What Veterans Want to Hear in the Franchise Process

Military training is designed to change a person, reshaping how they respond to situations and how they work in a unit. As a result, military personnel often retire from service with a distinct set of values and guiding principles that carry into their civilian life. For veterans turned entrepreneurs, those same values will often have an effect on what they look for in a franchise brand. Terry Mollica, President of Anago Cleaning Systems, is a veteran of both the franchising industry and the US Army. He says one of the most important things a veteran will be looking for is a structured system. “The military, like a franchise, has rules, systems, manuals and training all set up,” Mollica says. “A veteran is used to structure. They’re used to having everything thought out and systematically done.” Another vital factor veterans will consider is the way a company conducts its business and treats employees and customers. Mollica came to Anago because he didn’t feel his former employer was fair to its franchisees. “I just didn’t like their business practices. People came in to buy a business and they weren’t treated the right way.” Likewise, Aire Serv franchisee and Air Force veteran Chuck Hess said the way Aire Serv treated their customers was what won him over. “Being former military, I was disappointed in the private sector - I thought something was missing,” Hess says. “After talking to Aire Serv, I found they also valued integrity and treating the customer right. They back up what they say, and a lot of companies don’t do that.” Camaraderie is also an advantage veterans look for in franchise systems. Hess operated his own business for five years before being approached by Air Serv. Joining a 200-unit system offered him the chance to network with fellow franchisees. “We talk to each other all the time,” Hess says. “I have a regional coach in contact with me at least once a month, and we have online meetings every month. The support we get from these guys is amazing.” With financing still hard to come by, the one perk that can seal the deal is a reduced cost of entry into the business. Mirroring a recent trend in the franchising community, Mollica says Anago offers a 15 percent discount on master territories. In addition to the IFA-sponsored VetFran program, many franchisors have enacted independent policies with similar benefits. “These men and women served their country and fought for our right to be free and own a business,” Mollica says. “We want to give them the opportunity to enjoy what we enjoy”