1851

Co-Founder and Co-CEO of <a href="https://www.atproperties.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=where-its-at-2716556" target="_blank" rel="nofollow">@properties</a> <a href="https://www.atproperties.com/agents/1892/thaddeus-wong?utm_source=1851franchise.com&utm_medium=article&utm_campaign=where-its-at-2716556" target="_blank" rel="nofollow">Thad Wong</a> and business partner <a href="https://www.atproperties.com/agents/1462/michael-golden?utm_source=1851franchise.com&utm_medium=article&utm_campaign=where-its-at-2716556" target="_blank" rel="nofollow">Mike Golden</a> started the Chicago-based brokerage in 2000 as a startup — a David in a world of real estate Goliaths.&nbsp;Today, it has 40 offices and 3,300 agents and is growing. With more than $16 billion in sales volume in 2020, it's ranked as <a href="https://f.hubspotusercontent40.net/hubfs/6521591/2021-RealTrends-500.pdf?utm_source=1851franchise.com&utm_medium=article&utm_campaign=where-its-at-2716556" target="_blank" rel="nofollow">the largest real estate brokerage</a> in the Chicago area in sales volume and eighth largest in the country.&nbsp;&nbsp;But it looks like Wong is just getting started.&nbsp;That’s because in addition to company-owned offices in Chicago’s secondary home markets in Wisconsin, Indiana and Southwest Michigan, @properties has begun franchising, with franchise locations in LaCrosse, Wisconsin, Dallas, Indianapolis and Detroit and more on the way.“I believe that we can be the strongest brand in the country,” Wong said. “I believe we'll have international franchising and sales. I think that we offer a strong enough point of differentiation and solution with the best culture that we can be a dominant player in the market.”Wong is married to Chicago power real estate broker <a href="https://www.linkedin.com/in/eswchicago/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=where-its-at-2716556" target="_blank" rel="nofollow">Emily Sachs Wong</a>. Together they have four teenage children —&nbsp;their youngest is named after the street where the two met at a property listing.&nbsp;&nbsp;As the son of two PhD psychologists and college professors, Wong believed it was his parents who helped him develop a skill that served him well while building his brand: the power of listening.“Everyone's so excited when they're opening a company about what they've got to say,” he said. “I would argue that it's very difficult to learn when you are busy doing. It's easier to learn when you’re listening.”With that advice, we took some time to hear what Wong has to say about franchising, building a brand and where the real estate market is heading in 2022.&nbsp;&nbsp;<h4>1851 Franchise: Why did you decide to expand @properties through franchising?&nbsp;</h4>Thad Wong: The number one thing is that we have a contract-to-close technology solution that's integrated with our CRM and all of our listing marketing, which no one else has. I thought we were incredibly scalable because our technology is woven into the development of our marketing. We feel we have the best physical and digital marketing in the country. Also, three years ago we created a skill training and coaching scheduling program that was also scalable because we wanted to have that as a big add-on in benefit to our value proposition as a brand.<h4>1851: How is the franchising development going?</h4>Wong: The most exciting thing is we just finished our first summit, which included our first four announced franchises. It is very cool seeing people collaborate and get together to build relationships. It was very, very exciting to see a national network come together.<h4>1851: As you grow, how do you maintain your brand identity?</h4>Wong: That's easy for us. I think that would be much harder for brands that don't operate their own office. A lot of other franchises are just franchisors; they don't operate in a major market. Our brand standards are set by us because we have the largest volume of any of our franchisees. Because we design and develop the majority of our digital and physical products, we can control brand standards. It's not just the technology — it's the marketing, it's the training and coaching and it's also the culture. We have grown organically to $16 billion without acquisition in the Chicago area. A lot of that has to do with our culture.&nbsp;<h4>1851: What is your biggest challenge as franchisor and how do you overcome it?</h4>Wong: Our brand is not a nationally known brand yet. So, as we build the brand, lack of brand awareness [in new markets] will be the biggest challenge. We will overcome it by finding the right partners in each market very focused on growth. We are not looking to partner with tried-and-true, stable, non-market-growth companies. We're only looking to partner with companies that are focused on growth.<h4>1851: Is the growth mindset what separates success from failure?</h4>Wong: Yes, but also reputation and credibility. A lot of people have a growth mindset, but in order for them to develop, they have to have a culture that people are attracted to. What @properties gives them is the best technology and the best marketing in their market, while also investing training and coaching in their market. If they're the right people and they have already established a strong following, we'll help them with what they need to do culturally in order to grow a very strong magnet.<h4>1851: What are your goals in the next five to 10 years for the business?</h4>Wong: I believe that we can be the strongest brand in the country. I believe we'll have international franchising and sales. I think that we offer a strong enough point of differentiation and solution with the best culture that we can be a dominant player in the market.<h4>1851: What should franchisees look for in a brand?</h4>Wong: When they evaluate the bang for the buck, one of the first things they can look at is efficiency. When you partner with a franchise, what are the costs that are eliminated for you? Number two, how will plugging into a franchise give your agents a point of differentiation? Is your marketing going to be upgraded? Is your technology going to be upgraded? Is your training and coaching going to be upgraded? You have to make sure you're providing your agents a far better product than what they're giving right now.<h4>1851: What's your big prediction for real estate in 2022?</h4>Wong: So I'm incredibly bullish for 2022. I know people are fearing inflation, but usually when everyone's talking about something, it doesn't happen. I anticipate we'll have another infrastructure bill pass, so I think spending and investment will spur additional wealth within our country.<h4>1851: What role will the pandemic play in real estate going forward?&nbsp;</h4>Wong: I think because of the COVID Delta variant, conversations about the virus and preparation for the virus are going to increase and will increase homebuyers’ desire for more space. I do think people will be moving back to the city. Cities really haven't had the same decline as the narrative; cities are still growing. I'm anticipating a transfer from rental to owned housing. I think the virus will continue to give buyers a desire for a sense of permanence and more space.

Where It’s @

1851 Franchise

How Thad Wong is determined to grow Chicago’s top real estate brokerage to a nationwide powerhouse using the power of franchising — and listening.

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Pet Wants

Pet Wants ATL North Celebrates Piedmont Grand Opening, Completing Final Store Conversion Following Whole Dog Market Acquisition

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The Cleaning Authority

From Manager to Multi-Unit Owner: How This Franchisee Built Stability and Success With The Cleaning Authority in Spokane, Washington

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Newk’s Eatery

Photo of Popeyes, Newk's Eatery franchisee Skip Russell

Why This Popeyes Franchisee Is Investing in Newk’s Eatery

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The Cleaning Authority Signs 17 Franchise Deals in 2025 and Sets Its Focus for 2026

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The Junkluggers

Photo of The Junkluggers franchisees Dana and Terri Jones

Husband-and-Wife Team Grow a Mission-Driven Junkluggers Franchise Focused on Local Service

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The Penny Shortage Is Creating a New Risk for QSR Franchise Systems - 1851 Franchise

The Penny Shortage Is Creating a New Risk for QSR Franchise Systems

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Large Domino’s Franchisee Files for Chapter 11 Bankruptcy

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Design with Precision Garage Door Service team members

RF Investment Partners and Burlington Capital Join Forces to Acquire Top Precision Garage Door Franchise

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Private Equity Fuels Jiffy Lube’s Next Chapter as Monomoy Strikes $1.3 Billion Deal

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McDonald’s and Burger King Take the QSR Burger Wars to Social Media

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The linear sales funnel is dying. Prospective buyers are no longer filling out a form at first glance and waiting for the phone to ring. They’re doing the majority of the heavy lifting before they even make themselves known to the franchisor. For franchisors, this means one key thing: you must know exactly where candidates spend their time. No guesswork. And you have to adjust your strategy accordingly.And, in today's buyer world, the biggest buzz term is 2026's ride or die for franchise brands – Ai.&nbsp;If you are trying to sell a franchise today, you must meet candidates where they are (four walls, Ai, website, social advertising).&nbsp;Focusing on a strong digital footprint first and then lead generation will help the brand with validation and will lay the foundation for trust before the first conversation even happens. Still, franchisors must know where to find their candidates and be confident the candidates are being sent to the right place.“We consistently see the strongest lead performance from Google Search (paid and organic), social platforms such as Facebook, Instagram and LinkedIn and our franchise development website,” said&nbsp;<a href="https://www.linkedin.com/in/erinlsnyder">Erin Snyder</a>, head of franchise development at&nbsp;<a href="https://handelsicecream.com/handels-franchise/">Handel’s Homemade Ice Cream</a>. “Because all awareness and advertising efforts ultimately funnel candidates to our development site, maintaining a highly optimized, mobile-first web presence is critical for conversion.”<h2>The "Hidden" Channels: Authentic Research via AiSEO</h2>While Google and major portals are often where a candidate might start a broad search, the deep research happens in the shadows. This is where candidates scroll, mindlessly or otherwise, simply observing rather than clicking “apply” immediately; or, ask Ai chatbots about the best franchises to buy, the blind spots, the why nots, and, of course, the whys.Right now, Ai plays a key role in this research stage. Buyers want the truth.&nbsp;For franchisors, this means your content strategy must pivot. It is no longer enough to post stock photos of happy business owners. You must document the journey, showing the behind-the-scenes reality that proves your concept has staying power.<h2>The Pivot From Print to Digital Interactivity</h2>While print media has been a channel for franchise development in the past, its static nature has made it less effective as the buyer’s journey has shifted to digital. Buyers are generally looking for channels that will allow them to click, read and continue the search immediately.“Traditional print media has largely become a thing of the past for franchise development,” Snyder said. “What has been encouraging, though, is seeing many of these publications successfully pivot to digital formats that offer greater interactivity, stronger analytics and far better linkability than print ever could.”This creates a more dynamic experience for the candidate. In addition to a digital article, franchisors can embed a “day in the life” video, for example, or hyperlink a deeper dive on costs and profits for instant validation.This shift also allows franchisors to track return on investment more effectively. Instead of guessing if an article or ad worked, digital publications allow you to see exactly who clicked through, allowing for retargeting and smarter budget allocation.<h2>The Conversion Hub: Your Mobile-First Website</h2>Once a candidate has discovered you on Google, watched your videos on TikTok and read about you in a digital publication, they finally arrive at the destination: your franchise development website.This is the bottom of the funnel, where you will win or lose a candidate. Because all other channels point here, your website cannot just be a digital brochure. It has to be a conversion engine. And crucially, it must work perfectly on a smartphone.The question can’t just be “Do we have a website?” Questions about the website should surround usability and readability. Is navigation easy on a smartphone? Does the site load quickly? Is it readable? If a prospect has to pinch-and-zoom to read your investment costs and financial performance, they will leave.An optimized, mobile-first presence is critical because it serves as the collection point; all other awareness efforts funnel potential franchisees to the site. The user experience here should validate the trust built on other channels. However, accessibility is only half the battle; the content itself must be unsparingly open. The website is the channel where you must prove your value proposition with hard data.“Across all channels, the messaging needs to be clear, concise and consistent,” Snyder said. “Candidates should be able to easily find transparent investment ranges and financial requirements, a clear value proposition, compelling franchisee success stories, key differentiators from competitors and straightforward next steps for how to inquire.”When you treat your website as a transparency engine rather than a gatekeeper, you change the dynamic of the eventual sales call. A candidate who has already consumed your financial data and success stories arrives at the inquiry stage educated and qualified. This allows the development team to skip the basic fact-finding and move straight to strategy and fit.“When a candidate submits an inquiry, the first conversation should build on what the candidate has already learned,” Snyder said “ensuring they understand the opportunity they are considering, clarifying details, personalizing the discussion to their goals and moving them into a structured education process rather than starting from scratch.”<h2>Allocating the Budget: The "Ideal Candidate" Approach</h2>While a presence across multiple channels — from search and social to digital publications — is key, understanding exactly how much to invest in each option is the next hurdle. There is no single, magical approach to budgeting; a brand selling multi-million-dollar franchises needs to develop a presence in different places than a low-cost, mobile franchise will.To spend effectively, you must deeply understand your ideal franchisee profile. Once you know who is investing, you can begin working on where to find them. For example, a high-net-worth investor might be on LinkedIn and reading digital trade journals, while a first-time investor or someone seeking an owner-operator model might be influenced by local Facebook ads.“Franchisors should start by understanding their ideal franchisee profile and then allocate budget toward the channels where those prospects spend the most time,” Snyder said. “The mix will naturally look different for a high-investment, multi-unit candidate than for a first-time owner-operator. Beyond that, it’s critical to consider overall brand awareness and invest in channels that consistently get both the brand and the franchise opportunity in front of qualified prospects. A balanced approach that supports both awareness and lead capture tends to produce the strongest results.”<h2>Key Takeaways and Next Steps:</h2>Make sure you have a content footprint that answers the top 25 questions asked about your brand in Ai and Google searchs.Review your mobile experience: Open your franchise development site on your phone. If it takes more than three seconds to load or if the "Apply" button is hard to find, fix it immediately.Embrace "lo-fi" video content: You don't need a production crew. Use a smartphone to record "day in the life" videos with your franchisees and post them to social to build authentic trust.Ensure transparency and continuity:&nbsp;Candidates need to be able to find the information they’re looking for, and the experience should be consistent between a social page and a franchise development site. Make sure your value proposition is clear across all channels.Embrace innovation, but don’t count out the classics:&nbsp;Look at the whole picture. Many candidates are exploring opportunities on supplemental platforms like social media or in the results of a Google search, but they’re still looking at the franchise development site, too. Don’t confine yourself to the “old reliable” methods, but don’t leave them behind, either.Budget by persona, not platform: Don't just "do Facebook ads." Define exactly who your buyer is, and spend your money only on the channels where that specific person consumes content.For more information on franchise growth channels, check out these related stories on 1851 Franchise:<ul><li><a href="https://1851franchise.com/how-to-use-social-media-marketing-to-promote-your-franchise-2727185#stories">How To Use Social Media Marketing To Promote Your Franchise</a></li><li><a href="https://1851franchise.com/building-a-franchise-website-that-converts-key-features-and-best-practices-2727363#stories">Building a Franchise Website That Converts: Key Features and Best Practices</a></li><li><a href="https://www.youtube.com/watch?v=vlfduHqGy7I">How to Sell Franchises | The Buyer Persona</a></li></ul>

To succeed in the shifting landscape, franchisors must understand the buyer’s journey, identify the ideal franchisee profile, and build a digital presence that meets candidates where they are.

How To Sell Franchises in 2026 — Top Channels Franchise Buyers Use Before They Inquire

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In the competitive landscape of franchising, the difference between a brand that scales and one that plateaus often has very little to do with the quality of the product. Success is increasingly dictated by who controls the information. For many companies, the traditional marketing model has left a significant gap. There are compelling stories to tell, but they’re often treated as temporary announcements rather than long-term assets. This creates a missed opportunity where valuable press releases and franchisee profiles sit on digital shelves collecting dust while potential investors search for answers.<a href="https://hellomainland.com/">Mainland</a> co-founder&nbsp;<a href="https://www.linkedin.com/in/powills/">Nick Powills</a> recognized that modern growth requires a new kind of infrastructure. It’s simply not enough today to just do PR or run an ad campaign. To win, a brand needs a media engine that works around the clock to educate the market. This insight led to the creation of&nbsp;<a href="https://1851franchise.com/">1851 Franchise</a> and its sister platforms&nbsp;<a href="https://estatenvy.com/">Estatenvy</a>,&nbsp;<a href="https://stachecow.com/">StacheCow</a> and&nbsp;<a href="https://room1903.com/">Room 1903</a>, publications designed not in the outdated traditional manner but as specialized ecosystems built to unlock and accelerate franchise growth.“These platforms are what we call growth media engines,” Powills said. “They’re not traditional publications and they’re not marketing channels; they sit in the middle. Each platform is designed to help an industry control its narrative, educate its market and create a consistent drumbeat of credibility around the brands that are growing within it.”<h2>The Strategy of Categorical Authority</h2>The decision to invest in these platforms came from a clear observation of how franchise discovery actually happens today. Because a franchise candidate might spend months researching an investment, a brand needs to show up at every step of that journey. If the brand doesn’t provide the answers, the candidate is going to find them elsewhere.“We started investing in these platforms when we realized something important: most brands don’t lose because their product isn’t good,” Powills said. “They lose because they don’t control the narrative, don’t promote the narrative and don’t drive home a sense of urgency.”This strategy led to the development of specialized platforms like Estatenvy for home services, Room 1903 for hospitality and StacheCow for private equity.“The strategy is simple: build the media authority inside the industries where our clients are growing,” Powills said. “When you own the conversation inside a category, you create an unfair advantage for the brands inside that ecosystem.”<h2>A Technical Foundation for Discovery</h2>Beyond the editorial content, the platforms function as structured databases. Every interview and brand profile is organized so that it can be easily indexed by the digital systems that drive modern discovery. This ensures that when an investor uses a search engine or an AI tool to research an opportunity, the brand is already positioned with the answers.“We’re essentially building industry knowledge graphs,” Powills said. “The content isn’t random. It’s organized so that when someone asks a question about franchising, home services or restaurants, our ecosystem has the answers.”This technical approach extends to the backend, where integrations with Google, LinkedIn and Facebook allow brands to view ad data and traffic insights in one place. By combining editorial authority with structured data, the platforms provide a level of visibility that standard marketing just can’t match.<h2>Putting Brands Back on the Map</h2>For franchise leaders, the true measure of a media platform is how well it creates visibility in a crowded marketplace.&nbsp;<a href="https://www.linkedin.com/in/scott-oaks-39396612/">Scott Oaks</a>, vice president of franchise development for&nbsp;<a href="https://www.comfortkeepersfranchise.com/">Comfort Keepers</a>, has spent over two decades in the industry and has seen how this approach changes the trajectory for a brand.“Mainland and 1851 Franchise get us a lot of exposure. Nick always seems to have a fresh take on the changing landscape of franchising and the best way to get our brand’s name and exposure out in front of people,” Oaks said. “They’ve gotten us a bunch of exposure that we weren’t getting before through our franchise development efforts, which has really put us back on the map from an opportunity standpoint.”A key part of that exposure is the ability to move away from generic, repetitive industry news.&nbsp;<a href="https://www.booxkeepingfranchise.com/">BooXkeeping</a> CEO&nbsp;<a href="https://www.linkedin.com/in/maxemma/">Max Emma</a> notes that the value of 1851 Franchise lies in its ability to highlight the actual humans behind the business, ensuring each franchisee maintains a unique voice.“My franchisees are all different. Even though we do bookkeeping, everybody's different. They're not copy and paste from one franchisee to another one,” Emma said. “So, what Mainland and 1851 Franchise are doing is providing a PR announcement for all of my new franchisees. They get a chance to tell their story.”<h2>The Power of the Living Archive</h2>The most effective way for a brand to win is to stop viewing media as a one-time event. Success in franchising comes from a cumulative effect. When a candidate begins their research, they should find a deep archive of leadership insights and franchisee success.“Growth brands understand it’s a drumbeat,” Powills said. “When brands partner with Mainland and our platforms, they’re essentially building a living archive of their growth story, leadership insights, franchisee success stories, expansion announcements and industry expertise. When a candidate starts researching the opportunity, they don’t find one article. They find a narrative. And in franchising, the brands with the strongest narrative usually win.”Growing and selling franchises is difficult. Want to learn more about how 1851 helps franchisors grow their franchises with confidence? Visit&nbsp;<a href="https://www.1851growthclub.com">www.1851growthclub.com</a> and see what we can do for you.

Mainland co-founder Nick Powills explains how proprietary media engines, like 1851 Franchise, empower brands to control their narrative while driving consistent growth through compelling storytelling.

1851 Franchise: The Media Platform Built to Skyrocket Franchise Growth

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Walk the floor at any franchise conference and you’ll see the same playbook: glossy booths, bold growth claims and sales teams hoping to catch a multi-unit operator in a good mood. The problem isn’t effort. It’s targeting. Most serious multi-unit operators aren’t wandering the expo hall hoping to be surprised by a new concept. They’re watching from a distance, looking for signals that a brand is already producing repeatable outcomes.If you want to understand how brands create those signals, join me at&nbsp;<a href="https://www.youtube.com/playlist?list=PLYoYh1wSeGsT6GH4f7iR6GWMvRI8Pd2J3">Coffee &amp; Analytics</a> at 11 a.m. CST, Friday, March 20 (<a href="https://streamyard.com/watch/9GKZu2ft4ihs">REGISTER HERE</a>).&nbsp;Because the brands that win with multi-unit operators don’t chase them down — they give them a reason to lean in, and it all comes down to one thing: momentum.Not marketing. Not lead generation. Not a franchise portal listing.Momentum.When you have momentum, what happens next? Here’s how multi-unit franchisees actually think.I’ve sat across from some of the most sophisticated franchise operators in the country. The questions they ask are simple — and brutal:<ul><li>Is leadership credible?</li><li>Is there a vision?&nbsp;</li><li>Is this brand meaningfully different?</li><li>Does the investment produce real wealth?</li><li>Is the growth strategy intentional?</li><li>Are existing franchisees reinvesting?</li></ul>Notice what’s missing from that list. They’re not asking how many leads you generate, how pretty your franchise deck looks or how big your booth is.They’re evaluating whether your brand deserves their capital. Your website, your PR, your content and your industry presence should answer those questions before you ever meet them. Most brands fail here.<h2>The ROI Truth Nobody Says Publicly</h2>Serious franchisees are capital allocators. If they extract all available cash flow, they want to recover their investment in about three years.If it takes longer, they categorize the brand as lifestyle, not scalable.Many franchisors struggle to attract multi-unit buyers because they designed a franchise, but not an investment vehicle. Multi-unit operators don’t buy concepts; they buy compounding opportunities.<h2>You Are Not Selling Franchises</h2>This is the mindset shift that separates breakout brands from stalled ones. You are not selling franchises. You are building a machine that opens profitable units repeatedly.Franchise fees don’t create enterprise value. Open locations do. Healthy unit economics do. Operators expanding inside your system do.Brands that go from 20 units to 200 understand one thing: One great franchisee is worth millions in lifetime system value.The goal is not more deals. The goal is better operators who keep building.<h2>The Broker Conversation Franchisors Avoid</h2>Brokers have a role,&nbsp; but you need to understand the math. Most broker models favor large territories and multipacks because commissions scale.Here’s the unintended consequence: You accidentally drain the franchisee’s growth capital before they ever open location two. Then development slows, validation weakens and future multi-unit buyers walk away.You didn’t fail at sales. You weakened your future pipeline.Smart franchisors protect franchisee capitalization like investors protect cash reserves.<h2>So, Should You Go to the Multi-Unit Conference?</h2>Yes, but not for the reason you think. You are not there to sell. You are there to signal legitimacy.If I ran your booth, I’d do five things:<ol><li>Book relationship meetings before the show starts.&nbsp;Do not rely on walk-up selling.</li><li>Ask operators for advice.&nbsp;Nothing builds credibility faster.</li><li>Lead with your unfair advantage.&nbsp;If someone walks past your booth, could they explain your brand in five seconds?</li><li>Engineer follow-up momentum.&nbsp;Webinars, content and visibility should be planned before you arrive.</li><li>Bring franchisees, not executives.&nbsp;Operators close operators.</li></ol><h2>The Hard Truth Most Brands Need to Hear</h2>If multi-unit franchisees are not engaging your brand today, it is rarely an economics problem first. It is usually a signal problem.You haven’t yet shown the market predictable success, scalable economics, leadership clarity or industry momentum.Multi-unit buyers don’t gamble. They invest where confidence already exists.Winning brands understand a simple reality: You don’t chase multi-unit franchisees. You build a system they start researching before you ever meet them.That happens when three things align:<ul><li>Business Model: a clear path to wealth creation</li><li>Drumbeat:&nbsp;constant industry visibility</li><li>Expectations:&nbsp;transparent outcomes</li></ul>When those align, something interesting happens. You stop pitching, and sophisticated operators start calling you.If you’re reading this and thinking, “We’re not there yet,” good. That’s the moment real franchise growth begins.Join me at Coffee &amp; Analytics at 11 a.m. CST (<a href="https://streamyard.com/watch/9GKZu2ft4ihs">REGISTER HERE</a>).We’re going to talk about how franchise brands move from selling franchises to becoming platform brands multi-unit operators compete to join. Because the next generation of franchise winners won’t be the loudest brands. They’ll be the brands that built momentum before everyone else realized what was happening.

image of coffee and analytics with nick powills explaining multi-unit franchisees

1851 Franchise Publisher Nick Powills explains why your $20,000 conference booth is failing and the "signals" you actually need to attract sophisticated capital.

Stop Chasing Multi-Unit Operators. They Aren’t Looking for You

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For more than 15 years,&nbsp;<a href="https://hellomainland.com/">Mainland</a> has secured coverage for brands on FOX, NBC, CBS and ABC, as well as placements in local outlets such as&nbsp;<a href="https://www.noozhawk.com/">Noozhawk</a> in Santa Maria, California, or&nbsp;<a href="https://tbbwmag.com/">Tampa Bay Business &amp; Wealth</a>. With hundreds of PR placements each year, there must be some secret sauce to their stories — a possible angle that is irresistible to a producer who doesn’t seem interested in anything you have to offer. A secret phrase that unlocks doors and turns on TVs in your target market.&nbsp;What if we told you the answer was simple?<h3>Let’s Do an Experiment</h3>Imagine a franchise brand is opening its doors in your city, and you see this headline on Facebook:&nbsp; National Fitness Franchise Announces Expansion Into Downtown With Three New Territories Signed.If you were a news producer, that headline might not inspire much beyond construction and, maybe, a grand opening months down the line. By the time the scissors are ready to cut, you’ve moved on.&nbsp;Now try this:&nbsp; After a Career-Ending Injury, Former Ohio Track Athlete Is Bringing National Fitness Franchise to Combat the City’s Post-Pandemic Health Crisis.See the difference? Maybe images of a former athlete jumping a hurdle spring to mind, or an in-studio demonstration. Suddenly, there’s an opportunity to highlight statistics around an important, timely health issue that the brand is working to address.&nbsp;Framing matters. People matter — more than brands think. This isn’t just a happy accident of copywriting. It’s a calculated editorial strategy that is heavily implemented at Mainland to land placements and media buys.<a href="https://www.linkedin.com/in/morgan-wood1/">Morgan Wood</a>, content manager at Mainland, has personally published more than 2,000 articles for&nbsp;<a href="http://1851franchise.com">1851Franchise.com</a>. She is the exclusive writer for record-breaking brands like&nbsp;<a href="https://1851franchise.com/layneschickenfingers">Layne's Soon To Be Famous™ Chicken Fingers</a> and&nbsp;<a href="https://1851franchise.com/parisbaguette">Paris Baguette</a>.&nbsp;&nbsp;To understand how to consistently find the "human hero" in brand stories and start winning at PR, 1851 Franchise sat down with Wood to get some recommendations.1851 Franchise:&nbsp;How do you approach writing and telling someone's story?Morgan Wood: I've always been a “why person.” You know those little kids that ask a question, and you answer, and they say, “But why? But why? But why?” That was always me as a kid. I think I have a natural curiosity for everything, and I really think that everybody has an interesting story. It's just a matter of getting to it.A lot of times, the franchisees we’re working with will come on the call and say, "I don't know why you want to talk to me. My story is not that interesting.”&nbsp;There's a level of fulfillment and satisfaction in being able to see them see themselves in someone else's eyes and realizing what their story can mean and can do. It’s really fun.1851:&nbsp;What do you think about Mainland’s “Brands don’t sell brands, people do” method?Wood:&nbsp;When I'm browsing, I'm going to click on stuff that I feel like I relate to or something that is a human interest story.In franchising, people often think, “I'd love to do that, but I don't know if I can,” or “Somebody else can do it, but I just can't.”&nbsp;Being able to see the kind of person that's doing it, and, no matter who you are, there's someone who has a similar background or that you can relate to in some way, that has done it. I think putting that out there makes people curious. And then you click in, and it's their life story and their experiences. The reader likely doesn’t know this person, specifically, but it’s possible they have very similar experiences.I think that can draw people in more effectively than “This restaurant is growing!” or “This business is opening!” ever could.1851: How do you tell your writers to find the human hero in the story?Wood:&nbsp;We have talked a lot about continuing to ask the questions. Again, everyone has a story. We just have to get to it. I've said countless times, “Just keep asking. There has to be something. Think outside the box. Get curious on these calls with the franchisee, and really think about what is special about this person.”&nbsp;One of our questions for franchisee feature interviews is “What do you want me to know about you?” That opens it up. Regardless of your business or what you did before you bought a franchise, what do you want me to know about you?Being able to do that and dig deeper, even when there may not be an immediate connection between this story and their franchise journey, is really valuable. There have been times when it “clicks” later, and the writer realizes, “Oh, that's why they're the hero!”1851: Headlines and images are the first two things that people see. Are there any tricks in your bag when it comes to headlines and imagery to get picked up?Wood: Specifically in headlines, we want to talk about the human hero, but we don't necessarily want to say their name. We want to say who they are.&nbsp;More people are going to search for things like “veteran franchisee” or “moms in franchising”&nbsp; rather than a name that they’ve never heard before.It also has to be interesting, but you can't give everything away in the headline.&nbsp;And then with the image, just as much as possible, get a picture of a real person. It’s as simple as having something that people care about, and something that will catch a reader’s eye. If we’re talking about a person, we don’t want a stock image that someone will scroll right past.1851: Do you have any advice that you would give brands looking to get started right away?Wood: I think many in the franchise space have heard of the franchise horror stories: “I pay my franchise fee and the franchisor disappears,” or “I'm just a store number to them, I'm not a person.”One of our clients often says that, to be a franchisor, you need to understand what the franchisee is going through. When someone at the franchisor gets home from work, their family will ask, “How was work?” When a franchisee gets home, their family is asking, “How were sales today?” or “How was traffic?” These are franchise units, but they often represent the investment of someone’s life savings and a manifestation of so many hopes and dreams for the future. We can’t lose sight of that.&nbsp;No matter how big the brand gets or how fast they're growing, franchisors need to remember that these are real people with real backgrounds. Many have real families that this is supporting, and they've invested so much into this business. They’re building something in their communities and trying to make the most of the opportunity.They can’t just be viewed as “the person that's going to help me get a PR win.” They're still people. When you start from a place of humanity, the rest comes more naturally.Growing and selling franchises is difficult. Want to learn more about how Mainland helps franchisors grow their franchises with confidence? Visit&nbsp;<a href="https://hellomainland.com/">https://hellomainland.com/</a>&nbsp;and see what we can do for you.

image of morgan wood, content manager at mainland, pr methods at mainland

Content Manager at Mainland, Morgan Wood, shares the vital theory behind achieving PR success for franchise brands and beyond.

How To Craft PR Stories That Connect: How Mainland Focuses On The Human Hero Of A Story

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How much can franchisees make? It’s a question many prospective owners ask before investing in a franchise. While earnings tend to be driven by variables such as industry, location and general management skills, a proper understanding of the key factors driving profitability can help franchise owners develop expectations that are realistic.&nbsp;Multi-unit franchisee&nbsp;<a href="https://www.linkedin.com/in/mangesh-patel-9368569/">Mangesh Patel</a>, who’s readying the launch of six&nbsp;<a href="https://www.beefobradysfranchise.com/">Beef ‘O’ Brady’s</a> restaurant locations in the Macon, Georgia area, shares insights from his franchising experience.<h2>Understanding Franchise Income</h2>Keeping operational costs in check can have a major impact on overall earnings. Taking a proactive approach to expenses such as food and labor, as well as payroll and scheduling, can help align actual franchise income with general expectations for the business.“I just had a meeting with a couple of people, and they said, ‘You talked about a 25% profit margin, but I’m only doing 12%.’ So, I looked at the figures they sent me,” Patel said. “Their&nbsp;<a href="https://1851franchise.com/calculate-restaurant-franchise-profit-2730476">restaurant</a> food cost was running at 37%, which should be around 30%. The national average is about 32%. If I do things correctly, my average food cost needs to be at or below 30%. And payroll should run around 18%. But many people run 25 to 28%.”So,&nbsp;<a href="https://1851franchise.com/unraveling-franchise-earnings-how-much-can-you-really-make-2723935">how much can franchisees make</a>? Here are five areas to consider.<h2>Practical Tips for Prospective Franchisees</h2><ol><li>Control Costs From Day One:&nbsp;It’s important to monitor payroll, food and supply costs closely. Overstaffing and inefficiencies can quickly reduce profits.</li><li>Plan For The Opening Surge:&nbsp;Traffic within the first few months of opening is likely to be higher. It’s important to adjust staffing and inventory accordingly, and pay close attention to how those levels change as time goes on.</li><li>Invest In Training:&nbsp;Properly trained workers can help reduce waste and improve overall service, which has a direct effect on net income.</li><li>Understand Your Market:&nbsp;Each market is unique and revenue potential will vary depending upon location, demographics and competition.</li><li>Track Metrics Regularly:&nbsp;Food cost percentages, labor ratios and weekly sales data act as key indicators operations may need to be adjusted.</li></ol><h2>What Profitability Really Comes Down To</h2>Patel notes that if franchise owners manage labor and costs properly, it’s not impossible to achieve strong cash flow even in the first year, bucking some franchising trends.So,&nbsp;<a href="https://1851franchise.com/how-much-can-you-make-as-a-franchise-owner-2724761">how much can franchisees make</a>? While results tend to vary, careful planning, disciplined operations and a proactive approach to assessing initial costs are essential. But by grasping and guiding the elements that drive franchise profitability, franchise owners can maximize overall business earnings, scaling a business that’s sustainable financially over the long term.Want to learn more about franchise opportunities on 1851 Franchise? Be sure to visit our&nbsp;<a href="https://1851franchise.com/power-rankings">Power Rankings</a> to read more on brands making moves.

How much can franchisees make? This guide explains what drives franchise earnings and how to manage costs, with expert tips from multi-unit owner Mangesh Patel on maximizing your franchise income.

How Much Can Franchisees Make? A Guide for Prospective Franchise Owners

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<a href="https://hardeesfranchising.com/">Hardee’s</a>, a 65-year-old burger chain best known for its Thickburgers and breakfast biscuits, is facing a fast-moving round of closures driven by a franchise dispute rather than a bankruptcy filing.&nbsp;<a href="https://www.inc.com/ava-levinson/hardees-shutting-dozens-restaurants/91282586">Inc. recently reported that</a> 77&nbsp;<a href="https://1851franchise.com/franchise-deep-dive-hardees-franchise-costs-fees-profit-and-data-2721286">Hardee’s</a> restaurants are expected to close within two weeks as one of the brand’s largest franchisees exits the system.&nbsp;According to the report, Hardee’s is suing&nbsp;<a href="https://www.arcburger.com/">ARC Burger</a> — a franchise operator owned by&nbsp;<a href="https://www.highbluffcap.com/">High Bluff Capital Partners</a> — alleging the company fell behind on required payments and other contract obligations. Twenty-eight locations had already gone dark as of late December, with remaining sites scheduled to shutter across eight states: Alabama, Florida, Georgia, Illinois, Missouri, Montana, South Carolina and Wyoming.&nbsp;At the center of the complaint is the franchising “stack” of ongoing fees and pass-through costs that keep a system running. ARC Burger allegedly owes more than $6.5 million, including royalties, advertising fund contributions, technology and training fees, rent and taxes, and that payments stopped in December 2024. Hardee’s also argued in the lawsuit that the franchisee’s cash flow was not being used to bring accounts current.&nbsp;Hardee’s, for its part, is framing the shutdowns as a contractual enforcement issue, not a brand-wide retrenchment. “These closures are a result of ARC Burger’s failure to cure its defaults under its franchise agreements, despite solid sales,” a Hardee’s spokesperson said.&nbsp;The situation highlights a familiar franchising pressure point: unit economics. Inc. reported that Hardee’s operates more than 1,800 U.S. restaurants and that average annual sales per location are less than $1.2 million, well below averages cited for&nbsp;<a href="https://1851franchise.com/franchise-deep-dive-wendys-franchise-costs-fees-profit-and-data-2722520">Wendy’s</a> and&nbsp;<a href="https://1851franchise.com/how-much-does-it-cost-to-buy-a-mcdonalds-franchise-2724654#stories">McDonald’s</a>. Lower volumes can leave franchisees with less room to absorb higher labor, food and occupancy costs while staying current on fees.&nbsp;Hardee’s said it is working to limit fallout for workers and communities and is looking for ways to reopen closed restaurants. For franchising, the next chapter will likely involve finding replacement operators, transferring sites and rebuilding compliance — a reminder that franchise growth depends as much on franchisee solvency and execution as it does on consumer demand.Read the original article&nbsp;<a href="https://www.inc.com/ava-levinson/hardees-shutting-dozens-restaurants/91282586">here</a>.Want to learn more about how 1851 helps franchisees find the right franchise opportunity? Visit&nbsp;<a href="https://www.1851growthclub.com">www.1851growthclub.com</a> and start your journey.

Hardee's Franchise - ARC Burger Lawsuit - 1851 Franchise

The closures stem from alleged unpaid royalties and missed franchise obligations by a major operator, not a broader chainwide collapse for the Hardee’s system.

Hardee’s Lawsuit Targets Franchisee as 77 Restaurants Prepare to Shut Down

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Franchise Opportunity Deep Dive: A fast-casual restaurant brand serving made-from-scratch sandwiches, salads, soups and pizzas rooted in Southern hospitality.


Newk’s Eatery Franchise Costs, Fees, Profit and Data for 2026

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1851 Franchise 12 Lists of Christmas, Beauty, Spa, Personal Care Franchises

From full-service luxury spas to high-tech medspas and specialized wellness studios, these unique franchise models cater to the specialized needs of modern beauty and wellness enthusiasts.

The 12 Top Franchise Lists of Christmas: Beauty, Spa and Personal Care Franchises for 2026

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The automotive industry continues to show resilience, and its growth is largely driven by steady demand for accessible, high-quality car care. The United States automotive service market was valued at&nbsp;<a href="https://www.mordorintelligence.com/industry-reports/united-states-automotive-service-market">over $199 billion this year</a>, and it’s expected to grow at a compound annual growth rate of 5.98% over the next five years, representing a projected value of over $266 billion by 2030.For entrepreneurs, this stability and the variety of opportunities available in the automotive space make it an attractive industry for investments.Here are the top 15 automotive brands to consider for 2026:<h2><a href="https://1851franchise.com/franchise-deep-dive-aamco-transmissions-and-total-car-care-franchise-costs-fees-profit-and-data-2726640">AAMCO Transmissions &amp; Total Car Care</a></h2><ul><li><a href="https://franchises.aamco.com/">Franchise Website&nbsp;</a></li><li><a href="https://1851franchise.com/growth-club/aamco-transmissions-franchise-opportunity">Growth Club Website</a></li><li>Investment Range:&nbsp;$236,800 - $361,200</li><li>Unit Count:&nbsp;530+&nbsp;&nbsp;</li></ul>AAMCO is a trusted name in the auto repair space, specializing in transmission work and other, more complex car care services. With over 60 years of experience, the brand is a true category-leader with a strong reputation among consumers.<h2><a href="https://1851franchise.com/franchise-deep-dive-mighty-auto-parts-franchise-costs-fees-profit-and-data-2724565">Mighty Auto Parts</a></h2><ul><li><a href="https://www.mightyfranchise.com/">Franchise Website&nbsp;</a></li><li><a href="https://1851franchise.com/growth-club/mighty-auto-parts-franchise">Growth Club Website</a></li><li>Investment Range:&nbsp;$247,000 - $595,600</li><li>Unit Count:&nbsp;95&nbsp;&nbsp;</li></ul>Mighty Auto Parts focuses on the distribution of auto parts, lubricants and shop supplies for automotive service providers. With an efficient parts system and rapid order fulfillment capabilities, franchisees can run an efficient, high-volume business.<h2><a href="https://1851franchise.com/milexmr-transmission-franchise-costs-fees-profit-and-data-for-2025-2728544">Milex/Mr. Transmission</a></h2><ul><li><a href="https://moranfamilyofbrands.com/milex-auto-care-franchise">Milex Franchise Website</a></li><li><a href="https://moranfamilyofbrands.com/mr-transmission">Mr. Transmission Franchise Website&nbsp;</a></li><li><a href="https://1851franchise.com/growth-club/milex-mr-transmission-franchise">Growth Club Website</a></li><li>Investment Range:&nbsp;$267,300 - $362,700</li><li>Unit Count:&nbsp;111&nbsp;&nbsp;</li></ul>Milex and Mr. Transmission are part of the larger&nbsp;<a href="https://moranfamilyofbrands.com/">Moran Family of Brands</a>. With the option to develop individual Milex or Mr. Transmission businesses as well as co-branded Milex&nbsp;and Mr. Transmission locations, franchisees have flexibility in their investment and are able to tap into multiple revenue streams under one roof.<h2><a href="https://1851franchise.com/turbo-tint-franchise-costs-fees-profit-and-data-for-2025-2728451">Turbo Tint</a></h2><ul><li><a href="https://franchise.turbotint.com/">Franchise Website&nbsp;</a></li><li><a href="https://1851franchise.com/growth-club/turbo-tint-automotive-franchise">Growth Club Website</a></li><li>Investment Range:&nbsp;$295,510 - $415,400</li><li>Unit Count:&nbsp;20&nbsp;&nbsp;</li></ul>Turbo Tint offers window film services, a high-margin and relatively niche service. With efficient operations thanks to installs that can typically be completed in about an hour, Turbo Tint franchisees benefit from a high-volume, relatively low-complexity business model.<h2>HardTop Hotel</h2><ul><li><a href="https://hardtophotelfranchise.com/">Franchise Website&nbsp;</a></li><li><a href="https://1851franchise.com/growth-club/hardtop-hotel-franchise-opportunities">Growth Club Website</a></li><li>Investment Range:&nbsp;$120,200 - $193,460</li><li>Unit Count:&nbsp;5&nbsp;&nbsp;</li></ul>HardTop Hotel is a specialized concept catering to owners of hard- and soft-top vehicles, offering installation services, hard- and soft-tops for rent and sale, and storage solutions for those who like to remove the tops of their vehicles for the warmer seasons. In addition to the revenue created by sales, rentals and installation services, franchisees benefit from the longer-term stability of the storage model.<h2>Christian Brothers Automotive</h2><ul><li><a href="https://www.christianbrothersfranchise.com/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$550,250 - $680,400</li><li>Unit Count:&nbsp;300+&nbsp;&nbsp;</li></ul>Christian Brothers Automotive is a full-service repair franchise that focuses on great customer service. With a values-driven brand, Christian Brothers Automotive franchisees have an opportunity to build a more meaningful, community-centric business in an industry that is often viewed by customers as highly commodity-driven.<h2><a href="https://1851franchise.com/franchise-deep-dive-grease-monkeys-franchise-costs-fees-profit-and-data-2721791">Grease Monkey</a></h2><ul><li><a href="https://greasemonkeyfranchise.com/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$291,320 - $1,972,033</li><li>Unit Count:&nbsp;370+&nbsp;&nbsp;</li></ul>Grease Monkey is a quick-service auto franchise known primarily for its efficient oil changes and preventative maintenance services. By focusing on ease and efficiency in an industry that can sometimes be unpredictable or deliver subpar customer service, Grease Monkey franchisees can become the trusted resource for regular car care in their communities.<h2><a href="https://1851franchise.com/franchise-deep-dive-jiffy-lube-franchise-costs-fees-profit-and-data-2720873">Jiffy Lube</a></h2><ul><li><a href="https://franchise.jiffylube.com/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$232,000 - $520,000 (excluding real estate costs)</li><li>Unit Count:&nbsp;2,000+&nbsp;&nbsp;</li></ul>Jiffy Lube is one of the largest quick-service oil change and maintenance brands. The business model is designed for volume, and it encourages repeat visits from individual customers, creating strength and stability for franchisees.<h2><a href="https://1851franchise.com/franchise-deep-dive-maacos-franchise-costs-fees-profit-and-data-2724767">Maaco</a></h2><ul><li><a href="https://maacofranchise.com/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$196,000 -&nbsp; $3,994,000</li><li>Unit Count:&nbsp;360+&nbsp;&nbsp;</li></ul>Maaco is an automotive franchise providing painting, cosmetic services and collision repair. Because Maaco is a body shop, as opposed to a standard maintenance brand or express oil change establishment, it leverages more specialized services and can stand out in the auto industry at large.&nbsp;<h2>Midas</h2><ul><li><a href="https://www.midasfranchise.com/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$106,650 - $1,132,640 (including both new and conversion opportunities)</li><li>Unit Count:&nbsp;975 in the U.S., 2,000+ worldwide&nbsp;&nbsp;</li></ul>Midas is a full-service auto repair and maintenance brand, offering both new-unit and business conversion options. With a few key service areas, including brakes, exhaust, tires, oil, steering, suspension and wheels, Midas can market multiple services to a single customer base, positioning franchisees to capture additional revenue.<h2>No-H2O</h2><ul><li><a href="https://noh2o.com/car-wash-franchise/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$134,550 - $162,500</li><li>Unit Count:&nbsp;30&nbsp;&nbsp;</li></ul>No-H2O is a waterless, mobile car wash and detailing franchise. By excluding the use of water, No-H2O is more mobile and flexible than traditional wash and detail concepts, and it appeals to the growing eco-conscious crowd.<h2><a href="https://1851franchise.com/franchise-deep-dive-take-5-oil-changes-franchise-costs-fees-profit-and-data-2723018">Take 5 Oil Change</a></h2><ul><li><a href="https://take5franchise.com/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$287,145 - $2,053,642 (including both new and conversion opportunities)</li><li>Unit Count:&nbsp;1,100+&nbsp;&nbsp;</li></ul>Take 5 Oil Change is a convenience-driven oil change franchise that allows customers to stay in their cars for the duration of the service and targets a 10-minute maintenance time. This makes throughput more straightforward for franchisees and their teams, and it appeals to the busy customers of today.<h2><a href="https://1851franchise.com/franchise-deep-dive-tint-world-franchise-costs-fees-profit-and-data-2723226#stories">Tint World</a></h2><ul><li><a href="https://www.tintworld.com/franchise-opportunities/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$239,950 - $449,950</li><li>Unit Count:&nbsp;135+&nbsp;&nbsp;</li></ul>Tint World is a specialized vehicle and window film franchise offering tinting, detailing and other “automotive styling” services. By combining frequently sought services, like window tinting, with more specialized ones, like audio, lighting and other accessories, Tint World franchisees are positioned as the one-stop shop for vehicle enhancement.<h2>Tommy’s Express Car Wash</h2><ul><li><a href="https://tommys-express.com/franchise/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$4,976,759 - $8,522,378</li><li>Unit Count:&nbsp;215+&nbsp;&nbsp;</li></ul>Tommy’s Express Car Wash operates high-volume, express tunnel car-wash facilities that focus on speed without sacrificing quality. With precise equipment that automates much of the wash process, franchisees can keep labor costs low and scale more efficiently.<h2>Valvoline Instant Oil Change</h2><ul><li><a href="https://www.viocfranchise.com/">Franchise Website&nbsp;</a></li><li>Investment Range:&nbsp;$192,375 - $3,483,550</li><li>Unit Count:&nbsp;1,875&nbsp;&nbsp;</li></ul>Valvoline is a prominent national brand offering oil changes and preventative maintenance services. The brand boasts 18 consecutive years of same-store sales growth, and though it’s a nationally recognized brand, Valvoline notes there are still prime territories available, offering a unique combination of brand strength and recognition and future growth potential.From national giants like Jiffy Lube and Valvoline to specialty brands like Turbo Tint and HardTop Hotel, the automotive franchise space offers a diverse range of opportunities for all kinds of investors. Whether you’re drawn to the stability of recurring maintenance services or the innovation of tech-driven, specialized brands, these top franchises have the power necessary to drive your dreams forward.For more information on automotive franchise opportunities, check out these related resources from 1851 Franchise:<ul><li><a href="https://www.youtube.com/watch?v=Tvx0H511MtQ">Why Buy an Automotive Franchise? Drive Your Business to Success</a></li><li><a href="https://1851franchise.com/automotive-franchises-are-driving-into-the-future-with-tech-and-trust-2730075">Automotive Franchises Are Driving Into the Future With Tech and Trust</a></li><li><a href="https://1851franchise.com/growth-club/industry/best-automotive-franchise-opportunities">How To Start an Automotive Franchise Business</a></li></ul>

1851 Franchise 12 Lists of Christmas - Top Automotive Franchises

From express oil change and car wash concepts to specialized “automotive styling” brands, these 15 auto franchises will help you drive your future forward.

The 12 Top Franchise Lists of Christmas: Automotive Franchises for 2026

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Amada Senior Care Franchise Costs, Fees, Profit and Data for 2026

Franchise Opportunity Deep Dive: Amada Senior Care is a non-medical home care, assisted living placement, and related senior-support services with multiple revenue streams.

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