General Session Don t Let Financing Scare You
Rocco Fiorentino, CFE President & CEO More than 25 years of franchise industry experience Director and board member for Swiss Farm Stores and Saxbys Coffee Former multi-unit franchisee of Krispy Kreme Doughnuts for Pennsylvania, New Jersey and Delaware. Currently serves on the Board of Directors for the International Franchise Association (IFA) and Chair of IFA s Membership Committee. Past Chairman for the Multi-Unit Franchise Conference, and Member and Board of Advisors for the Multi-Unit Franchise Conference.
David Grams Chief Credit Officer 35 years of banking experience, most of which has been in commercial lending Bachelor s degree, two master s degrees, and doctorate degree while acquiring hands-on experience at Bank of America, Fleet Bank, Valley National Bank, and most recently at National Penn Bank Very specialized concentration and expertise in the various Government Guaranteed loan programs including the SBA 7a, 504, SLA, Express and Micro loan programs
Jennifer Beall Saxton CEO and Founder Tot Squad began as an idea CEO and Founder Jennifer Beall Saxton had while in business school at the Kellogg School of Management at Northwestern University. Originally founded in 2010 as CleanBeeBaby, LLC in Los Angeles, the company has been featured in national publications such as CNBC, Fast Company, Forbes, and Bloomberg BusinessWeek as an innovator to watch. Rebranded in 2014 as Tot Squad, the business currently serves Los Angeles, Orange County, San Diego and New York City and opened franchise sales in 2015 with the expectation to fully expand nationally, and even, globally..
Neal Courtney CEO Neal and Alexis Courtney became the franchisors of Cookie Cutters Haircuts for Kids in December 2014. Courtney spent nine years holding several senior management positions including CEO and COO with Famous Brands International, the parent company of TCBY Yogurt and Mrs. Fields Cookies, helping to drive profitable sales in all segments of the business. Prior to that, Courtney served in financial roles with PepsiCo and Kmart Corp.
How to attract more candidates? Your website Your team / sales process Your discovery day Financing
Is your brand ready for financial review? SBA Registry SBA free affiliation review Bank Credit Report Brand executive summary/whitepaper FDD: Issues Item 7 - Item 19 - Item 20 Business plan template
Reset Your Net Worth Requirements Where did they come from? How did it get there? Is it current? Is it a boilerplate or brand specific? Has it been pressure tested? Are working capital requirements sufficient?
Financing: In-House vs. Outsource What are advantages and disadvantages of each? Cost - Time - Resources How does financing fit into your current sales process?
LEARN ABOUT THE THREE MOST POWERFUL WORDS IN FRANCHISE MARKETING
Strategies for Success Partner with a funding source Proprietary Funding Programs Well Defined Processes Performance
SBA Financing Changes in SBA lending made to assist in franchise financing All loans under $350k are now processed as Small Business Loans Excess liquidity test has been removed New collateral requirements removes all available (particularly important for multi-units) SBA guarantee fee continues to be waived this year for loans $150k and under
SBA Financing 5 Steps to Success Adequate Liquidity (pre and post closing) Sufficient Outside Income (ability to cover living expenses) Appropriate Transferable Skills Strong Credit Story Appropriate Collateral Resources
Multi-Unit Strategies Retain as much of your current liquidity as possible. (Liquidity Liquidity Liquidity) Make sure your initial projections are reasonable and achievable. Be willing to inject a larger percentage of the project costs into a second location if the first has not yet reached sustained positive cash flow Be able to explain "why now" to the lender who wants to know why you want a second location if the first is not yet profitable.
When is your Zee ready for additional units? On target to hit your projections? Reached cash flow positive? If yes, have they sustained cash flow positive for 6 months? If "yes" to both - they may qualify for a business expansion loan with an equity injection of only 10% into the new location. If "no" they may still qualify for funding with a higher injection if they are on target with their original projections. Projected cash flow for the new location when combined with the existing cash flow from the current location must provide adequate debt service ability for the total debt of all locations.
401(k) Rollover Funding Retirement Account Rollover for equity injection and/or self funding Provides ability to pay self a salary from the retirement plan and therefore eliminate the need to include an owner's salary in the first year of projections for the new business Demonstrates to the lender access to additional working capital to get the business through the start-up phase if the business struggles early These have been strong selling points to lenders and a proven strategy to get more deals approved
Alternative Financing Securities Backed Lines of Credit Fast & Flexible Cost of funds Equipment Leasing When only equipment financing is needed Can be used in conjunction with above funding programs for greater flexibility
Questions?