INTERNATIONAL MARKET UPDATE
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- Ralf Cole
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1 INTERNATIONAL MARKET UPDATE Where Is The Action Globally? What Are The Global Franchise Trends? Barriers To Entry From Laws To Customs IFA Member Success Stories & Potential Pitfalls
2 OUR ILLUSTRIOUS PANEL Bill Buckley President Coffee News Bill Edwards CEO EGS Jason Zickerman President and CEO The Alternative Board
3 WHY US FRANCHISES ARE ATTRACTIVE TO BUYERS IN OTHER COUNTRIES Brands Systems and Processes Training Support Marketing Technology Planning Designed In California, Made in China 29 of the 50 Top Global Brands are US
4 HIGHLY DESIRED INTERNATIONAL FRANCHISE SECTORS Automotive After market products and services Education Children s, management, coaching Commercial Services - Facility management, cleaning, handyman, security, professional services Personal Services Handyman, maid, mobile, senior care and various types of personal care Specialty Food & Retail Mall anchor concepts, special clothing brands, theme brands, ethnic foods and special food brands
5 Most Desired Franchise Type By Country Most Desired International Franchise Types '1' Is Most Desired Country Or Region Education Food Retail Service 2011 Rank Australia Brazil Canada Urban China Colombia Hong Kong India Indonesia Ireland Japan Malaysia Mexico Middle East Philippines Singapore South Africa South Korea Spain Turkey United Kingdom USA Viet Nam Based On An EGS' 25 Country GlobalTeam Survey 2011 rank is based on GDP growth
6 GLOBALVUE - COMPARING COUNTRIES FOR 2012 NEW FRANCHISE GROWTH Expected Expected Political Country 2011 GDP 2012 GDP Inflation Risk Growth Growth (Stability) Brazil Chile Hong Kong India Indonesia Saudi Arabia Singapore South Korea Urban China Viet Nam Australia Egypt Mexico Russia Turkey Canada Germany Japan United Kingdom USA Ireland Italy Spain Country Ranking: 1 is good, 2.5 is fair, 4 is worst Sources: ʻThe Economistʼ, EIU, Heritage Foundation, World Bank, Fraser Institute, IMF,World Economic Forum, EGS GlobalTeam in 25 countries
7 TOP FRANCHISE MARKETS FOR 2012/2013 Brazil Strong growth, high level of franchising China Focused on 1 st and 2 nd Tier Cities India Strong desire for food and retail brands The Middle East specialty food, retail, personal service Indonesia, Malaysia, Thailand, Viet Nam - niche brands South Africa, Turkey Other Latin America Chile, Peru Scandinavia and Eastern Europe
8 THE ALTERNATIVE BOARD Currently in five countries: United States Canada Scotland England Venezuela
9 BE PREPARED Whole country vs. partial country Master Franchise Area Developer Area Representatives Joint Ventures
10 BE PREPARED Understanding the country that you want to expand into, not just by what you read, but by what you experienced visit the country Make sure you understand: The economy The legal system The politics The country s understanding of your concept
11 UNITED KINGDOM EXPANSION Understanding franchising in the UK What this experience taught us Choosing your potential international partners Building the relationship between Franchisor and Master it really needs to work like a partnership Key reasons as to why the deal closed Be willing to modify the agreement as necessary Your Master Franchisee s key role in validation and future international expansion
12 GERMANY EXPERIENCE What we accomplished Deal structure Why a change of strategy became necessary How the diverse German cultures impacted our model
13 NEW ZEALAND We have a signed Letter of Intent Why New Zealand? The lead source that led us to the candidate
14 GREECE Why we are considering Greece What we ve experienced
15 Coffee News # 1 in Advertising Services 20 th Top Home-Based Franchise 17 th Top Low-Cost Franchise 31 st Fastest Growing Franchise 69 th Top Global Franchise Ranked in the Top 500 Franchises -Entrepreneur Magazine #18 of the Top 20 Franchises to Start -Forbes.com
16 HISTORY OF COFFEE NEWS Est. in 1988 in Winnipeg, Manitoba, Canada Founder: Jean Daum 1 st International Franchisee in 1995 in USA Over 80% of Franchises are now International International Franchisee now owns Franchise System Jean Daum, founder of Coffee News
17 WHY FRANCHISE INTERNATIONALLY? Ego Opportunity to Travel Internationally Expand Franchise Base Increase Revenues Protect Market from Copycat Businesses Brand Recognition
18 COFFEE NEWS AROUND THE WORLD Over 1000 units in 22 countries
19 INTERNATIONAL FRANCHISING CHALLENGES Legal, Language, Financial, Marketing, Political and Cultural Barriers Finding Qualified Master Franchisors and Franchisees Taxes, Export Costs, Customs, Regulations and other Business Barriers Training and Developing of New Franchisees Terminating Under-Performing Masters
20 COFFEE NEWS EXPERIENCE India, Mexico, South America Advertising Program New Franchise Development Planning Lending program to finance purchases Repurchase of Country Masters
21 INTERNATIONAL SUCCESSES Candice Daum, Canada Helen Fisher, New Zealand Sue Mazur, Australia Julian Marin, Spain
22
23 KEYS TO SUCCESSFUL INTERNATIONAL LICENSING 1) Focus on those countries that have the highest projected ROI for your franchise 2) Define and implement the best market entry strategy for your specific franchise 3) Define your clear brand differentiation 4) Find, fully evaluate and sign the right licensees to build a long term revenue source
24 QUESTIONS?
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