Vice President of Franchise Development for Premium Franchise Brands, Scott Thompson, discusses JAN-PRO's continued success in the commercial cleaning segment.
Scott Thompson, Vice President of Franchise Development for Premium Franchise Brands, the parent company of JAN-PRO Cleaning Systems, has lots to smile about. The company is one of the biggest and most respected commercial cleaning franchise systems in the world and serves more than 38,000 customers in 13 countries.
After being named No. 1 in the commercial cleaning industry by Entrepreneur magazine’s “Franchise 500,” the Alpharetta, Georgia-based company continues to be a top choice for entrepreneurs seeking business ownership in a recession-resistant industry. The brand has seen great growth both domestically and internationally and franchise experts project that Jan-Pro could expand into two or three additional countries per year. Domestically, Jan-Pro foresees momentum in account and franchise sales growth continuing at the regional and local levels.
1851 was able to spend some time with Scott to ask him why Jan-Pro seems to consistently sweep up the competition.
What is the biggest differentiator between you and your competition? What sets Jan-Pro apart?
Our two-tiered owner-operated franchise system allows for a less than 1 percent monthly attrition rate with our customers.
Our Master Franchise financial performance representation in Item 19 of our Franchise Disclosure Document is $4.125 Million Gross Revenue Avg. with a $985K Gross Profit Avg. Jan-Pro has branded trademarked processes such as JP-Signature Clean®™, JP-Tracker®™ and JP-Technics®™ to guarantee measurable results for our customers.
For instance, our JP-Technics®™ process includes color-coded micro-fiber cloths and mops, our Enviroshield® ™complete disinfection system, HEPA rated vacuums that take out 99.99 percent of all bacteria and allergens as well as our MedMetrix®™ program – a Hospital Cleaning Certification for our Unit Franchisees.
Where are you growing in 2015?
Our goal at the start of the fiscal year was to add Detroit, Michigan; El Paso, Texas and Las Cruces, New Mexico. We sold Detroit in early January and El Paso and Las Cruces are expected to close by the end of February. Additional territories to award domestically in 2015 include Boise, Idaho; Des Moines, Iowa and West Texas, including Lubbock, Midland and Odessa.
Internationally, Country Masters to award in 2015 include Colombia, Costa Rica, Guatemala, Chile, Indonesia and Singapore.
How many units do you currently have and how many do you project for 2015?
Currently Jan-Pro has 10,000+ Unit Franchisees sold. We expect to add an additional 1,000 Unit Franchisees in 2015.
Do you use technology every day? If so, what is your favorite tool? Do you have a favorite app or software program?
We use the FranConnect® franchise development software in our Franchise Development Department and our Master Franchisees use MasterView™, our proprietary operating system, to run their businesses. I personally use the GoToMeeting app on my iPad, as well as on my Droid phone and on my PC.
GoToMeeting allows me to speak to prospective Master Franchisees all over the world. It allows me to share my screen to show territories, presentations and even to see them live as if we are meeting in person.
What characteristics make for a successful Jan-Pro master franchisee?
We are looking for senior level executives who are looking to apply their successful leadership, sales, marketing and operational skills within their own franchise organization. They are looking to build a large, long-term recurring revenue annuity while helping others succeed in small business.
Our Master Franchisees want to mentor and coach other people who want to own their own businesses. Sixty-two percent of them have graduate degrees. They typically have a $1,000,000 net worth and $250,000 liquid. They also have the desire to give back to their local communities.
What, if any, significant changes do you see coming to the commercial cleaning industry in the next five years?
We expect the industry to stay consistent, as it is recession resistant. Jan-Pro has seen 10 percent year after year growth in same-office sales. The company launched its EnviroShield® Endure™ disinfecting process for its hospital clients, which has disinfecting staying power up to 12 months.
The industry as a whole will grow from $50 billion in revenue to about $55 billion in revenue. And Jan-Pro will continue to lead the way.