Meet Some SIGNWAVE^®Owners

Ian & Joan Francis, Blacktown, New South Wales Ian and Joan Francis opened one of the initial SIGNWAVE® franchises in Australia and they have since been able to enjoy the rewards that come with driving a business to success. Ian was a civil engineer and is using the management skills he built up over 20 years to build his success with SIGWNAVE®. Ian’s wife Joan previously worked in the banking industry and works side by side with Ian to ensure daily operations run smoothly at their centre. Ian’s dream was to be the owner of a business that was able to maintain steady growth. He is proud to say that they have achieved this goal with SIGWNAVE®. Ian researched the option of starting his own business from scratch but decided on a franchise when he realised that they have a better success rate and much of the groundwork is done for you. ‘We chose SIGNWAVE® because they offered a lot more technical support than any other franchises we looked at’ For Ian and Joan one of the biggest rewards of owning the Blacktown centre is seeing all their efforts pay off. Ian says ‘When you invest all your time and effort into a business and see great results at the end of the day, you get such a great feeling of satisfaction. You just can’t beat it’.

Meet Some FASTSIGNS^®Owners

Growing Up in Franchising Ann Marie Hall, Lancaster, Pennsylvania When Ann Marie Hall purchased an underperforming Lancaster, Pennsylvania FASTSIGNS® store in 1998, she had a pretty good idea of what lay ahead. Ann Marie, who hails from a family of entrepreneurs and self-employed individuals, worked as an employee of another franchisor during high school and college. After college, she became a district manager with that franchisor’s corporate office, working with the company’s franchise business consultants. Ann Marie says she always aspired to own her own business, and given her background, “I knew a good thing when I saw it.” As the Baltimore store manager, she had been impressed with the “relationships, professionalism and happiness of FASTSIGNS franchisees.” She especially liked the hands-on training that franchisees received and the support available to them on the FASTSIGNS Intranet site. “I knew franchising, and I was impressed by what I saw at FASTSIGNS.” An Opportunity Too Good to Pass Up In 1998, the store’s previous owner decided to sell the business. When FASTSIGNS suggested that Ann Marie purchase the store, she was unsure at first. When her husband, Al, then a Baltimore police officer and now her business partner, also suggested that she take over the store, she decided it was an opportunity too good to pass up. Under Ann Marie’s leadership, the store turned around quickly and sales quadrupled in the first two years. Over the next two years, Ann Marie invested in the most current sign-making technology available, which involved upgrading all the store’s systems. She implemented an aggressive marketing program, including Yellow Page and print advertising, direct mail and networking with other businesses in Lancaster. In addition, Ann Marie trained and cross-trained her staff, and implemented incentive programs to help motivate them. “I grew the business so fast in the first two years that I couldn’t keep up. We established ourselves with good business accounts, and we found that customer service really pays off,” recalls Ann Marie. “It was just our nature to provide good customer service, but customers thrive on it. I was so busy the first two years that I couldn’t wait for Al to get here and join me.” A Good Division of Labor The Halls’ plan was for Al to join the franchise as soon as he retired from his 20 years as a Baltimore police officer. When he retired in June 2000, Al immediately joined Ann Marie, with the initial plan that both would sell and handle customer relations. After a few months, they worked out a new division of labor that proved to make better use of their personal skills. “He works the area from the glass back, and I work the area from the glass to the front of the store,” Ann Marie says with a smile. While she handles sales, marketing, customer service, outside sales and business networking, Al manages the store’s operations, from checking the quality of orders to handling bookkeeping and finances. He also oversees the store’s computer systems. The Right People — The Biggest Challenge Because Ann Marie had realistic expectations of what was involved in becoming a FASTSIGNS franchisee, she did not experience major surprises in her first years as a store owner. The biggest challenge, she says, is to find and groom the right people. Including Ann Marie and Al, the store now has eight employees. “You need to find the right people – people who trust that you will grow the business and people who can grow with you,” she notes. “It’s a big leap of faith on the part of employees.” Today, the Lancaster store continues to grow, regularly ranking among the top 10 FASTSIGNS stores in its region. It has standing business and manufacturing accounts, and works with major Lancaster facilities such as all four local hospitals and the local mall. “We are very busy for a one-store market,” says Ann Marie. In Summer 2003, the store relocated, tripling its size to 3,500 square feet. She also has been nominated for “Small Business Owner of the Year” by the Lancaster Chamber of Commerce. Don’t Try to Go It Alone Asked for advice by prospective franchisees, Ann Marie says the key is to utilize the support, resources and expertise that FASTSIGNS International, Inc. offers to its store owners. “As a new franchisee, try to absorb as much information as you can in training. Don’t try to make it without the resources that are available to you. Use the people at the corporate office who are there to help you.” For Ann Marie Hall, one of the best rewards of being a FASTSIGNS franchisee is the independence she and her husband enjoy. “I’m not caught in that corporate structure. My customers dictate what I do, and that’s how we like it.” Moving up in the World Greg Shugarts, Kirkland, Washington Greg Shugarts became a FASTSIGNS® franchise owner the old fashioned way: he earned it, by working his way up from the ground floor. Greg started his first business while he was still in college, then worked in the corporate world and as a FASTSIGNS store employee for a number of years. “I knew that if I worked for somebody else, I would be making money for somebody else,” Greg remembers. “I’ve always been an entrepreneur at heart, and knew that the best way to maximize my earning potential was to be my own boss. So I knew for some time I wanted to own my own FASTSIGNS store.” Working His Way Up Before taking full ownership of his own store, Greg had considerable experience – both in the corporate world and in the FASTSIGNS franchise environment. A graduate of the School of Communications at the University of Washington, Greg owned a clothing company called Superior Sportswear that sold t-shirts and other novelty items primarily to campus fraternities and sororities. After college, Greg managed a FASTSIGNS store in Bellevue, Washington for several years, and worked in sales at Honeywell for a couple more. Then in 1990, Greg went to work for Hank Ness, who owned a Seattle-area FASTSIGNS franchise. After five years he joined his boss as a full partner in the business. In 1999, after almost a decade of experience in the FASTSIGNS environment, Greg bought his partner’s interest in the store and became a full and independent owner of his own store. It was a decision he has never regretted. His Own Store “Having worked for or managed a FASTSIGNS store for nine years, I knew the business very well,” Greg says when explaining his decision to buy the store outright. “So I knew that no other franchise does it better than FASTSIGNS.” Greg’s store is located in Kirkland, Washington, a beautiful suburb of Seattle situated on the Lake Washington waterfront. The store employs eight staff members, and serves a diverse clientele that includes a number of large corporations and event-related customers. Greg said his biggest challenge as a store owner was learning to deal with employees, and that he is most proud of ranking number two in worldwide FASTSIGNS store sales in 2000. He says that to succeed in franchising, as in any entrepreneurial venture, you must have a real passion for the business. His FASTSIGNS franchise keeps him busy, and when he is not overseeing his store, Greg enjoys playing golf, working out and traveling. He credits the FASTSIGNS system for much of his success as a small businessperson. Proven Support “The staff at FASTSIGNS International care about the success of your business as much as you do,” Greg says. Since pioneering the franchise sign store concept in 1985, FASTSIGNS has been a leader in the growing signage and graphics industry. That achievement, most agree, has been built on a foundation of solid success for its franchise owners. FASTSIGNS has worked to keep its owners on the cutting edge of sign and graphic technology, with full-color graphics, advanced signmaking systems, e-commerce and personalized store websites. Greg has taken full advantage of the many services and programs offered by FASTSIGNS to its franchise owners. He notes in particular the quality of FASTSIGNS’ marketing research, the training modules that help keep franchise staff up-to-date, and the responsive attention the national organization gives to each local store owner. Looking Ahead Greg expects FASTSIGNS’ support oriented approach will continue to give him and other franchisees a competitive edge in the sign and graphics marketplace. “I believe that with the changes in technology, franchises will operate quite differently in the next five years,” Shugarts predicts. “I do believe FASTSIGNS is well-positioned for this transition because they are constantly researching and testing the latest equipment to ensure what they recommend to the franchisees is top of the line. For anyone considering a FASTSIGNS franchise, it’s important to understand that this business requires a high level of owner interaction”, Greg says. “It’s critical that the owner be very proactive, in sales as well as in operations for at least the first year or two.” “After 12 years in the FASTSIGNS world, I still enjoy what I do,” Shugarts says. “Nobody else can dictate when I work, how hard I work or how much money I am going to make. Being an owner has given me complete control over my own destiny.” Entrepreneurial Spirit Bill Belmont, Lawrenceville, New Jersey Even as a boy, Bill Belmont showed the ethic of a true entrepreneur. Starting at the age of 12 in Pleasantville, New York, Bill worked as a caddie at a local country club, toting bags, cleaning clubs and learning the value of a well-earned dollar. After receiving his college degree in accounting, Bill worked as Vice President of Finance for a company that sold collectables and giftwares in the trade and retail channels. He was good at his job, but longed for a career that offered more independence and personal satisfaction; one without “the backbiting and politics of the corporate world”. He dreamt of the day when he could take greater control over his own life and began to investigate the possibility of owning and operating his own business. Seeking Independence As an avid golfer, Bill considered starting a business constructing putting greens in the backyards of private homes. That idea seemed like it would be enjoyable and rewarding, but it also seemed more than a bit risky. To reduce the uncertainty of his startup venture, Belmont began looking more closely into franchise opportunities, and for a time actively considered opportunities in the food and automotive supply industries. Then, after a rigorous search, Bill applied for and was awarded a FASTSIGNS® franchise. “I picked FASTSIGNS for three reasons,” Belmont explains. “They were a pioneer and a leader in the industry, they focused on business-to-business sales, and FASTSIGNS had a great management team that was obviously committed to building and supporting a successful group of franchise owners.” A Successful Launch Bill Belmont opened his FASTSIGNS store in January of 1999 in a suburban community between Princeton and Trenton, New Jersey, some 70 miles south of New York City. So far, he says, ownership has been both a challenge and a tremendously positive experience. He says he has never regretted the decision to open his own business. Married with three children, Bill describes his wife as his “life partner and Most Valuable Player” in the management of their FASTSIGNS store. He says that at first, it was a learning experience for he and his wife to work so closely in a business environment, but since opening the store, they have developed into a great working partnership. When he’s not managing the store, Bill still enjoys sports-related outdoor activities such as golf and skiing. The Belmont’s employ four staff members, and say their store has succeeded by stressing “customer service” to differentiate themselves from their competitors. Bill has worked hard to maintain double-digit growth, and takes pride in having reached several ambitious sales and profitability objectives. He reports that in most cases, the business has met or exceeded his initial goals. A Real Community “The one thing that has surprised me as a FASTSIGNS franchisee is the extent of support the owners receive from FASTSIGNS corporate,” Belmont now says. He cites FASTSIGNS’ leadership in marketing and advertising, technology and training support as key reasons for his achievements and the success of the entire FASTSIGNS owner community. Since opening its first U.S. retail store in 1985, FASTSIGNS has become a leader in the dynamic sign and graphics industry. FASTSIGNS supports its owners with a full array of business and marketing assistance, including site selection, a “store in a box” startup program, national advertising and promotional campaigns, financial and operational systems, initial and ongoing training and sales leads from an aggressive National Accounts Program. The company has recently introduced advanced graphics and customer solutions, including full-color graphics, E-commerce, and personalized store websites. FASTSIGNS has continued to grow and prosper, and now boasts nearly 490 stores the world over. Encouraging Words Like so many other FASTSIGNS owners, Bill Belmont is generous with his advice to anyone considering a FASTSIGNS franchise opportunity. “Be prepared to enter an industry that is changing rapidly,” he says. The very definition of a “sign” is changing, Belmont notes. To meet their customers’ needs, store owners must broaden the scope of the products and services they offer. He says FASTSIGNS is committed to helping its owners meet that challenge. Being a FASTSIGNS owner requires a commitment to other franchisees and to the entire system, Belmont believes. By supporting one another, he is convinced that FASTSIGNS store owners help ensure the future of their own small business. “To make it in this industry, you must invest in personnel, training and equipment,” Bill Belmont says. “But once you make those investments, FASTSIGNS gives you the support you need to succeed.” Master of His Own Destiny Frank Kent, Burlington, Ontario For more than a decade, while he worked for and managed successful businesses owned by someone else, Frank Kent believed he was meant for greater things. A native of Toronto, Canada, Frank always had drive and a real knack for business. After graduating from high school, he studied to become a professional accountant, then worked in operations and finance for a grocery industry manufacturing business. For several years, Frank then managed a successful, waste-handling equipment company. Then, in his own words, Frank Kent finally “had enough of the corporate world.” The Dream It was time for a change, so Frank began an aggressive and focused search for a business of his own. He started by reading general business publications, and considered buying into another waste handling equipment business. Frank later expanded his search to include the world of franchise opportunities, reading up on the concept and attending franchising trade shows in his community. He considered a retail computer franchise opportunity, but is glad now he let that opportunity pass, because the company is no longer in business. That’s when Frank Kent discovered the FASTSIGNS® community. “From my very first contact with FASTSIGNS, they struck me as a first class operation that really cared about the success of the franchisee,” Kent now says. Frank explored the opportunity in depth, then took the plunge. Now a Reality He opened his FASTSIGNS store in June of 1996 in what he describes as a typical strip mall on a main commercial street of Burlington, Ontario, a community of about 140,000. He currently employs a total of eight staff members, including his wife, who works part-time in the store, and his daughter and son-in-law. Frank and his wife have three children, and when he is not managing his store, Frank enjoys golf, travel and playing bridge. He is involved in his local Chamber of Commerce and Rotary Club. After more than seven years in business, Frank Kent is as enthusiastic as he was the day he first opened his doors. He has achieved a lot in those years, getting the business off to a successful start and building a strong base of loyal customers. If anything, he says, sales and growth have been better than he originally expected. He credits this success to hard work, his own business and analytic skills, and to the support he gets from the FASTSIGNS system. Solid Support Specifically, Frank cites FASTSIGNS’ marketing and advertising efforts that continually drive business to his local store, the outstanding technical support he gets, and the ongoing training that keeps store owners competitive and successful. “The staff, from the corporate offices to the field support people, are always ready and willing to assist the franchisee,” Frank says. “That helps a lot.” The first FASTSIGNS store opened its doors in the United States in 1985. Today, with nearly 490 stores worldwide, FASTSIGNS has grown to become a leader in one of the world’s most dynamic franchise industries. FASTSIGNS supports its franchisees with a range of powerful business and marketing services, including site selection, “store in a box” startup kits, advertising and promotions, a National Accounts Program, financial and operational tools, and ongoing training. The company continues to invest in advanced graphics and customer solutions, including full-color graphics, E-commerce programs and personalized store websites. Frank Kent is a big believer in staying on the cutting-edge of sign and graphics technology. He says owners must recognize they are in a dynamic industry, and because of changes in technology, those who keep up will succeed and those who fall behind will fail. Taking Control For that reason, Kent typically follows FASTSIGNS’ suggestions when it comes to equipment and software. He recently renovated his store, with the help of FASTSIGNS, and is proud of his state-of-the-art graphics and signage showroom. “My advice to anyone opening a FASTSIGNS store is to be prepared to work hard and to follow the FASTSIGNS system,” Kent says. “It works.” And for anyone thinking about becoming a business owner, Frank Kent offers these words of encouragement. “It’s been great. I absolutely enjoy owning my own business,” he says. “It’s hard work and a challenge, but it’s worth it. The best thing from my perspective is that I now have the freedom to determine my own destiny.”