manufacturer, franchisor and installer of helical screw piles; Wild
Birds Unlimited, the largest franchise system of backyard bird feeding and nature specialty stores; Chili House, A
Jordan based restaurant brand making quality, and superior hospitality their first priority.

Also, make sure to flip through the articles, written by our in-house editorial team as well as CXO standpoints by
notable industry personalities to have a brief taste of the sector.

Let’s start reading!

 08 Cover Story

Jani-King
International
A Frontrunner Franchisor in
Commercial Cleaning Services

Articles

Franchise Ecosystem
16 Company of the Month Is Franchise A Protable 26
Stroke of Business
Flormar
A Beauty Journey Shaped The Art of Leading
By Colors
Attributes of a Good 48
Leader

CXO’s
22 Franchise of the Month Stellar’s Vision
Success in the Venture World 36
Schnitz
Providing Australians The
Benchmark in Schnitzels
The Art of Leading
Can a business thrive in the 54
age of continuous innovation?
Contents
Chili House
30 Serving the Taste
with Fresh and
Healthy Food

Destination Athlete
Leaders in the Youth 34
Sports Industry

Figurella
40 Rejuvenating the ‘B’
in the Beauty

GoliathTech Inc.
An Unequalled 42
Offering in Piling
Solution

Signal 88 Security
46 Providing Peace
of Mind

Wild Birds Unlimited

52
An Exceptional
Offering Accompanied
with Love and Care
 Editor-in-Chief
Pooja M. Bansal

Managing Editor Executive Editor Assistant Editors

Anish Miller Rohit Chaturvedi Jenny Fernandes
Hitesh Dhamani

Visualizer Art & Design Director Associate Designer Co-designer

David King Amol Kamble Kushagra Gupta Priyanka Rajage

Senior Sales Manager

Co-designer Business Development Manager
Kshitij S Peter Collins

Marketing Manager Sales Executives

John Matthew David, Kevin, Mark

Technical Head Business Development Executives

Jacob Smile Steve, Joe, Alan, Vishal

Technical Specialist Digital Marketing Manager

Aditya Marry D’Souza

SME-SMO Executive Research Analyst

Prashant Chevale Calvin Jones

Circulation Manager Database Management Technology Consultant

Robert Brown Stella Andrew David Stokes

sales@insightssuccess.com
July, 2019

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Dublin, OH 43017, United States
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Reprint rights remain solely with Insights Success.
Cover Story

Jani-King
International, Inc
A Frontrunner Franchisor in Commercial
Cleaning Services

“
Jani-King is an organization
that encourages all people to
“
prosper and grow to their full potential.
Jerry Crawford
CEO & President
C leanliness is one of the essential elements for any
commercial business whether it is a restaurant,
hospital, university, stadium, retail store or
manufacturing facility. Now business owners are investing
in commercial janitorial services to deliver better results to
customers and improve the standard of cleaning in any
environment. Cleaning a commercial space requires a
professional who understands the precise cleaning needs for
that particular building. These commercial cleaning
services are also customized and scheduled according to the
preference of each customer. The janitorial service industry
has a wide range of services to offer and Jani-King
International, a commercial cleaning franchisor is leading
the pack with its proven franchise program. Its owner-
operators have a vested interest in their business which
results in a higher level of commitment and dedication over
employees of conventional cleaning companies.
Founded in 1969, Jani-King has over 8,000 franchisees that
are supported by 130 regional offices in 10 countries around
the world which makes it an established and trusted
company. It has long been the world’s largest commercial
cleaning franchisor and is currently proud partners with
brands including the PGA of America, Dallas Cowboys,
Texas Rangers, Cleveland Cavaliers, University of
Oklahoma, University of Oregon and many more.
Below are highlights from the interview conducted between
Jerry Crawford, CEO & President and Insights Success:
What are the cutting-edge products/services offered by
Jani-King International?
Jani-King partners with many of the commercial cleaning
industry’s leading equipment and product manufacturers.
Whether it’s the latest equipment for disinfecting hospitals
and protecting patients such as germ killing robots that emit
ultraviolet radiation or improved chemicals that reduce our
footprint on the environment, we feel it’s critical to our
business to stay on the cutting-edge. It’s not just about the
newest and best equipment, though. We strive to train our
franchisees in the latest cleaning techniques and procedures.
Because commercial cleaning is a labor intensive industry,
it’s vital that our franchisees have the knowledge and skills
to clean more effectively than our competition. Cleaning
procedures can vary from one facility type to another, so
understanding what tools and procedures are most efficient
and effective will allow our franchisees to be competitive
and successful.
What are the special strengths that make Jani-King
International unique from its competitors?
Our franchisee support is second to none and our owner-
operator concept sets us apart from conventional cleaning
companies. Our franchisees are invested; they have a
business owner’s mindset and interest in meeting customer
needs, that’s a powerful edge over other cleaning
companies where employees are just hired to do a job. In
support of our franchisees, Jani-King has a local regional
office in each market that is staffed with industry experts
who are available to our franchisees. Those specialists
provide new account sales, operations assistance,
administrative support and billing support. From a
corporate standpoint, we provide unmatched support to our
regional offices in the form of sponsorships, advertising,
training, education, specialty account divisions, national
vendor relationships and so much more.
One terrific example of our support is Jani-King’s
partnership with the Dallas Cowboys of the NFL. Through
the teamwork of Jani-King’s local Dallas regional office and
our corporate office, we have been the Official Cleaning
Company of the Dallas Cowboys since 2009 and have
recently extended that partnership for another 10 years. This
single opportunity provides a significant amount of cleaning
business for multiple local franchisees and far-reaching
exposure for all franchisees. In all, Jani-King has more than
70 partnerships with professional and collegiate teams
across the United States, providing countless opportunities
for franchisees to grow their business.
Describe the experiences, achievements or lessons
learned that has shaped the journey of the company.
In our 50 years as a company we’ve always found where
there’s a will, there’s a way. Jani-King was the first to
employ the franchise model in the commercial cleaning
industry, and in doing so Jani-King forever raised the bar
for delivering quality janitorial services to customers while
providing an opportunity for individuals to own their own
business. We developed specialty divisions at our corporate
headquarters to address the cleaning needs of hotels,
hospitals, schools and stadiums. The combined commercial
cleaning experience of our corporate staff and our master
franchise owners is unequalled. We routinely tap into our
own network and draw from decades of experience to
overcome any challenge and achieve the best results for our
customers. Our network of offices also bands together
during times of natural disasters such as hurricanes. In a
flash, Jani-King regional offices can, and have, mobilized
equipment and people to affected areas. This type of
support not only helps Jani-King franchisees, but it allows
us to help our customers recover more quickly and get back
to their business. Nowhere was Jani-King more prevalent
and needed than in New Orleans following Hurricane
Katrina. Jani-King’s commitment to our New Orleans
region, franchisees and customers immediately following
the flooding was a powerful testament of Jani-King’s total
support throughout its network of offices and people.
 “
It is our mission to
provide every Jani-King
franchisee the opportunity
to be successful in a
“
business of their own.
What according to you are the essential pillars of a
successful franchise?

Communication, dedication and a willingness to follow the

program are essential for success. Successful franchise
companies have a proven method for doing business.
They’ve made the mistakes long ago so that new
franchisees don’t have to repeat them. When a franchisee is
willing to listen and learn from those that have been
successful in that same role, then they will have a much
better chance of achieving success themselves. They must
also dedicate themselves to their business. Owning a
business is not a 9am to 5pm job. The franchisee is the
owner of their business and responsible for the service at a
customer facility. When they dedicate themselves, manage
their time productively, and treat their business like a
business, there are no limits to their success. It’s our role to
prepare our franchisees for success and to help them grow
their business. We do this by communicating on a regular
basis with each franchisee. We have a local office that
provides ongoing training, marketing materials, account
sales and more to assist each franchisee in growing their
business. Just as it’s important for us to communicate with
our franchisee, the franchisee must build relationships and
communicate with the customer. Regular communication
and building a relationship with a customer will lead to
longer account retention and referrals for additional
business.
Where does Jani-King International see itself in the long
run and what are its future goals?
Jani-King is proud to celebrate our 50th year in business in
2019. We are a company that prides itself on our
We strive to create a
cooperative atmosphere in
“
all areas that reects
the personality of a
successful, vibrant, “
enthusiastic company.
performance and our people. Our goal from the beginning
has always been to build successful franchisees, giving
them the opportunity to reach their goals and build a better
future for themselves and their family. When we talk about
long-term goals, it’s typically in the context of revenue. But
we know the only way for Jani-King to reach our goals as a
company is for our franchisees to reach their goals. Our
success always comes back to the success of our
franchisees. It’s why we allocate significant resources
toward new technology and software, training, equipment,
advertising, experienced support staff, and the list goes on.
Jani-King is dedicated to the next 50 years of our business
and we are excited about the opportunities we foresee for
our franchisees in the commercial cleaning industry.
 SUBSCRIBE TODAY

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I n an interview with Insights Success, Co-CEO of
Flormar, Cem Senbay, shares insightful information
about Flormar and its noteworthy contribution in the
cosmetic industry. Founded in Milano, Italy the capital of the
fashion industry, Flormar was acquired by the Şenbay Family
in 1970 and began production in Turkey. In a short period of
time the organization became an indispensable brand for
women all over the world reaching yearly production of 120
million units with a wide range of products consisting of
blushes, foundations, eye-shadows, mascaras, lipsticks, nail
polishes, accessories, and skin care products.
Below are highlights from the interview conducted between
Cem Senbay and Insights Success:
16 |July 2019
Give a brief overview of your company and its vision.
The name of our brand was inspired by the most powerful
kind of love, the love for children. When the company was
founded in 1950’s in Milan, the art & fashion capital of
Italy, the founders created the word Flormar by merging the
names of their two daughters, Floridita and Maria. That is
why our relationship with our customers is close to the
insightful friendship between a mother and a daughter, a
very special and powerful bond.
Talking about makeup and not thinking about colors is
nearly impossible. Since every woman uses colors
differently for every mood or every occasion, colors are
very important. Colors are very upfront in the makeup
“
Flormar is always
close to women as
their most colorful
best friend.
www.insightssuccess.com
Company of the Month

business but Flormar is different because we understand

the importance of color. We know that we must always
develop new colors and new ways to keep them alive
through out time. Colors are, in a sense, Flormar’s
heritage. That is why we say our brand’s essence is
“Color Centricity”.

What are the cutting-edge products offered by

Flormar?

With our rich product range, Flormar is always close to

women, thinking about their every need from A to Z. Our
focus and experience for our customers is very different
from other makeup brands or retailers. Flormar is there
from skin routine to the last touch of a perfume. We’re
here to make women feel and look amazing.

Flormar always looks at makeup from a holistic point of

view. That is also why we present all the makeup
categories at once to our customers. For example, one of
our most innovative products, Roll’n Go Liner, has
round disc tip for easy application. This unique rolling
disk experience helps women to draw straight lines
easily. Innovation packaging and being one of the first
brands to launch this product made us way ahead from
our competitors. Another example, since all the long-
lasting liquid matte lipsticks have a drying effect on the
lips we pushed ourselves to improve our formulas to
create the most comfortable product. As a result our best-
selling lip product, Silk Matte Liquid Lipstick was
born. One of the main claims of the product is to provide
silky yet long lasting matte look on the lips. We used an Cem Senbay
independent research company to interview our Co-CEO
customers, which resulted in 99% of women agreeing to Flormar
our products claim and performance. Last but definitely
not least, the nail enamels. Nail enamels are our heritage,
that is why we can say it is our first love. From our

www.insightssuccess.com July 2019| 17

humble beginnings until now and even tomorrow, we are
always proud to present more than 250 shades in the nail
enamel category highlighting our expansive range of colors.
What are the special franchisee strengths that make
Flormar unique from its competitors?
Flormar holds a unique business model where most of the
makeup retailers are not able to compete. We are
manufactures of our products and in fully control with our
innovation, ingredients and quality. We innovate fast,
flexible to local needs, and accessible for all markets around
the world.
Generally, in a makeup store, you do not see every type of
beauty products in one stop shop. Flormar changed this
stereotype and began presenting a wide range of products to
our customers in one, lovely and charming place: A Flormar
Store.
Recently we developed a new retail concept with leading
firms MAD and DIAM, which are specialized in creating
unique concepts for cosmetic retailers. After each work we
made, we created the most profitable structure both for the
shopper and for the retailer. We always use the right product
18 |July 2019
at the right place, in order to designate strategic products
and their purpose to our customer.
Describe the experiences, achievements or lessons
learned that has shaped the journey of the company.
Flormar had humble beginning but eventually we managed
to have our own fully automated factory. As a fast and ever-
growing powerful brand; Flormar is now proud to be a
global company, having great relations with countless
countries around the world.
Our hard work, professional attitude and determination, we
reached our goals in a record-level time frame. With strong
geo-cultural advantages, Flormar is always in the right
place, at the right time. Flormar has always been lucky to
work w th strong and the best poss ble partners n the
world. As I mentioned in the previous question, our main
advantage is certainly being as fast as possible in every
aspect. We innovate, produce, most importantly distribute
very fast according to our local customer needs. The
strength we get from our strong global partners, helps us to
analyze and understand local needs of different markets
allowing us to present the fastest solutions and offers
possible.
www.insightssuccess.com
To exist both in domestic and foreign
market is very important and crucial to
Flormar, in a world of full
globalization. There are 195 countries
according to UN. We’re present in
majority of them today from East to
West; Flormar has reached almost
1.000 mono brand stores, in more than
110 countries.
In addition, we always try to keep up
with the new trends around the world
and we are proud to be one of the very
few makeup brands that does it all. We
work together with the best consultants
that hold global influence in the
makeup industry.
Give a detailed description of your
contribution over the company and
the industry.
There are two main ingredients in the
makeup industry: Country of origin and
claiming professionalism. Both these
two aspects may cause average women
to feel a bit frustrated. Why? Because
she may feel exposed and benchmarked
www.insightssuccess.com
with unreachable beauty goddess such
as an American supermodel or a French
actress. On the other hand, she can feel
stressed and even feel offended to shop
because she thinks professional
products are very far away from her
knowledge in make up. We dedicate
ourselves to tear down these two
taboos. We will always pay close
attention to our customers wants and
needs. We want to make her feel like
her best friend is giving her advise
during her shopping experience at
Flormar retail stores. We are always
smiling, humble, and helpful to our
customers just like their best friend.
Flormar is well aware that the
cosmopolite character of Istanbul adds
a lot to the dynamism and proactivity
of Flormar. With the example of a city
that connects Europe and Asia
continents, Flormar gets together with
its customers and strengthens the bond.
We develop our products at the
expected quality while keeping our
price range a very affordable level. And
of course, we never give up on the
innovation!
Where does the Flormar see itself in
the long run and what are its future
goals?
As a hospitable company culture, we
want to keep the ‘best friend’ mental ty
going, because our values are important
and they state where we stand as a
company. The intimate feeling is
always welcome and we do our best to
make every woman feel good about
herself.
Flormar will always continue to
expand, to multiply in color and
variety, to sparkle and to enchant with
its every aspect. If I need to be more
specific about our long-term sales
goals, I can say that we challenge
ourselves to double the company’s
sales volume every three years.
July 2019| 19
 Schnitz
Providing Australians The Benchmark in Schnitzels

T he statement “food is for life”,

while often referring to the
notion of food to keep us alive,
also describes its necessity to satisfy
the soul. With consumers more
specialising in hand-crumbed, pan-
fried schnitzel dishes.

interested and curious about the variety
of food they eat, taste plays a crucial
part in this ever-increasing curiosity.
People’s taste in food also diversifies
with the geographical area, regional
culture and the availability of
ingredients.
franchise of the month
Australia is rapidly becoming the food
diversity nation of the world, having
many different food options with
mouth-watering tastes and flavours.
Schnitz is an Australian, fast-casual
restaurant and franchise network,
A privately-owned Australian
company, Schnitz is run by the Dyduk
family. Roman Dyduk has been
designing, building and operating
successful hospitality venues,
including Schnitz, for more than 40
years, with his sons Andrew and Tom
Dyduk joining him in 2007.
Armed with feedback and demand
from their loyal customer base, the
Dyduk family established two
specialist schnitzel cafes in
Melbourne’s CBD, branded Schnitz. In
2009, they opened what is now known
as Schnitz’s no. 1 restaurant, a hole-in-

Schnitz is dedicated to providing Australians

the benchmark in schnitzel making;
combining culinary tradition with modern methods,
fresh ingredients and a commitment to
make every schnitzel to order.

22 |July 2019 www.insightssuccess.com

Franchise of the Month

Andrew Dyduk
Co-Founder &
Managing Director
Schnitz

www.insightssuccess.com July 2019| 23


the-wall store in Richmond, Victoria. A Hawthorn store
soon followed in 2010, with Melbourne Central in 2011 and
Elizabeth Street, Chadstone, Knox, Doncaster and
Southland in 2012, before phenomenal growth across
Victoria and the rest of Australia.
Schnitz’s first interstate restaurant opened in Liverpool,
NSW in 2014, with the first Queensland and ACT
restaurants following in 2015, the first Western Australian
restaurant in 2017 and the very first South Australian
restaurant opening in October 2018.
Today, there are more than 70 Schnitz company-owned and
franchise restaurants across the country. The company has
turned schnitzel making into an art-form and continues to
make the perfect schnitzel to the exact recipe that was
taught to Roman by his mother many years ago.
24 |July 2019
Bringing Taste from Home
When Roman Dyduk migrated to Australia from Poland in
1970, he quickly realised how hard it was to find a schnitzel
that reminded him of home. Schnitzel making for him was a
true art-form, with his passion and dedication for satisfying
his customers ultimately leading to the creation of Schnitz.
Specialising in traditional, pan-cooked schnitzels, the menu
at Schnitz is dedicated to mixing the age-old culinary
tradition with a modern Australian twist.
With chicken, beef, pork and a new vegan schnitzel, Schnitz
offers a variety of wraps, rolls, salads and plated meal
options, plus sides. Customers can select their own
schnitzel crumb to personalise their meals, with the menu
also offering vegan and gluten free options.
Schnitz is dedicated to creating dining experiences to suit
all tastes and dietary requirements, empowering its
customers to customise their meals.
A Dedicated Administrator
Andrew Dyduk, Co-Founder and Managing Director of
Schnitz, stepped into his role after many years’ involvement
in the development of the Schnitz network, helping to build
it up to where it is today. Within his day-to-day role,
Andrew focuses on the international development of the
Schnitz brand, having previously led a team responsible for
selecting the best franchise partners, researching and
selecting suitable sites, designing and building the stores,
marketing and working with franchise partners and store
managers to grow their businesses.
Prior to starting at Schnitz alongside his father and brother,
Andrew ran a successful technology company in
Melbourne, which he also co-founded. Eventually leaving
that role, Andrew jumped into Schnitz with his brother and
father, collectively making the decision to remortgage the
family home to get the business off the ground.
Committed to Quality
At Schnitz the team is focused on and dedicated to its
people, with a strong passion for creating the perfect
schnitzel with every order. With over 70 stores nationwide,
its expansion in Australia has created more than 1,500 jobs
across both franchise and company-owned restaurants and
has seen 11 in-store recruits transition into positions at
Schnitz’s head office; an exciting result for the business.
Only working with franchise partners who believe in the
www.insightssuccess.com
brand and the quality of food, Schnitz is keeping true to the
Dyduk’s family-oriented approach to business. The proof is
in the pudding, with more than 10 franchise partners
operating multiple restaurants, highlighting the growth
opportunities created by Schnitz.

Global Approach

To deliver higher customer centric offerings, Schnitz has its

ears to the ground on what customers are really wanting
from their dining experience and the much-loved schnitzel.
The company will continue to solidify its national footprint
and gain more awareness amongst the desired audience,
scoping for international expansion. The Schnitz name is
trademarked in over 60 countries worldwide

www.insightssuccess.com July 2019| 25

 OF A SALES STRATEGY
E very business thrives solely on
its sales as the revenue
generation revolves around the
efficiency of its sales strategy. This
strategy can only be devised by
engaging in the creation and
implementation of a sales management
system. It is a technique of formulating
sales strength, synchronizing sales
operations, and applying sales skills
that lets a business to constantly
improvise and exceed its sales targets.
Sales management aids the functioning
of activities and tasks which are
involved in the dispersal of goods and
services.
Selling a product or a service, even to
an average consumer needs strategic
planning and its effective
implementation. One thing evident in a
product’s life cycle is that sales
management isn’t as easy as it sounds.
It depends comprehensively on crafting
the organizations’ offerings in terms of
the targeted market needs and desires,
and using evaluation, communication
and distribution.
Sales management as a terminology
directly applies to the section of a
business that interacts with a
prospective customer and attempts to
convert it into a sale. Although this
task sounds effortless, prolonged
research and planning are involved
behind its execution. On a less
technical note, sales management can
26 |July 2019
be called as the art of assessing and
surpassing the sales objective of an
organization through efficient planning,
controlling, budgeting and effective
leadership. An efficient sales
management strategy can act as a
massive turnabout for any organization
in its long run.
The process involved in sales
management:
Ÿ Planning the Sales Process:
The primary task in the hands of
anyone managing the sales of an
organization, before even forming a
team is planning the sales process.
One has to analyze who’d be the
prospective buyers and construct a
sales plan to meet their
requirements. For instance, an
organization which sells computers
plans to enter a new market. To do
so, it will have to devise a sales
plan based on an extensive research
about that market’s economy and
the scope of their product’s sale
potential. The channels of targeted
audience; be it online or offline
should be adequately analyzed, and
recognizing the geographical areas
where the organization would
thrive should be considered as a
priority while planning a sales
process.
Ÿ Hiring the right people:
Efficient staffing plays a vital role
in the accurate functioning of any
devised strategy. To be precise, a
sales workforce is as important to
the organization as increased
profits. Evidently, both these factors
are inter-dependent. Therefore, a
sales manager or any employer has
to craft up a proficient team to meet
the organization’s desired goals.
This task of staffing competent
sales representatives requires an
employer to consider certain facts.
For instance, if the organization
functions locally, a sales
representative with the knowledge
of the local language would be the
desired candidate. Other such
constraints, which should be
considered while hiring a candidate
include, familiarity with local
geographies, willingness to travel,
to work on varying time zones etc.
An effectively working sales team
will carry out all the vital tasks that
directly lead to the sale of a
product, thus resulting into
increased profit.
Ÿ Designing the Sales Strategy:
A sales strategy is fundamentally
the most vital requirement of an
organization in order to sell its
products and gain profits. This
strategy is usually formulated by
the aforesaid sales team. But for a
strategy to be derived, the manager
of the team has to provide insights
and essentially indulge in the
activity. This strategy should be
www.insightssuccess.com

based on the factors considered
during the planning of the sales
process. The designing process of
the strategy should include clarity
and shouldn’t jeopardize the
integrity of a team member. Every
team member’s performance should
be assessed and provided with
guidance during difficulty in
attaining targets or deadlines.
Regular appreciations and rewards
account for improved work
motivation and performance. Such
a design of the sales strategy when
implemented, prove to be beneficial
for the organization as well as the
team members.
Ÿ Forecasting the Sales Results:
Positive sales forecasting is
possible only by a productive
analysis of the organization’s sales
patterns and also considering the
current trends in the industry. This
allows one to interpret the number
of sales one can achieve in the next
term. This analysis is provided by
the sales team with the data they
have collected over the time, about
the amount of leads turned into
customers and the leads which are
yet to be converted for business. By
the use of sales forecasting, the
future sales plan can be assessed,
providing an opportunity to employ
experimental strategies and
methods. This also allows one to
expel the old and unproductive
strategies.
Ÿ Reporting the sales:
The sales reporting process inspects
the efficacy of the various sales
strategies applied currently or
previously. It is essential to
measure the performance of the
sales team as well as the proposed
sales strategies to evaluate their
productivity. The sales team should
be required to provide reports of the
tasks executed based on which, the
future decisions must be taken by
the management to implement
measures of improvement.
www.insightssuccess.com
Pitching Success
Ÿ Analyzing the Sales Efforts:
The resulting productivity of the sales strategies should
be constantly measured. Every strategy implemented
must be evaluated pertaining to the data of its
performance, so as to understand how well it has been
executed. This aids the sales team in analyzing common
errors in the strategies and achieves enhanced sales.
Why sales management isn’t a walk in the park:
It’s a common stereotype that sales people work
comparatively less than people in other departments. The
role of a sales representative is not just making voice calls
and having conversations with people. It involves a giant
of an effort in converting a lead into a customer. This isn’t
feasibly possible unless a sales representative possesses
equivalent skills and smart work techniques. The sales
department in contrast to any other workforce is
accountable to target achievements and regular
performance reviews. This creates a constraint
which evidently proves the complexity involved
in the profile of a sales representative.
Since sales people personally interact with a
probable customer, they gain the benefit of
being able to gain knowledge which will
help in performing their sales pitch and
offerings to the customer. A sales person
is also responsible in building trust and
loyalty between customers and
businesses. This can only be achieved
pertaining to the transparency
between the sales person and the
customer. While making sales
interactions, urging a customer to
recommend a friend or provide
positive feedback draws an impact
on the development of the business
through brand awareness and sales.
Efficient sales person not only make a sale,
but also build a continual impact on the
customer. Long term customer associations lead
to repeated customer referrals that increase the
organization’s reputation. To conclude, sales
play a pivotal role in the all-encompassing
growth of an organization and thus, cannot be
overlooked.
July 2019| 27
Chili House
Serving the Taste with Fresh and Healthy Food
D elicious food is all about the best ingredients and
recipes but also require adequate cooking skills and
processes. With a phenomenal flavor, also comes
the concern about eating healthy. Food acts like fuel for the
human body, so it must be fresh and healthy. Chili House
makes this point a priority. A Jordan based restaurant
brand, serves up fresh delicious food to their customer
without adding any additives or preservatives.
In an interview with insights success, Mr. Sami Daoud,
CEO of Chili House describes the strengths and uniqueness
of the company.
Below are the highlights of the interview between Sami
Daoud and insights success:
Give a brief overview of your company and its vision.
In 1985 Chili House was born! Ever since, the company is
continuously striving to achieve the highest standard of
satisfaction for its customers and service providers. The
company is all about creating memorable experiences and
long-lasting relationships based on handcrafted food
quality, superior hospitality, use of innovation and a little bit
of fun along the way!
From the beginning, Chili House’s primary focus has been
to maintain an exceptionally high level of food quality. The
secondary focus has been on remarkable hospitality, by
going above and beyond the customers’ expectations to
make sure that with each visit, we have effectively lifted
the customers spirits, and thus their experience, to a new
level. The third priority relates to the stores themselves, via
a perfect balance of modern and old design with an
exceptional attention to detail and cleanliness.
30 |July 2019
Describe the experiences, achievements or lessons learnt
that has shaped the journey of the company. Give a
detailed description of the CEO’s contribution over the
company and the industry.
Upon completing my law degree in 1998, I re-entered the
Franchise world and quickly developed numerous brand
concepts including, Philly USA, Everything Yogurt &
Banana, Frullati Cafe & Bakery, and Gold Star Chili
restaurants. 5 Years later, I joined the Chili House Team in
2003. I believe that the combination of extensive
restaurant experience as both franchisee and later as
franchisor with a desire to carry on the tradition of building
quality cultured brands for my family, investors, franchisees
and partners was the driving force that drove the brand from
12 stores in Jordan to over 34 locations in 6 countries
within 10 years.
What are the cutting-edge products/services offered by
Chili House?
As far as products go, our Chili Burger, Chili Cheese Fries,
Cheese Coney Island hot dogs, and Chili Cheese 3-Way
Spaghetti are exceptionally unique to our brand. For
services, we would feature our innovative and user-friendly
phone application and online ordering system of delivery.
Our phone app includes features such as a rewards program
that allows our customers to enjoy discounts and special
offers, just by checking into the restaurant. They are
rewarded on each visit. Second primary feature is the “Chili
Box” feature, which allows our customers to browse
through their choice of Rock, Classical, Hip Hop, Jazz,
Newest Top Ten songs and Modern Arabic. Through the
app the customers select the song they want to listen to
while dining. The stores are also equipped with volume
controlled speakers at each of our tables, so the costumer
can “turn it up, when the customers selected song is
playing”.
www.insightssuccess.com
 “
Service Promise of Making
you Smile through our
“
Exceptional Hospitality.

Sami Daoud
CEO
Chili House

02

www.insightssuccess.com July 2019| 31

What are the special franchisee strengths that make
Chili House unique from its competitors?

The greatest strength of Chili House is its exceptional

customer experience. When our 5-Star Hospitality process
is combined with our 5-Star food quality and freshness, it is
an experience that keeps consumers returning for more.
Add to that, our menu variety, which is executed with ease
through our streamlined kitchen processes, and you have a
“Recipe for Success.”

Fresh everything, and we mean, ”Everything”, from our “on

premises” prepared Fresh Cut Fries, Unique Cincinnati
Chili and Natural Angus Burgers, to our Onion Rings,
100% Chicken Breast Patty, and 100% Organic Fresh made
Salads and Dressings. All made with ease and prepped
once in the morning for that business day’s consumption.
Another strength or differentiating factor, is that Chili
House is a full service fast casual service style with real
china and silverware at a quick service menu price point.
This provides a wide range of advantages such as, no
waiting in lines, no opening of paper and plastic containers
in order to eat your meal and no carrying trays and loading
up on your own napkins, plastic forks, etc. Finally, Chili
House has a proto-type to fit any investor’s budget, and thus
allowing for quick brand entry and brand penetration into
any new market. Chili House provides 6 floor plans &
designs, from 2,500 square foot flagship free-standing units
with drive-thru all the way to 220 sq. foot kiosk designs.

Where does Chili House see itself in the long run and
what are its future goals?

Chili House will use the current franchise model to expand

its presence throughout the region and the world. We
currently have 9 locations in the pipe line for North Africa
and Europe, with a goal of being 100 stores strong in the
next 3 years. At the same time, our executive team will
continue to research the industry and adopt best practices
for maintaining such an aggressive growth strategy.
Through total quality driven management and
implementation, we will continue to succeed and grow
Chili House on a Global Scale.

Home of Handcrafted Burgers, Coneys and Ways

32 |July 2019 www.insightssuccess.com

I t goes without saying that the size of sports market of
present day is vast, where tens of millions of youths
playing sports every day. But, like with so many other
industries, it had been too fragmented, too time-
consuming and too confusing. As a consumer, one has to
deal with several different vendors for uniforms,
equipment, trophies, etc. In addition, the focus was more
on the sport itself instead of on the individual athlete.
Since 2008, Destination Athlete® is building better
communities through athletes. The company exists to help
the youth and high school teams get to their personal
destination by providing a one-stop resource with
everything a team needs in order to thrive and succeed.
A Visionary Chief
As parents are involved in the coaching of youth sports in
his town, Destination Athlete’s® Founder and Chairman,
Doug Dickison, had ideas for a better way of doing
things. He seized the opportunity to drastically change the
youth sports market by spending the next two years
creating a business plan, researching the existing vendors
in the market and looking to companies that put their
customers first. On July 14, 2008, Destination Athlete®
became the first and only one-source solution for the very
lucrative youth sports market. The company’s vision:
“Everything Team, Everything Better™.”
Comprehensive Offering
Destination Athlete® came out of a need for much more
than the market was providing to the athletes, parents, and
coaches. Hence, the most comprehensive offering was
born. Four key areas were identified as the main focus
including apparel, equipment, fundraising, and
performance. Doug says “We view ourselves as the most
thoughtful company in the athletic community, taking care
of youth sports teams with our comprehensive holistic
solutions and world-class service”. Further, he says “We
strive to be the single recognizable choice of teams who
have a quest for development and/or winning.” He adds,
34 |July 2019
“The first ten years of this company have focused on
providing superior customer service and a fervent devotion
to changing the conversation around sports. We are looking
forward to what the next ten years will bring.”
Since the very beginning, Doug Dickison recognized that
the industry was also lacking a focus on holistic
development. The need for a more all-inclusive approach to
address athlete needs resulting in the creation of Complete
Athlete®360. It is a holistic, customizable development
program led by a best-in-class team of experts proficient in
various facets of personal development in areas often
overlooked in youth sports. The goal of Complete
Athlete®360 services is to develop successful teams and
organizations by helping to create winning cultures,
respected leaders and connected people.
The Complete Athlete®360 approach allows these experts to
embed themselves in a team or organization’s culture and
become a part of it. They get to know people and make
personal connections. This allows them to provide a lens for
the leaders to help reinforce their goals and develop their
own people. These services are then customized to meet the
specific needs of each client. The Complete Athlete®360
team of professionals collaborates throughout the entire
process to ultimately deliver transformational, sustainable
results.
That sentiment is echoed in this customer’s recent
experience with Destination Athlete®:
“Wanted to let you know both the girls and boys team as
well as us coaches are thrilled with the teams’ new
clothing! Most importantly, I would like to let you know
that, hands down, you have been the best company that I
have ever worked with in almost 30 years of coaching!
Great products, great artwork, speed in delivery and
awesome communication made this experience with
Destination Athlete® wonderful! We look forward to
working with you through the years.”
~Mike Schiavo, Mainland swimming
www.insightssuccess.com
Turning Consistency into Achievement
In his experience as a small business owner, Doug’s
unwavering belief in the business is the key to his success
along with a good business plan and a full understanding of
the economics of the market. Destination Athlete® is now a
national company with 96 franchises in 17 states and
continues to grow. For the fourth year in a row, Destination
Athlete® has been named a Top 500 Franchise ranked #216
by Entrepreneur Magazine. Each year Destination
“ “
Athlete’s® ranking has continued to climb. This positive
exposure has given prospective entrepreneurs the ability to
see the value in owning their own Destination Athlete®
business. It allows them the opportunity to combine their
passion for sports with a rewarding career in the ever-
growing youth and high school sports industry.

Testimonials
“Complete Athlete®360 is truly an all-inclusive program
designed to help our entire community reach their optimal
performance goals. Whether on the field, in the classroom,
or out in the world, we are better prepared to engage in and
reach our full potential” ~Meredith Santowasso, Director of
Summer Programs, Rutgers Preparatory School

“We chose to partner with Complete Athlete®360 because of

the depth and quality of the programs it offers and its top-
notch professionals with whom we can work. We have had
an excellent experience and are excited about the
development it has and continues, to offer our coaches and
students.” ~Jan Hathorn, Director of Athletics, Washington
and Lee University

www.insightssuccess.com July 2019| 35

Can a business
thrive in the age of
continuous innovation?
— By Bea Tartsanyi, Innovation Lead Endava
The short answer is simple: yes–by
con nuously accelera ng progress
against your innova on agenda with
your highest focus on execu on.
But let’s take a step back and look at
this from a wider perspec ve.
The fourth industrial revolu on,
emerging technologies, high growth
disruptors from le , right and center,
and changing customer expecta ons
are now the norm–and we all know
con nuous digital transforma on
and innova on need to become core
skills in business to cope. It is now a
fact that failing to quickly address
digital disrup on will result in
ground lost to compe tors and
disruptors.
36 |July 2019
For some, this might seem like a
daun ng challenge because they
don’t know how to go about it.
However, the good news is that you
don’t need to do it alone. With
expert guidance and acquisi on of
the right skills, organiza ons can
accelerate innova on and deliver
business value at speed.
I see innova on as a con nuous loop
of ac vi es; where long term
strategic wins will be made out of
smaller, quick wins by following an
agile cycle of discovery, tes ng, and
itera on.
But effec ve delivery of these
ac vi es requires building a different
set of skills–exemplified through
curiosity, crea ve problem solving,
empathy, ability to understand and
interpret technology trends, or
ap tude to choose and apply the
most fi ng innova on
methodologies. Some might
naturally possess these skills, and
some might need to build them over
me. But any business focused on
remaining relevant–let alone
thriving–in the age of con nuous
innova on should consider star ng
this process sooner than later.
Successful innova on programs need
to stand on the right building blocks:
Strategy
Build the founda on on which
innova on can thrive. Understand
your current situa on, ar culate
www.insightssuccess.com

your future state, and develop a
roadmap that will take you there.
Spending the right amount of me
here will help you avoid the
“innova on theatre syndrome”.
www.insightssuccess.com
Execu on
Think about the tools,
methodologies, processes and skills
your team need for rapidly churning
out ideas and turning them into
reality.
Pitching Success
Scale
Determine how can you drive
progress through the en re
organiza on and shi from an old
failure-prone, siloed mindset
towards a more collabora ve and
July 2019| 37
entrepreneurial culture with a "fail fast, learn quickly”
mentality.
These building blocks are equally important; however,
the most cri cal element you need to secure is having
expert capability to execute ideas, as this will deliver the
biggest impact to your program. A master at bringing
innova ve ideas to life, Steve Jobs had a proven angle
on this challenge:
“To me, ideas are worth nothing unless executed. They
are just a mul plier. Execu on is worth millions.”
Once you are ready to get started, here are a few
addi onal principles to bear in mind:
Ÿ Start small: before you a empt to scale your
program, run a few smaller projects. Draw on key
learnings, iden fy what went well, and what could
be improved. Even at this early stage, choose
projects which are aligned with key company
objec ves, so you can demonstrate how your
innova on efforts and investments are helping to
accelerate solu ons to key business problems.
Having this connec on will support your funding
discussions.
Ÿ Understand the problem: before you begin idea ng
on poten al solu ons, ensure you properly
understand and unpack the problem from both the
perspec ves of customer need as well as an internal
business problem.
Ÿ Build dedicated cross-func onal teams:
collabora on and cross-pollina on of diverse
exper se and individual perspec ves will create
exponen al returns on innova on investment. Select
members whose disciplines are germane to your
problem (business knowledge, UX, technical delivery,
etc.) and make sure to keep the team lean. “Small
38 |July 2019
but mighty” works best.
Ÿ Explore the “art of the possible”: don’t get stuck in
the here and now. Dare to dream up the future and
find clever and quick ways that can help you test
your assump ons.
Ÿ Prototype, test, prove, iterate–and do it as quickly as
possible: instead of was ng money on years of
development only to find the solu on you were
working toward is no longer relevant, find quick ways
to prototype your idea and test it with end users as
soon as possible. Draw learnings, make changes, and
do it again.
Ÿ Consider the path to produc on: involve senior
stakeholders early on. Don’t surprise your IT security
and architecture teams with your shiny new project a
day before you want to launch. Plan for how your
pla orm can scale, from a system and support
perspec ve as well as the staffing overhead required
to sustain it.
The exci ng thing about innova on is that it never
ends. Pay a en on to incremental innova on to
keep con nuously improving your core proposi on,
while at the same me think about the "art of the
possible". Push your boundaries and exploit
technological innova ons and new business models.
Successfully caring for and combining these aspects
will posi on your business to thrive in the age of
con nuous innova on.
Ar cle originally published on the Endava blog on
February 4th 2019
www.insightssuccess.com
Figurella
Rejuvenating the ‘B’ in the Beauty
I n this growing world, Fitness should be admired and
prioritized by every individual. As obesity is causing
many major problems to many women, it has became
necessary to approach significant methods for fit and a
healthy body. Figurella understands such need and offers
result-oriented methodologies to combat the weight loss
problems in women. With such a great initiative, the
company is flourishing in all the direction with a vision to
make a difference. Moreover, it is also expanding and
planning to open the next 50 locations in the next five
years with an objective to facilitate as many women as
possible.
Insights Success appreciates contribution made by such
organizations and feels pride to feature Figurella in its
special edition “The 10 Best Franchises to Open 2019”.
Spreading Awareness through a Brand
Figurella has well being through commitment and results.
It’s mission is to offer women a scientifically and naturally
based weight loss method, personalized to fit a person’s
specific needs with guaranteed effective and efficient
results. It believes in the power of results giving it the first
priority. It states that the company is deeply committed to
its customers and the pursuit of their goals and dreams.
Being a lifestyle brand, Figurella focus on quick fixes by
going above and beyond the industry. The company
believes in the power of results, above anything else. It is
deeply committed to its customers and the pursuit of their
goals and dreams.
Figurella allows a uniform reshaping of the female figure
through utilizing naturally and science-based system that
allows the body to lose the inches excessively and to tone
specific areas, different for each individual.
The method uses 2 main technologies:
BUBBLE
As per company’s insights, during the movements in the
bubble, the muscle contracts and exerts pressure on the fat
cells. Once the fat cells are compressed, smaller particles
of fat are released into the extracellular space found in the
40 |July 2019
area, which need to be eliminated immediately, otherwise
they are reabsorbed by the surrounding cells via osmosis
remaining in the body.
Figurella is able to interrupt this vicious cycle by calibrat-
ing the temperature in the Bubble. An enzyme called
lipase, at an established temperature of 98.6°F/36.8°C,
intervenes in the process of metabolizing the smaller fat
particles that had been expelled. The blood and lymphatic
system take care of transporting these particles to our
kidneys which takes care of finally expelling them.
OXYGEN
It also stated that the oxygen bath allows the company to
accelerate the fat and toxins removal from our body, it also
purifies the body in general. The oxygen permeates best
when the skin is humid, which allows for a complete
transportation of the oxygen molecules to the rest of the
body. An oxygen bath for up to 72 hours provide lots of
benefits to the body. By attending at least 2 sessions each
week, there will be a gradual decrease in inches in the
desired areas of the body and the level of oxygen in our
body is constantly maintained, which in turn helps speed
up our metabolism.
Steps for being ahead of Competition
With more than 35 years of experience, Figurella® is
offering exclusive service as they claim to be authentic and
one step ahead of competition. It utilizes natural methods
inorder to reach their desired goals and also offers fast
return on investment. It claims that any businesses can be
successful with relatively low numbers of customers.
Below are some additional points that shows how
Figurella® is tackling its competition:
®
Ÿ Exclusive service, Figurella method is unique and it
does not have a direct competitors.
Ÿ More than 35 years of experience.
Ÿ Fast return of investment.
Ÿ Business can be successful with relatively low number
of customers.
Ÿ Use of natural methods to reach the desired goals.
Ÿ Business can generate revenue with relatively low
number of employees.
www.insightssuccess.com
 “
Women well-being through
commitment and results.“

CRISTINA LELLI
President
Figurella
Ÿ Training and network are part of the know how of the
owner and not of the employees.
Ÿ Training and certification is always offered by
and any other possible life change affects women
Figurella® Corporation.
physically and emotionally. She states that Figurella is not
Ÿ In the royalty is included unlimited maintenance of
incepted to only support the fitness aspect but also the
parts.
psychological well being of members. The clients find a
Ÿ Italian appeal of the brand in a foreign country.
family in company’s teams that will always welcome them
with a smile and a positive attitude.
A Glimpse about Figurella
In 2012, Figurella® introduced its method to the United
Testimonials:
States. With over 350 locations in 20 countries worldwide,
“I did my first session today in South Beach location and
it is the largest women’s only fitness center and spa.
had an amazing experience.The staff is very attentive &
Indeed, it have 200 centers in Italy, about 50 in South
knowledgeable, & the studio has more of the spa feeling.
America, and more in the rest of Europe. The company
It's definitely not your average workout experience, it's
also states that it owns around 7 locations in South Florida.
simply another level of feeling good while taking care of
your body & soul. It felt so good knowing that my whole
The Figurella® model is a fixed retail location providing
body is getting precious oxygen for entire 15 min while
personal training sessions and health guidance that provide
being in oxygen capsule. Highly recommend it to all the
a wide range of variance to the benefit of the members. The
women who love themselves enough to have this amazing
operating model is simple in nature and operational
spa like workout experience. The manager takes care of the
complexity, but delivers an extremely diverse and high-end
clients with such a great positive energy and beautiful
experience to their performance-oriented customer base.
smile on her face.” - AGATA
Into the Shoes of the Leader
“Truly amazing, at first I thought wow a bit pricey but it is
She lives for Figurella. She is hands-on and active in the
definitely worth it. I’m down 20” and 15 pounds in 2 1/2
locations on a daily basis and what not. She is Cristina
months, the staff Caterina Sarah and now Julia are
Lelli, President of Figurella Being the President of
motivating and supportive. I look forward to working out
Figurella, Cristina Lelli has taken the company to a
and the meal plans have been super helpful with my weight
recognizable stature.
loss!” -KARINA
Being a woman that has been through all the possible life’s
challenges, she effectively understands and gives the best
suggestions to each one of her clients. It is been empha-
sized by the company that hormonal changes, pregnancies

www.insightssuccess.com July 2019| 41

GoliathTech Inc.
An Unequalled Offering in Piling Solution
T he strength of a construction depends on how strong
the foundation structure is designed. Construction is
a challenging industry, where everything is related
to planning and erecting of physical formation with
specified skills. When building any type of structure, piling
is the basic but also most essential part of the construction
since they support the structure and transfers the load of
building at a deeper level. GoliathTech Inc, a helical screw
pile solutions provider combines advanced technology with
modern engineering to strengthen construction projects and
support residential and commercial construction projects for
a diverse clientele.
In an interview with Insights Success Julian Reusing,
CEO of GoliathTech, Inc. shared information about the
company’s cutting-edge solutions and its potential future in
construction industry.
Below are highlights from the interview conducted between
Julian and Insights Success:
Give a brief overview of your company and its vision.
Julian Reusing is an accomplished entrepreneur. He has
founded and owned a few companies in the past (1994-
2011) to today:
Ÿ Founder and shareholder of ISI Connect (cabling
company);
Ÿ Founder and shareholder of Memory Experts
International (MXI) Inc.
Ÿ Founder and shareholder of GoliathTech Inc.
Les Pieux Goliath Quebec, Canada Corporation was
founded on June 15, 2004. Julian Reusing (CEO) purchased
this manufacturer of helical piles in 2013 and created
GoliathTech Inc. GoliathTech Inc. is a manufacturer and
franchisor of installers of helical screw piles. It has
42 |July 2019
combined strength with know-how to offer the best piling
solution to support a project. It is a strong, safe and
innovative company that never stops improving so that one
may benefit from unequalled quality products and services.
GoliathTech Inc. is the leader in engineering, design,
manufacture and distribution of helical piles. GoliathTech
Inc. has a wide range of applications within the field of
construction, foundations, housing, solar, underpinning,
signage, decks, swimming pools, agricultural infrastructure
and so on. It operates with over 200 open franchise units
globally. The network of franchisees does more than merely
carry out simple tasks; they put their vast experience to
work to guarantee optimal anchoring of each pile.
GoliathTech Inc. carries over 1500 constructions projects
every single month
What are the cutting-edge products/services offered by
GoliathTech?
Helical piles are faster to install and have a higher bearing
capacity. Helical piles are drilled into the ground and will
not destroy the land around your project as there is no
excavation required. GoliathTech manufactures screw piles
using high quality recycled steel. This conserves natural
resources and energy and reduces the overall carbon
footprint. Screw piles are also useful for the support of
temporary structures since they can be removed and reused
with little to no change in structural integrity. This is very
different from a driven pile or drilled shaft or a grouted
anchor which are often just abandoned. Some screw piles
have been in place for several years, have been removed
and reused at another site.
GoliathTech manufactures 100% of their products in the
North American factory. GoliathTech has many different
types of heads to suit any project. The engineering team can
draw and have GoliathTech produce any custom heads
needed.
www.insightssuccess.com
 We manufacture, we design, we“
distribute, we support (engineering,
customer support) all our
“
GoliathTech Franchisees worldwide.

The GoliathTech product is fully galvanized from top to

bottom including the leveling head and the bolts. The piles Julian Reusing
are thermally protected against frost with polyurethane
insulation to protect against heaving.
CEO
GoliathTech Inc.
GoliathTech is the only screw pile company that offers piles
with engraved lot numbers and to allow for traceability of
our product. We know exactly what pile comes from what
lot even once it is put in the ground. We have traceability Ÿ Canadian Welding Bureau: CWB
right back to the mill report from the steel suppliers. Ÿ Canadian Franchise Association (CFA)
And many more
Give a detailed description of the
Founder/CEO/Management’s contribution over the GoliathTech Inc. owns utility and design patents in Canada
company and the industry. and the U.S.

Having grown multiple companies in multiple industries,
from zero up to the global leader in every industry he
played in, the CEO of GoliathTech has brought to this
industry a high-tech approach to this industry. The founder,
Julian Reusing, has brought the company to one of the
fastest growing franchises globally in 2018.
What are the special franchisee strengths that make
GoliathTech unique from its competitors?
Describe the experiences, achievements or lessons learnt
that has shaped the journey of the company.
From the expansion of our franchise chain from 0 to over
200, we encountered all kinds of challenges and had to lean
to learn to open 2-3 locations every month smoothly! From
screening out ideal candidates to expanding internal support
systems at a hyper pace we have mastered the art of
opening new franchises without problem.

GoliathTech Inc. is building code compliant in every
country we operate in globally. The company has a wide
range of certifications and it is continually searching for
new ones that would be pertinent to our product and
installations.
Where does GoliathTech see itself in the long run and
what are its future goals?
We see ourselves as the global standard defector of helical
piles and trend setter.

Ÿ Certified ISO 9001:2015 (Quality management)

Certificate number: Q101242
Ÿ Certified ISO 14001:2015 (Environmental management)
Certificate number: Q101242
Ÿ CCMC #13675-R Certified
Ÿ ICC-ES Certification ESR-3726
Ÿ American Welding Society: AWS D1.1

www.insightssuccess.com July 2019| 43

Signal 88 Security
Providing Peace of Mind

S ignal 88 Security offers a full

suite of world-class and
industry-leading security
services with a mission to make
businesses and communities more
propose a generic solution, but instead
one that is tailored to the needs and
desires of the consumer. Following, are
the flagship services of the company,
which combines prominence and cost-
Assisting in Every Step

Signal 88’s services, and franchisees

secure.
The vision of Signal 88 Security is to
provide an innovative approach to
security services for residential,
commercial, and industrial clients. This
is based on a fundamental belief that
safety is a basic human right and need.
Their vision statement is “we’re here
to provide peace of mind to pursue
passion in life.”What this really means
is that the company recognizes that its
clients have a purpose, which they can
only fulfil if their physical environment
is safe and secure. A healthy and safe
environment gives neighbors and local
organizations the opportunity to
prosper. Signal 88 is guided by a set of
core values: Passion, Honesty and
Integrity, Relationships, Serving, and
Learning.
effective security solution together.
Mobile Patrol: Signal 88’s unique
mobile patrol model is proactive, not
reactive. The presence of a trained
officer behind the wheel of a high-
visibility SUV deters crime and gives
the community the peace of mind they
deserve.
Industry-Leading Technology: Signal
88’s state-of-the-art 88Edge
technology helps officers patrol safely
and effectively. Their digital reports –
including photos, videos, and GPS data
– are always available to the clients for
total accountability. The clients have
access to online dashboards where they
can customize workflows for their
properties.
are able to provide customized
solutions based on territories. Instead
of large companies providing standard
services across the country, the local
owners are more in tune with their
communities, thus can offer
customized solutions with an advanced
level of customer service to their
clients.
On a franchisee level, Signal 88 is
proud of the fact that over 80% of its
owners are from either military or from
law enforcement department. Their
passion to protect their communities
make them great operators and partners
for their clients. The franchise
headquarters provides franchisees with
sales support, payroll processing, lead
generation, telemarketing and email
campaigns, marketing and website
support, an industry-leading

Fully Customizable Solution

Signal 88 provides a niche service, so

they know that a single approach can’t
be applied to every property or
situation. The promise begins with first
listening to the customers’ need and
learning the desired outcomes. This
helps to create a customized solution
unique to the customer, property, and
personnel’s needs.

The next step is to conduct a full site

assessment, bringing in the expertise
and recommendations of the Signal
88’s trained staff. The company won’t

46 |July 2019 www.insightssuccess.com

 “
Devotion to service is at the
very core of the people who
wear our uniform.
“
technology platform, in-house financing, and much more so
that the owners can focus on what they do best.
The Visionary
Reed Nyffeler, CEO of Signal 88 Security, was
instrumental in introducing and developing the franchise
model to the company and industry. Serving as its Chief
Executive Officer, Reed oversees the overall direction and
vision of Signal 88. He also manages the research &
development, administrative duties, sales and marketing
strategies, and general operations. His vision is key to
bringing in new franchise owners, and as the network
grows, his vision remains constant. He continues to
introduce new ideas that helped the company scale and
increase profitability for the franchise owners. Prior to
Signal 88 Security, Reed played a crucial role as the
Regional Sales Manager at Black & Decker in the Midwest
and later became the National Sales Executive for a
prominent holiday lighting distributor and developed the
distributorship program.
Keeping Values as Asset
According to the Signal 88 “The most important lesson
learned is to have a clear vision and always remember your
core values while living out that vision.” The company’s
www.insightssuccess.com
Reed Nyffeler
CEO
Signal 88 Security
core values of Passion, Honesty and Integrity,
Relationships, Serving, and Learning have shaped how it
does business every day and continues to guide its growth.
Drawing the Future Roadmap
Signal 88 Security strives to be the largest physical security
company in the world. Although it has some ground to
make up, the company has grown rapidly and is confident
that the franchise model sets it up for long-term, sustainable
growth. This is easily seen with consistent double-digit
growth year over year and new national partnerships
coming to fruition constantly.
Testimonials
“Best technology in the security business, well-managed,
and ALWAYS professional.” -Jamal Powell, Fort Myers,
FL
“Our residents are familiar with a number of the staff on a
first-name basis, which adds to the level of service, security,
and overall resident satisfaction.” -Kip Rasmussen,
Denver, CO
July 2019| 47
 T echnology, technique—name it,
the world has bestowed some
remarkably adaptive
implications and stimulated them into
becoming a global brand. Yet, many
organizations are striving to attain the
full benefits of being a globally
recognized brand. To stretch out
confinements, various organizations
often offer franchise licenses to
franchise owners in potentially
profitable regions for acquiring a better
customer approach. Instead of starting
from a scratch, an individual can
purchase a franchise and start with a
proven business model that has a more
probability of achieving success.

With adequate management and

guidance, one can easily flourish in the
business world. Franchise business
strikes down certain hardships and
struggles that might be faced in the
start-ups. Choosing franchise

48 |July 2019 www.insightssuccess.com


businesses over a start-up could prove
as a better idea, as it has more fruitful
benefits that of any initial-staged
businesses.
An Established Open System
Unlike any start-ups, a franchise
business allows an individual to carry
out the operation directly from the
established foundation. From brand
cultivation and marketing to future
plans and customer base, a new
franchise owner is blessed with almost
everything. An outlet of a franchise
ensures the idea of following the
similar business modules and
operational methods can be more
effective. And, implementing some
new tweaks in such absolute aspects
makes the task easier for a distributor.
In addition, it also allows professionals
to overview the business reports and
key performance indicators which aid
www.insightssuccess.com
one to adapt and make appropriate
business decisions. Besides, a strong
support system is often a necessity
rather than a want. It supports an
individual in maintaining balance
between both independent ideologies
and the brand’s business modules. The
support mostly includes the vast
knowledge about the franchise and an
expertise outlook on products. With
such system, many new business
personalities can perpetually sustain in
the massive markets.
Less risk factor and Higher Success
Rate
One of the primary concern factor and
the misconception in franchise
business lies within the limitation of
autonomy. Unlike individual
enterprises, a franchise business might
be facing some problems regarding
receiving a full scale autonomy which
can be overruled thereafter. It requires
Franchise Ecosystem
compassion over choosing a franchise
which is more suitable with a
purchaser’s business ethics. This
reduces the risk of being dominated by
franchisors and other investor entities
and helps in drafting own rules to
follow on.
Though a franchise comes with a well-
established platform, it does require
consistent efforts on bringing the
organization upwards. According to
various reports and facts, it has been
also stated that the success rate of
franchise business is quite higher than
an independent entrepreneurial
venture. As franchisees operate under a
systematic business model, they get an
indirect training in marketing as well
as staff handling. With a large-scale
marketing, the franchisees can
promptly attain more customer
attraction resulting into a higher
growth rate.
July 2019| 49
Instant Customer Access
Customer engagement is one of the
most crucial and difficult processes in a
business to bear. To gain more number
of customers, an organization has to
invest their time and efforts on
processing various marketing aspects.
In case of franchise business, the odds
are quite similar but with fewer efforts.
As most of franchise brands have a
national or a global recognition,
franchisees are required to contribute
into a “marketing budget” through
which the parent companies could
process out an extensive promotion
campaigns. Meanwhile, franchisee can
also start an independent campaign in
order to gain instant customer
engagement.
50 |July 2019
Below are some methods through
which franchisees can uplift the
business, independently.
Focusing on target audiences—instead
of exaggerating over customer
approaches, one can narrow down the
target audiences to highly qualified
prospects. It allows business owners to
concentrate and come up with best
prospects to deliver.
Return-policy—being the most
traditional and effective way to attract
customers, utilizing return-policies in
franchise business will aid the
franchisees to get better customer
approach. Providing something in
return and offering various schemes
helps in creating an adverse marketing
network.
How Franchise Business works?
Quite a few requirements are needed to
be fulfilled by a prospective franchisee
owner in order to get qualified for
licensing the brand’s name. The
qualification requirements significantly
vary from one franchisor to other. It
often includes maintaining a higher net
worth and a good credit score for a
larger initial investment. In addition, a
franchisee must be having another
source of income also an
industry/management experience for
guiding business effectively.
Subsequently considering all the
factors, the franchisor determines
whether the prospective owner is
worthy enough to be qualified for the
business or not.
A Franchise agreement includes certain
sets of terms which are required to be
followed by the franchisees. After
being qualified, an individual signs an
agreement where he/she has to pay a
franchise-fee in order to acquire the
license to use the brands name and its
business processes. Simultaneously,
the franchisor assists franchisees with
allocation, supplier connections, store-
management and staff training.
However, it also bestows various facets
like specific tested operating system,
with creative marketing strategies.
Initially, the opportunities of
implanting reinvention in franchise
business are narrowed down as the
focus of a franchiser is on delivering a
consistent experience across all the
locations. A multiple franchised
locations, a franchisee can easily attain
increased purchasing power. Also,
Franchise business allows business
persons to be flexible to try new
products or services in order to test in
the real-time market scenario. Thus by
considering above aspects, it can be
concluded that the franchise business is
most secure and best option to
invest in.
www.insightssuccess.com
Wild Birds Unlimited
An Exceptional Offering Accompanied
with Love and Care

P eople all around the globe love to observe birds in

their natural habitat. The recreational pleasure of
bird watching and feeding them has grown
tremendously and become a popular way of pastime.
Feeding and watching bird behavior are also considered as
a mind relaxation therapy. In the USA, 81 million people
feed the birds and watch wildlife around their homes. Wild
Birds Unlimited is a specialty retail franchise, catering to
these nature lovers by offering quality bird food products
with expert advice about birds, nature and other backyard
creatures.

In an interview with Insights Success, WBU revealed the

insights on its offerings and how WBU is improving its
customers experience with every purchase of high-quality,
fresh bird food.

Below are highlights from the interview:
Give a brief overview of your company and its vision.
Wild Birds Unlimited was founded in 1981 when founder
and CEO Jim Carpenter decided to combine his passion
for birds and nature with his knowledge of retailing. The
first Wild Birds Unlimited franchise was awarded in 1983.
Now, with more than 330 locations throughout the US and
Canada, Wild Birds Unlimited has gained a loyal following
among bird feeding hobbyist and nature lovers. Wild Birds
Unlimited franchise store owners are the backyard bird
feeding specialists within their local community and a
premiere source for quality products, as well as local nature
information. Our retail product mix includes a wide variety
of bird food, bird feeders, bird houses, bird baths, books,
binoculars and nature-related products and gift items.
Our mission is to bring people and nature together and to do
it with excellence. Our vision is to bring joy into our
customers’ lives, by sharing our passion for birds and
knowledge about the hobby of backyard bird feeding. We
strive to fulfill our mission and vision every day, in every
store with each customer interaction.
What are the cutting-edge products/services offered by
Wild Birds Unlimited?
Wild Birds Unlimited is now offering FeederScaping™
Services to our customers. Our Certified Bird Feeding
Specialist™ will travel to a customer’s home, evaluate their
yard and provide recommendations on the bird food,
feeders and accessories that are designed to enhance the
customer’s backyard bird feeding experience. Our
Specialist will then properly locate and install the bird
feeding products selected to create a beautiful bird feeding
environment in their yard. Our Specialist will evaluate each
customer’s yard and create a plan to enable them to attract
the widest variety of attractive songbirds. We bring more
joy into our customer’s lives by offering them trusted local
advice and FeederScaping Services in their own backyard!
What are the special franchisee strengths that make
Wild Birds Unlimited unique from its competitors?
Shopping your local WBU with our Certified Bird Feeding
Specialists ensures that you are receiving local hobby
expertise. They know your local birds, their favorite foods
and what bird feeder is best to offer that food in.
Give a detailed description of the
Founder/CEO/Management’s contribution over the
company and the industry.
Jim Carpenter is the Founder, President and CEO of Wild
Birds Unlimited. In 1981, he opened the first WBU

52 |July 2019 www.insightssuccess.com

 “
We bring people and nature
together and we do it with
excellence.
“
location, a 700 square foot retail shop on the north side of
Indianapolis, Indiana. By 1983, he began franchising the
concept, which has grown to more than 330 locations.
Carpenter has also developed many high quality bird foods
including bird seed blends and Jim’s Birdacious® Bark
Butter®, the #1 bird food on the market for diversity of bird
attraction with 149 species of birds observed dining on it.
Bark Butter is a spreadable suet that can be easily smeared
on a tree or a Bark Butter Feeder.
Where does Wild Birds Unlimited see itself in the long
run and what are its future goals?
It is clear that the next five years will determine the winners
and losers in retail, both online and in brick and mortar
locations and all combinations of the two. Every retailer
will need to be relentless about being customer-centric. The
customer will decide who, where, when, and why. So we
must understand that meeting the needs, desires and
aspirations of our customers is the key to success. Serving
the needs of people is the real goal of retail today and it’s
how to be successful.
Give us a few testimonials of your clients that accurately
highlight Wild Birds Unlimited’s position in the market.
“Frankly, it was my wife’s idea. We recently moved into our
www.insightssuccess.com
Jim Carpenter
CEO
Wild Birds Unlimited
home and needed to redo the backyard. My wife suggested a
bird feeding station and a butterfly garden,” stated Ken. “I
am surprised at how much I enjoy watching the birds. I am
very happy with how well the feeding station turned out.
Brian, owner of the Jacksonville store, is so professional
and very caring about the services provided, to the extent
he came back out to ensure the water mister feature was
working properly.” Ken Weinstein of Jacksonville, Florida
recently purchased a bird feeding station, installed through
the FeederScaping Services offered at his local Wild Birds
Unlimited.
“The best thing about Wild Birds Unlimited that people
need to understand, yes it’s true you can buy bird food from
anywhere, but it will not be the same quality as from WBU
and you will not have the same friendly experience as you
will get at WBU. I’ve been feeding birds for years. I’m 47
so you can figure that’s a long time. I’ve always had more
birds and more of a variety of birds when I feed them WBU
food. Even my neighbors tell me how much they enjoy
watching the birds that come to my feeders. They live right
across the street and said they could never get birds like me.
I tell them it’s all do to WBU!” Very Satisfied Customer,
Tulsa, OK.
July 2019| 53
Stellar’s Vision

Ms. Nin Desai

President & CEO
NIN.VC

in the

Venture World

A s of 2017, 6% of the venture capitalists were

women and only 2.7% women owned businesses
received venture capital funding. Being a VC in
this startup economy, where 90% of startups fail, is a tough
job. However, it has noting to do with gender.
“Hi. I am Nin Desai. I head a crowdfunded technology
venture capital firm, NIN Ventures (or NIN.VC). We invest
in Series A & B rounds of disruptive technology
companies.”
While there are number of factors responsible for success in
the venture capital industry including timing and luck, top
of that list is a disruptive technology. A disruptive
technology is an innovation that changes the way an
existing industry functions and also helps create a new
market and value network, displacing an earlier technology
or a way of doing business.
E.g. 3D printing has been used for rapid prototyping and is
being applied in a number of industries today, including

54 |July 2019 www.insightssuccess.com


manufacturing, automotive, consumer, aerospace, defense,
and especially healthcare. As the accuracy and materials
market have improved, the medical space shows great
potential for this technology. There are about 114,000
people currently on the organ recipient list in United States;
and only 34,770 transplants were performed in 2017. Every
10 minutes a new person is added to the waiting list and 20
people die every day because they cannot find a right organ.
What if 3D printing tissues can help save some of those
lives?
Every sector at some point is up for disruption. E.g. Ad
Tech. Over time as consumer behavior patterns changed,
Digital has now replaced Traditional Television. People are
now spending more time on their personal devices like
phone, tablets, & PCs. An average American spends about 3
hours everyday on their personal devices, and this is the
first time, the time spend on personal devices have
surpassed time spent watching Television, which is a big
change and opportunity for the Ad Tech Industry.
E.g. 4th Industrial Revolution. We stand on the brink of a
technological revolution that will fundamentally alter the
way we live, work, and relate to one another. In its scale,
scope, and complexity, the transformation will be unlike
anything humankind has experienced before. The First
Industrial Revolution used water and steam power to
mechanize production. The Second used electric power to
create mass production. The Third used electronics and
information technology to automate production. Now a
Fourth Industrial Revolution is building on the Third, the
digital revolution that has been occurring since the middle
of the last century. It is characterized by a fusion of
technologies that is blurring the lines between the 3D, 4D,
digital, other smart and biological spheres.
However, great ideas and technology needs to be backed by
a solid revenue model in order to attract customers as well
as attain profitability for the company to be an attractive
investment opportunity for a VC. E.g. our new initiative,
Total Capitalism. A startup needs an ecosystem to thrive
upon, thus it is very important for a company to understand
the market dynamics, its impact on their industry, product,
and also have a good understanding of the competitive
landscape in order to achieve long term success. A
disruptive technology needs to scale and a through analysis
helps gage those risk and rewards.
A CEO is the captain of the ship; and at NIN.VC we start
with an entrepreneur because entrepreneurs build
companies and not the other way around. Some of the
qualities VCs look for in an entrepreneur are ability to
dream big with ideas that scale, certain personality traits
and work ethics like being focused, disciplined, and hard
working. It’s important to have industry expertise and
knowledge or surround yourself with people that
www.insightssuccess.com
About the Author
Ms. Nin Desai, the President and CEO of
NIN.VC, is an experienced fund manager
and a technology geek. Her sweet spot is
investing in disruptive technologies. Ms.
Desai has been awarded 2015 CEO Of The
Year – Illinois, for innovation and
contribution to the Venture Capital &
Private Equity industry by Acquisition
International magazine and Private Equity
Fund Manager to Watch for 2017 by
Corporate America. She has been featured
in VentureBeat, Chicago Tribune, Chicago
Sun Times, Forbes, Inc, WGN’s After Hours
with Rick Kogan, NBC Weekend Web with
Charlie Wojciechowski, Bloomberg’s
Taking Stock, Crowdfund Insider, and CIO
Review to name a few.
Ms. Desai’s experience spans all facets of
mergers and acquisitions, and corporate
finance including public offerings and
private placements. She is a Microsoft
Certified Systems Engineer (MCSE) and
has a technical diploma in E-commerce by
IBM, holds Series 7 and 63 licenses from
NASD, and is a B.B.A and M.B.A in
Finance/International Business from
Loyola University of Chicago. She recently
attended a leadership program in Private
Equity and Venture Capital at Harvard
Business School.
compliment. However, flexibility and choices an
entrepreneur / the team makes determines the future of the
company. An amazing entrepreneur with a disruptive
technology, a solid revenue model, and good understanding
of the competitive landscape goes to vain, if the company
does not communicate effectively or has a good execution
strategy.
Venture Capitalists are known to invest in unicorns that
prove to be home run for their LPs and while there is no
secret recipe for success, hope this helps in understanding
the art and science behind each of that investment.
July 2019| 55