Signs of the Times - September 2016 - 89

Catherine Monson Jim Tatum Ray Palmer CEO, FastSigns President, Signarama President, Signs Now business is paramount to our preparation process," Palmer said. FastSigns offers an online "university" that has more than 500 courses on all aspects of the visual communications industry and business in general. Courses in understanding substrates, selling and operating systems rank among the highest in demand for new franchises. More specific and advanced courses in profitability, delegating and developing an empowered staff, enhancing leadership skills, and creating a strong, sales-oriented culture are most preferred by experienced companies converting or co-branding with the franchise. New franchisees also work with an existing, experienced FastSigns franchisee in a mentoring relationship. In addition, events and meetings play an important part in the training. "Each one of our expo events and regional meetings focuses on opportunities to learn and advance," Tatem said of Signarama. "We have webinars and an online training portal for rolling out new programs." are small businesses ourselves," Signarama's Tatem said. "Our individual franchisees are in business for themselves ... they just aren't by themselves. They have the same opportunities as any small business owner, but with the support and the blueprint for success that a franchise can provide." Connection to the larger network has distinct advantages for these small businesses. For example, Flyaway Signs' Burkhardt said more and more of her customers are swapping out old and outdated changeable copy signs with new electronic message centers, thanks to their ability to run multiple messages and images. But with FastSigns' extensive training and supply chain assistance, franchisees are successfully implementing this product/service offering, Monson explained. This isn't to say that market entry by franchises even larger than these can't be considered a challenge. "We also see an increase in competition coming into our space from other industries," Palmer said, alluding perhaps to FedEx Office - which makes signs, banners and posters - as well as other companies. "Competition for basic signage continues as more and more print-based companies are adding some wide-format technology. This competition, especially in basic retail signage (banners, event signage, etc.), has created an environment that encourages evolution to a sales-focused approach. Five years ago, the market still supported a retail mentality." Even so, all three franchises are bullish on the future. "One of the great things about the sign industry is that it's not going away," Tatem said. "Our franchisees offer customized, personalized service with products that can't be provided from someone who is just trying to be a 'jack of all trades' and sell signs. If a customer wants electrical signs, LED, vehicle graphics ... those aren't things you are going to just anyone for." Palmer also sees the rapid growth of technology playing a greater role in the lives of their franchisees. "This technology increase spans from production, business information and marketing," he said. "And we expect this will continue." Monson described how other digital sign suppliers are coming to them to utilize their competitive advantage. "For example, FastSigns became a Google for Work Partner earlier this year and began offering their Chrome-powered digital sign solutions (at participating locations) as one of the first brick-and-mortar businesses to do so," she said. So, while we may not see sign franchises trending on Twitter, we are likely to continue to see them as the subject of more Internet searches as they trend upward within the sign industry. n Trend No. 3: Keeping the 'small' in business Franchises counter the less flattering trend of sign franchises being thought responsible for putting family-owned sign shops out of business. "We don't put mom and pops out of business - we SIGNS OF THE TIMES www.signweb.com 89 http://www.signweb.com

Table of Contents for the Digital Edition of Signs of the Times - September 2016