In this episode of Eye On Franchising, I interview Mark Van Wye, CEO of Zoom Room. We discuss their unique approach to dog training, the accessibility of their franchise model, and the potential profitability of owning a pet franchise. Tune in for valuable insights into the pet industry and the scalability of Zoom Room. Don't miss it! - CEO of Zoom Room: Mark Van Wye - Positive reinforcement and socialization in dog training - Accessibility and effectiveness of Zoom Room's training methods - Scalability and potential profitability of owning a pet franchise - Process of pursuing ownership of a Zoom Room franchise --- Ready to watch these great conversations? Come check out a few videos have have and give me a follow! https://www.youtube.com/channel/UCwoAdrkPZmveJt5AQRDk8WA --- Lance Graulich Franchise Consulting Services from ION Franchising Eye On Franchising
In this episode of Eye On Franchising, I interview Mark Van Wye, CEO of Zoom Room. We discuss their unique approach to dog training, the accessibility of their franchise model, and the potential profitability of owning a pet franchise. Tune in for valuable insights into the pet industry and the scalability of Zoom Room. Don't miss it!
- CEO of Zoom Room: Mark Van Wye
- Positive reinforcement and socialization in dog training
- Accessibility and effectiveness of Zoom Room's training methods
- Scalability and potential profitability of owning a pet franchise
- Process of pursuing ownership of a Zoom Room franchise
---
Ready to watch these great conversations? Come check out a few videos have have and give me a follow!
https://www.youtube.com/channel/UCwoAdrkPZmveJt5AQRDk8WA
---
Franchise Consulting Services from ION Franchising
Mark Van Wye 00:00:00
Lance Graulich 00:00:02 Welcome to Eye on Franchising. Are you looking for business opportunities? Well, you are in the right place. We represent over 650 franchises and business opportunities. We will help you find your perfect franchise for free. We even have a free assessment on our website that will help us determine what the best businesses for you based on your investment level mindset, skill set, and life experiences. This is Ion Franchising, where we share our vision for your franchise future. I'm your host, Lance Graulich. Each week we will speak to fascinating folks from the world of franchising, franchisors and founders, franchise funders, and franchisees. Are you looking to find your perfect franchise? Or perhaps you are an independent business owner looking to grow and scale your business by setting up a franchise. Either way, our team can help you Eye on Franchising, where you will learn the A to Z's of franchise. Hello, everyone, and welcome back to another fabulous episode of, uh, Ion Franchising. I'm your host, Lance Graulich. Today we're going to talk about the world of pets. Pets, one of my favorite subjects. I probably have talked about my brother and his wife being super famous veterinarians. I grew up with a menagerie of pets in my house. Everything you can imagine from dogs, cats, lizards, it was fun. Rabbits as well. So imagine a dog training facility that actually doesn't train dogs. They train the people that love them. Well, this is a top ranked top 40 consumer service brands in America. Welcome to the show. My friend, Mark Van Wye, the CEO of Zoom Room. How are you doing, Mark?
Mark Van Wye 00:01:58 I'm doing great, Lance. Thank you so much for having me.
Lance Graulich 00:02:01 That was a fun intro. A lot of good stuff, and there's a lot more than that. So how did you get into the world of franchising and end up being CEO of Zoom Room?
Mark Van Wye 00:02:12 My background actually came from training people, not dogs. From training little tiny humans called children and developing a lot of highly scalable national education programs, working with companies or organizations like the Boys and Girls Club of America. And human education has a lot of red tape. So even if I really have some incredible way to change things, good luck to me. Changing school systems, even private school systems. And I observed so many things that made a difference. And the biggest was the role that caregivers played with the children. The more time they spent together, the kind of results. And also dogs came into it because not all the kids at Boys and Girls Club were the same, the ones who seemed to really take to it. I eventually noticed they all had family dogs at home. And regardless of their family situation, there was something about having a crucible to learn about unconditional love that just gave a level of hope and optimism. And later on, many years later, the idea was the green space in the pet world that no one had really touched, disrupted dog training since forever. And that I could create a platform, a teaching platform, embracing the same ideas of positive reinforcement, of involving the caregivers, all of that, in a place that really emphasized that socialization aspect. And my whole experience had been scaling national. It had to be a franchise. It had to be something that wasn't dependent on anything, on an expert, on some sort of whisperer, anything like that. It had to be something anybody could do. Because at Boys and Girls Club, the teachers, they were not masters in education, some only had GEDs. But I was able to create curricula that they could study, follow, and just run wild with and do amazing things. So I had a lot of maybe unearned, a little earned confidence going into the enterprise.
Lance Graulich 00:04:08 I love it. So share with the audience what Zoom Room is specifically, or for that matter, what it's not.
Mark Van Wye 00:04:16 Well, what it is, is an indoor dog training gym as I mentioned, positive reinforcement is the method we use. And we really, I think in some ways are the most different in how much we emphasize socialization. Because when you think about what most people want from a dog, it's not blue ribbon prizes and things like that. It is a dog you can take camping, a dog you can take hiking, a dog you can take to the pub for a a dog you can take to work. And those are not really about knowing how to do this, that, and the other. It's about a dog who's calm, bomb proof, just chill. And you can go into the Apple Store with your dog. And it's not a right of yours to go to that restaurant or the workplace. It's a privilege if your dog is just chill and social. And you get that by being exposed as early as possible to lots of other people and lots of other dogs. Novel stimuli. And, so it's really a place. It's indoor, climate controlled, we do great where it's snowy, rainy, muddy, too hot in the summer, any of that stuff. And small, group classes. A lot of focus on each individual and really cultivating a place that people can come back to over and over and over again. So our clients keep coming back to us for years, taking hundreds of classes and sessions with us.
Lance Graulich 00:05:34 So how hard is it to train someone to train dogs? I know a lot of people. Look, if you're going to give somebody a choice today, would you like to fry French fries at, uh, your neighborhood fast food place, or would you like to play with dogs and train dogs? I think I know the answer to that question. Finding people is not the tough part. Do you train them effectively?
Mark Van Wye 00:05:58 I'll tell you, in the development process, what you're asking is one of the hardest things for us, because nobody wakes up in the morning and says, I want to invest in a dog training business, right? It's not front of mind for people. And the barrier is often, well, I don't know how to train dogs. That seems like that must be really hard. Or if they are planning on maybe opening a lot of them and putting managers in, you know, whatever. I'm in Minneapolis. How hard is it going to be for me to find and hire all these dog trainers? And the answer is, you don't have to do any of that. You don't need any prior experience. We teach you everything. It's ridiculously easy. You don't want the person who's a dog trainer. You want someone who's an assistant manager at Old Navy who's great with people. You want a yoga teacher. You want someone who's outgoing, charismatic. We've got the dog stuff down. I would say, honestly, Lance, the best way to tell you I don't know how to make this not a humble brag, but I am not a dog trainer. As I've confessed, I am not a dog training expert. I didn't study animal behavior in college. I studied neuroscience. But, um, I ended up writing the best selling dog training book in America.
Lance Graulich 00:07:07 I heard that.
Mark Van Wye 00:07:08 And the idea of why I wrote it, because we do have incredible dog trainers. I could have asked them to do it. But if our whole thesis is we train franchisees to train their employees, to train human beings to train their dogs, why can't I, who can write pretty well, go through that same training program and write a book? And I did. And it became the bestseller starting in 2020. And that's how easy it is because I have no expertise. But it's really not that hard. The dog does the thing you want, you go, yay. The dog does the thing you don't want, you ignore it. That's kind of all you need to know.
Lance Graulich 00:07:44 Franchising is all about systems and processes and, the blueprint, the playbook, so to speak. And clearly, Zoom room is no different. you have to inject the people with the right skills, or people skills as you laid out as well, that you can't train personality, I always say.
Mark Van Wye 00:08:06 Yeah. No, the hard part is not the French fry making in your example or the dog training. The hard part, frankly, is how do you get your customers, how do you keep your acquisition costs down? How do you retain them? How do you increase your lifetime revenue? How do you adequately retain your staff and motivate them? How, do you work technology into your business? It is every single tiny little detail of the things, the sort of back office things that really make a business scalable to create. And it's not just the technology, it's the heart and the soul. It's the colors and the sounds and the smells. It's the way that people emotionally experience the business so they fall in love with it and become brand ambassadors. We want that kind of love. Like our t shirts say Love Unconditionally on it and I wish I were wearing one today.
Lance Graulich 00:08:59 That's okay. You're traveling at the moment.
Mark Van Wye 00:09:01 That is true. So yeah, it's really that is where our focus is on it's. A lot of data analysis, it's a lot of looking at tons of spreadsheets, doing regression analyses and figuring out little tweaks to pricing systems, scheduling systems to just keep year over year growth going up and up every year.
Lance Graulich 00:09:22 Love it. so let's talk about the investment, and what size are these facilities?
Mark Van Wye 00:09:28 Small. I'm glad you asked. And not just small, but zoned retail. So most pet businesses are relegated to light industrial areas. You don't see them next to they're.
Lance Graulich 00:09:39 Hidden from the road.
Mark Van Wye 00:09:40 Exactly.
Lance Graulich 00:09:41 Not in this case.
Mark Van Wye 00:09:42 We can be anywhere we want to. we're about 3000 sqft. we can be as small as about 26, 2700. And we have an incredible real estate team that's able to find sites. I mean, a nice thing about franchising, as you know, is landlords like franchises, especially successful ones. we just closed our first deal with one of the big national REITs and that really opens a lot of doors for us banks like franchises. And so there are so many additional opportunities when you go this way. And I'm thrilled. Just last month, we were able to, onboard a new head of building and architecture, construction and design. And that has really leveled up the entire buildout process. So these stores get opened a lot faster with incredible attention to detail. He had been running the entire national program for CBRE, for hospitality, Starbucks, all of that. Now he's full time zoom room.
Lance Graulich 00:10:37 Richard Ellis. That's right.
Mark Van Wye 00:10:41 Yeah.
Lance Graulich 00:10:42 I don't remember my acronyms.
Mark Van Wye 00:10:44
Lance Graulich 00:10:44 What is that? Investment, typically.
Mark Van Wye 00:10:47 So the total investment all in is around 300,000 or so. That includes the franchise fee, that includes your attorneys fees, about three months worth of expenses, your build out, all of that. That would be for a single unit so compared to, say, a Dog Daycare is about a million. So you could start to build out a metro area with a few zoom rooms for about the cost of one of the nicer Dog Daycares.
Lance Graulich 00:11:15 So, Mark, who are you looking for? I mean, you definitely laid out, the culture that you have and the collaborative nature and the support and all the factors and analytics that you're thinking about. So you're looking for somebody that can handle sort of receiving all that information and being coachable. But, where do they come from? I mean, they can be from any walk of life, I would imagine from.
Mark Van Wye 00:11:38 Any walk of life. We want people with lots of brain cells. We want people who are very well capitalized, definitely coming into, I think, any enterprise, franchise or otherwise under capitalized is just the biggest hole you could shoot in your foot. We don't need prior dog experience. We'd like to see prior business experience. If you've always worked for someone else, that's okay. We'd like to see if you're going to be an owner operator, which we have some of those, as in any franchise early days, it's just, I love this. I love dogs. This is a dream come true. That's great. But we're now moving more into people who are all those things. But also, this is a great investment. You're saying that Denver is available. I'd like to buy out Denver. Could I do ten of these? Could I do 15? So people who understand the appeal of the scalability of a model like this, and the fact that we have so much white space in terms of territories still available, that is definitely something. So I'd say we're definitely at this point, looking for things as large as, like, family offices, VCs to come in and do that. But frankly, anybody who I think has high ambitions, loves the pet space, has tracked how well the entire pet sector does. even in the worst economic times, I think it's second only to healthcare. For all the cutbacks this past year, everyone cuts back their spending. Not on personal health care, not on pet. They want to get a piece of that pet market. What we do in terms of our numbers in excess of the sector writ large is pretty phenomenal. Um, so I think we can speak to them and show them an opportunity to really be in a brand that's positioned to own a whole category. And there's not a lot of categories left to own.
Lance Graulich 00:13:24 How many employees do you need in this type of business? 3000. what are the hours and how many employees? That would be the question.
Mark Van Wye 00:13:35 I would say on the calls with candidates, it's the thing that they get the most excited about, especially with the just vicissitudes of staffing in the last few years. two people at a time need to be there. That's it. So it's only two people. You'll have more than that. Because of course, people can't work all every day, right but you'll have a bench, but it's essentially one trainer and one front desk person, and that's it to run the business. So, in terms of payroll, it's nice, it's manageable, and it's a really nice environment, compared to, like, your brother can tell you what it's like in a vet's office, and, he gets to work with some incredible talent. But in a traditional vet office, that's not necessarily where you want to be a receptionist. And here where you're literally playing with puppies and giving free fair trade coffee to the customers, and playing good music and having doggy disco parties, it's a lot more fun. So getting talent, keeping talent and staff is definitely a, strong suit for us, because a restaurant is, what, 2030 minimum to get going. So two people at a time is a
Lance Graulich 00:14:48 Light staff to sort of echo what you were saying a little while ago. I, uh, used to always tell people during recessionary times, no matter what, people are going to take care of their pets and their kids and, of course, health, obviously.
Mark Van Wye 00:15:02 Yep. Absolutely.
Lance Graulich 00:15:04 Yeah. So talk about your process. So, I'm a franchise broker, but people are going to find you doing creative Google searches when they're certainly passionate about pets. What's the process like from the beginning to, call it Meet the Team Day Discovery day validation, the whole nine yards. Describe that a little bit.
Mark Van Wye 00:15:24 Sure. People are always shocked because when they contact us, like, they see it. Go to the website, fill out a very short know, I'm interested form. We call them the same day. our head of development, Matt Collins, he, formerly ran the show over at, you know, best in class. You'll be hearing from himself. Not a lackey, not an assistant. so in touch right away, making sure you know what the opportunity is. Good fit, back and forth, typical first date stuff. And if that's all lining up, we're ready to answer any questions you may have, hardest questions you want to hit us with. We really are impressed when we hear from people who have done a lot of homework, they already can tell us why they like us, why they're picking this over this grooming thing or this other thing they're looking at. We're really impressed when there is a lot of homework. Being.
Lance Graulich 00:16:18 Mark, you know, myself, I'm a franchise broker. There are people that are going to come to you by doing a creative Google search because they're passionate about pets. They might come to you through me or other brokers. So when people get to you, describe the process. I know there's some sort of first date all the way up to meeting the parents and, meet the Team day Discovery Day validation. So describe a little bit what people listening that might be interested in this process and pursuing Zoom Room. What does that look like?
Mark Van Wye 00:16:50 I'm really happy to say that when people come to the website, say, and fill out a simple lead form, they will get a call back the first day. And not just from some random wacky, but from our actual vice president of development, Matt Collins, who's formerly of Tropical Smoothie and had done such an amazing job there that's been another real get for us. And that will be, just as you said, like a typical first date. Tell you about us, tell us about you. Does this look like a good fit? Make sure that the expectations are really clear on both ends, and if so, we move on from there. And after that, we really want to see that you've done some homework on your side. Have you looked at other franchises? Is this the one thing. You saw an article, saw something, maybe heard a podcast, and that you're jazzed about. So it's good to know your reasons. we definitely want to also make sure that this is something, as I mentioned before, that you're capitalized sufficiently, that this is going to make a lot of sense for you at this time in your life. And, at that point, if everything's going, we're really probably going to move on to an application just so that really everything is out in the open and clear. After that, we'll want you to, of course, review the FDD. We'd love everyone to always have a franchise attorney, not just a general friend of the family attorney. review that FDD with you. We get on the horn. We'll review it as well, answer any questions, and then it's validation calls, which is really here's all of our franchisees, we're really proud. Want to stop by one of them, check it out. We don't do a dog and pony show, so to speak, at a Zoom Room. So the traditional Discovery Day, where we bring out a lot of candidates at once and do a big thing, there's something canned about that. And I love that you can go to Instagram on any day and pick a random Zoom Room and look at its feed of just that day. And there's awesome stuff happening. There's puppies jumping over hurdles and dogs diving through hoops, and just, like, fun birthday parties going on. And so you should be able to walk into any Zoom Room anytime and get a pretty great sense of what the people are like. Don't these seem kind of like the people in your town? Do you get a feel for it, you get the vibe, and it's a franchise, so you can go into anyone you want. That said, we'll try to let's say you are looking to open a bunch of them. Probably good for you to talk to someone who's also a multi unit guy.
Mark Van Wye 00:19:13 You're in a big city. Let's get you talking to some big city folks. You're in, uh, a smaller town. You're in the Midwest. Let's get you talking to someone in the Midwest. So we'll try to do a little bit, know, matchmaking in terms of that. But there's no gag orders. We have nothing to and really happy to show you, warts and all.
Lance Graulich 00:19:35 Love it. I tell people all the time that the validation piece is critical. You mentioned the FDD, and for those listening that don't know that's a franchise disclosure document. Every franchise brand is required to produce one. The franchise attorneys put it together. There's 23 items. They're all very helpful. There's a lot of other things that, at the time, you might, uh, not think are helpful, but required by law to be disclosed. Item 19 is a favorite that everybody learns very quickly. It's the earnings claim or financial representations. you have a pretty, robust one, from what I understand.
Mark Van Wye 00:20:11 We do. I'm a huge believer in that. I mean, at the end of the day, every investment is an investment, right? You can't buy a house and ask the broker, am I going to make money when I sell this later? How much will it be worth in these years if I buy this stock? That said, if you have something to show, what can you ever you will buy the house, you will buy the stock or you won't. And what are you basing that on? A little bit on your feelings, but a lot on what the historical performance has been. Item 19 is an opportunity, an optional opportunity for franchiseors to show this is what's going on. And so we take it very seriously. We show not just the usual stuff. We'll show year over year growth. We compare it to the pet industry. We will show three year kegers compound annual growth rate. Because if you are a savvy business person, just because you got a big bump one year, that could be all sorts of things. But over the last three years, how is the business growing? we like to show the cost to acquire a customer and lifetime revenue. You don't find that often because a lot of people make business decisions. Projecting the future worth of a business by what's that ratio between what's a customer worth and what does it cost to get them. It's kind of that simple. We show that. We also show full PNLs, so you can literally see the profit. Our current FDD, our franchisees are doing a 31% net profit margin. The mature that have been open for only a few years.
Lance Graulich 00:21:37 I knew the bottom line was very good, but I haven't wow.
Mark Van Wye 00:21:41 I think it's 217,000 is the average net profit. And then for the stores that are just starting out, because people want to know that too, like, okay, after a couple of years, well, it does take you're not going to be profitable on day one. But even then, we're looking at a 24% net profit margin and I think it's 105 or $107,000 net profit even for the stores that are newer, that's in our FDD, profit is great. We also think it's really important that franchisees take a lot of personal responsibility for financial management. And that means cash flow, not just profit. keeping tabs on your expenditures, not biting off more than you can chew. So, like on Rfdd, we don't just show lifetime revenue. That's great, but how long do I have to wait to get that nut? Ah. we show how much money you get on average from a customer just in the first eight weeks. That way, you know, okay, I've allocated some money to market and advertise my business, but when am I going to see some return on investment, some return on ad spend there? Well, we'll tell you. So this is, on average, how much you get. It's obviously more top loaded, and there's a nice long tail. And so we show that. So we really try to disclose everything because we want you to know what you're getting into. I think that, the problems between franchisors and franchise well, I guess a bad franchisor could be bad because they're bad. But if a good franchisor is having friction, it always comes down to communicating expectations. It means somehow you thought I was supposed to do something for you that's not in the agreement, like, that's on you, or you thought you got to do something that it's like, actually, you don't have autonomy on that one specific thing. So just getting those expectations set, that's I think, a constant challenge for us to get just right.
Lance Graulich 00:23:29 And Mark, we didn't discuss how many stores are actually open right now.
Mark Van Wye 00:23:33 Let's see. So today, as we speak, I believe we're at 54. 55.
Lance Graulich 00:23:38 Congrats. You hit 50.
Mark Van Wye 00:23:39 We did hit 50. We hit 50. I think Chicago was our 50th earlier this summer. We'll be at 60 by the end of this year. And, we've got another 80 in the can. That means locations sold, agreements sold, not opened yet, that are all at various stages of development. lease signing, build out, all of that. So we should be hitting 200 next year.
Lance Graulich 00:24:02 So you have quite a few people. I know your desire is certainly to get empire builders, people that are willing to, build out a larger territory for obvious reasons for both parties. But, you have quite a few multi unit folks right now, which really speaks to not only your past performance, but people grabbing as much space as they can now, knowing this is going to be a big deal. It already is a big deal.
Mark Van Wye 00:24:30 No, you're right. I think that as much as I love the idea of someone coming in today, actually, our own CFO, just himself, personally signed on for ten units to take over Palm Beach and Broward County. That's amazing. And he knows all the numbers, right?
Lance Graulich 00:24:47 He knows nothing better than that. When the Chief Financial Officer becomes a.
Mark Van Wye 00:24:52 Ten unit franchisee, that's an amazing vote of confidence. That kind of got me flustered a little bit. But the other one equal, maybe even more, is when we had a single unit, franchisee, in the Phoenix area, in Arrowhead. He was doing great. He opened a second unit, just this summer. One of our biggest openings, fastest growth trajectory. His number two store. He, and his dad are now signing up for another three. And that's not the only one. We've had other people open one unit and then come back for a second, a third.
Lance Graulich 00:25:26 For those listening territory sorry, for those listening, that is exactly how you pick a great brand. You're going to hear these things from franchisees during validation, how they went back to Mark and the team and said, hey, I need more before you sell this territory. Right?
Mark Van Wye 00:25:46 That's right. And I love that. But I will say there's we also have other people in the Phoenix market as well. And I love the fact that Colin, the one I was telling you about, he loves to work with the other people. So he's doing this out of love, not out of fear. And I think that's a really common mistake in franchising is a, uh, franchisee who is so stressed out that the franchiseor just told them someone's going to open another location that's 45 minutes away or half an hour away, when that's an incredible opportunity for them. What they should be stressed out about is that there's still people living only eight blocks away from their store who don't even know they're there. And this new guy who's coming in who isn't you because you didn't grab up all that territory, it's cool, you're still going to do well. Now, she or he are going to also be increasing the brand's visibility. That means more business for you. Yeah. You might have a couple of people driving from there to you today, and you'll lose those clients, they'll go to the new one. But think of all the new ones that you're going to get. And we've seen that happen as stores do that. I mean, we're still relatively young learning about how to manage, density within a metro region. But, that's what I mean. The people who act out of fear when they don't realize what a huge opportunity is, even if it's someone else, to increase your brand, how much the value of your store's equity goes up when the other stores are opening, near you or anywhere.
Lance Graulich 00:27:17 Rising tide raises all ships.
Mark Van Wye 00:27:20 Amen.
Lance Graulich 00:27:21 Let's talk about marketing here. Final little segment here. Tell us you kind of alluded to it. So how do you open a zoom room most effectively? You've learned that by now.
Mark Van Wye 00:27:31 Yeah. we've got a pretty great system in place. I'd say when it comes to opening it, we, have invested heavily. When I say invested, I really mean brain. trust more than dollars and cents into really perfecting an SEO model. That is so tried right now. So, tried in the sense of proven. So when you go to open a store, even if it's an orphan in the middle of some part of the country where we don't have any brand recognition, by the time you're getting ready for your grand opening, you're already ranking multiple times on page one for puppy trainers near me. Puppy classes, therapy, dog training, agility dog training. All best dog trainer. we're seeing great SEO on Yelp, on Facebook, certainly on Google more than anything else. So you're going to get a good third of your traffic just from organic SEO, which doesn't cost you a dime and which helps to keep your acquisition costs down. The. Other is we do something that I think many franchises don't do and certainly is impossible to the individual business owner. It is technically possible in a franchise if they know what they're doing, and that is you. When you go to open, you have zero customers. You don't know what a customer of yours looks like. Our hypothesis, which we prove over and over and over again, is that people who love Zoom Room in Virginia Beach are really similar to the people who love Zoom Room in Seattle and Los Angeles and Austin and so on around the country. And so we know who all those people are. And so we're able to algorithmically say where you're opening. Find us the people who are like these other people, not just random ones, but the ones who love it, come back, spend money. And so when it comes to the targeting of your paid ads, you're really fishing in just the right pond. That's kind of a secret sauce. We've been doing that for years and have tried to stay pretty ahead of the curve when it comes to that.
Lance Graulich 00:29:29 Fabulous. It sounds amazing. So, Mark, you've given so much great information on Zoom Room. So the final couple of minutes, final thoughts, final tips for those looking at a franchise. Final words of wisdom, for that matter.
Mark Van Wye 00:29:42 I guess my final words, because I think you have a wonderful audience, Lance, and I think they're interested in Franchising. And I'm not here to say Zoom Room is right for any listener, hopefully it is for some. It certainly won't be for all, and hopefully not for none. And so when you are looking at I think that your podcast, hopefully some of the things I've said make the case of why franchising is such a perfect blend of independence and support, of personal responsibility and having so much leverage and resources that are much greater than the sum of the parts. But it's really important you find a brand that resonates with your own personal values and that you yourself really make your own pledge to succeed, to have a commitment to continuous learning, to growth, personal growth, to financial growth, that you really, really have your ambitions in the right place and have that level of commitment. Change is hard. And people might think a franchise is, like, set in stone, but like Dunkin Donuts today is not Dunkin Donuts a year ago or the year before. Even the big brands that seem like they're these huge battleships that are impossible to turn, they add breakfast. They change their drink menus. They do a lot of stuff. We never did breakfast before. Now we do breakfast. Change will come, and it's coming, hopefully, if they know what they're doing for good reason, and they've tested it and put a lot of thought into it. So be ready for change, not resistant to it, and really find a brand that, um, really resonates with you.
Lance Graulich 00:31:16 Mark, you've been awesome. Thank you so much for being here. Mark is the CEO of Zoom Room. So consider Zoom Room amongst all the options. Love it. Love your pets, and bring in the Zoom Room. Thanks again, Mark.
Mark Van Wye 00:31:30 Thank you, Lance.
Lance Graulich 00:31:31 Thank you very much for listening today. Please, like, follow and subscribe. This is Lance Graulich. Until next time.