Speaker 1  00:09

Dean, welcome to the latest edition of the heart of franchising, where we take you beyond the brand, to bring you the people, stories and heart behind franchise success. This podcast is brought to you by home franchise concepts, one of the largest home services, franchise networks that empower franchise owners to achieve financial independence while transforming lives homes and the communities they serve. I'm Marcy Klein Sasser, your podcast host, and I'm excited to speak with our guest today. Let me tell you a little bit about it. After 30 years of serving customers and clients in the home building industry, he decided to pursue a passion for caring for animals. He has been in business for 10 years, growing his business to 10 mobile pet grooming vans. Please give a warm podcast. Welcome to Tony Carrillo, who owns Aussie pet mobile of the desert in La Quinta, California. Tony. Welcome to the heart of franchising podcast. Thank you, Marcy, my pleasure. Thanks for being with us. Tell us a little bit about your background and how you found Aussie pet mobile.

 

Speaker 2  01:18

Well, you know, I raised all my kids and got to the point where I was ready to do something different. I was in the construction business for about 30 years, both in the field, doing labor myself, and then in the management and customer service side. For the last 15 years, kids were raised. Everything was good. It was a great living, but it wasn't something I was truly passionate about. I enjoyed it, but it was time for something new. So I started to search. Wanted to do something that I really enjoyed. So I looked at different franchises. I looked at it. Started out looking in the construction field. I didn't want to do that. I wanted to get something that I was interested in. So I looked at fishing. I'm in the desert, no fish here to catch.

 

Speaker 1  02:05

It might have been a little tough, right? A little tough.

 

Speaker 2  02:08

I looked at cycling, but that's a tough business to break into. You know? It's, it's kind of like car dealerships, where you're dealing with bike dealerships. So I went back to what I always loved, which was pets. I've had dogs since I was a kid. Always grew my dogs. Never really thought that that was something I'd enjoy, but I knew I wanted to do something that I was interested in, and it turned out to be pet grooming, which was a surprise to everybody, actually.

 

Speaker 1  02:33

Why was that a surprise? Well, it was. It

 

Speaker 2  02:37

was totally different from anything I'd ever experienced before, and I never thought that I, you know, when you look at grooming, it requires a little bit of artistic flair. You know, you're trying to get a cute face out of a dog. And I've never thought I had much talent as far as artistry or that type of, that type of mentality. But it turned out, even though I was more rigid and not as artistic. I was pretty good at it, actually. So I actually grew the first couple of years and really enjoyed it. Probably the favorite thing I've ever done in business was, was those two years of grooming on my own. So it was a lot of fun, interesting.

 

Speaker 1  03:13

Okay, so tell me a little bit about you found Aussie pet mobile. Obviously you you thought great fit. You want to go into business with Aussie pet mobile, friend, buy a franchise Aussie pet mobile at the desert. Talk to us about those first, first few years, what, what was kind of the biggest opportunity that you saw to launch your business and the support you had, and then what was the biggest challenges you got started? And then kind of a follow up question, knowing what you know now, maybe, what would you have done different in in the beginning of your business? It was interesting.

 

Speaker 2  03:49

The beginning, I thought I would just hire a groomer, but I would go to I would go to the training class and learn to groom. So I hired my first groomer. We got ready to take on our first pets, and she only stayed about a month. And I decided at that point that I do the grooming. So I started grooming myself, and I think at the beginning, and I encourage everybody who's done it and done it since I've, I've worked with them, to at least get in the van and learn what goes on in the van, learn what the grooming is about. Because unless you really know what it's like, I had no clue what it'd be like in that van. It's a very hard job, very difficult. A lot of strength required to move the pets around and to do that. But for me, it worked out really well. The first two years, I groomed and I trained people as I groomed. So I trained them in the van. I actually ran the business from the van and taught them to groom. So it was like I had 50 dogs that were on my own, 100 dogs my own. So I built those relationships. It also allowed me to talk to everybody as the owner that I dealt with as far as the business went. So I had a personal relationship with all my customers for the first two years. It was one on one, actually being in the van and being in the field and grooming for the next three years. After that, I answered the phone and did all the phone myself. So I had an incredible knowledge of exactly what was going on in the field and what the business felt like. So I would, actually, I would, I would always suggest that you get in there, you learn exactly what goes on. You know what the boomer experience is, you know what the customer experience is, and you know what it's like to be around the pets. I think differently, I may have structured myself a little better financially to bring on a second van quicker. I waited a little too long. I waited probably a year and a couple months because of the way I structured the business. I thought it would be a much business, a much better idea to have everything paid for in the beginning. All cash doesn't work that way. The banks want to see you have creditability. So it took me longer to get the second band, which a minor setback. But other than that, I wouldn't have done too much different. I don't think so it worked out good for me. Awesome.

 

Speaker 1  05:57

So let's take a step back a little bit for anyone listening that doesn't really understand the business model of Aussie pet mobile. Tell tell us as if you were talking to a potential customer who is Aussie pet mobile as a brand, and what are the services that Aussie pet mobile offers, and why? Why Aussie pet mobile if you were pitching me as a potential customer?

 

Speaker 2  06:20

Well, you know, when you look at the pet grooming industry, normally, you're dropping off your pet. You're leaving your pet alone for three or four hours, sometimes a whole day, depending on the person and person you're leaving the dog with. And I always thought before I started doing myself, that was very stressful. Matter of fact, it was so stressful I really didn't like it. You know, you're bringing your pet in who's used to being at home with you, and you're dropping them off somewhere they don't know, with all the smells of all the different pets, dogs, cats, a lot of them are in the stores now, so you have a full retail store, very nerve wracking, especially for a jittery little dog. Some dogs do just fine with it, and it's okay. But for mobile it is much it is a much nicer, cleaner way of taking care of your dog. You pull up to the house, the dog can look outside the window, can see they're at home. They didn't go anywhere. They're in the van for an hour. They're in and out in their back home with their with their owner. So it's a much more calm, it's a much more satisfying experience, not only for the pet, but for the owner. You know you're not having to take the time to go drop them off, go back and pick them up. You're at your home. You home based business is just so much better for both the pet and the customer. So we offer a full groom. We do everything from the basics to to anything you can think of regards to grooming a pet. So it's, it's a much more satisfying way of taking care of that animal. I would always at this point, it just doesn't make sense for me to bring a pet into a to a groomer anymore. And I think that that's the way the industry is going to go. So we're set up a little different most of the mobile pet grooming. When you, when you see them out there in public, they have, there's somebody that learned a groom, and they did it on their own. So they might have one van. Some of them have two vans. We're set up different so that we offer my whole my whole platform is set up to offer space, to have availability, to be able to do something in a day, at two days, three days, four days. So we're set up for growth. We fill a van, we move to the next one, we fill another van, we move to the next one. So it's all always about having availability and being able to expand and in which is very different for most of the other companies out there. There's a few that are trying to copy our our system now, but most of them are mom and pop shops that do it very, very small, and we're set up to grow and accommodate as much growth as as we can and handle as many pets as we can in the desert, and develop that kind of ability, right?

 

Speaker 1  08:52

That's awesome. Well, thanks for sharing that for our listeners. So tell me a little bit Tony about as you were getting started. As you said, in your first two years, you were learning everything you could, and then you were obviously scaling your business. How did the brand and home franchise concepts team help you with that support? And talk to me a little bit about that support over the years and how you lean into that support today,

 

Speaker 2  09:18

it was a few people. They were very good, all receptive. You could get you could get in touch with them. Whenever I needed to get in touch with them, if I need to make a phone call, I got answers and I got help. Today it's much more different. It's much different. It's it's a process where we're much more structured. We're leaning into technology. We have multiple levels of contact. I do a lot of work with other franchises. So there's the there's the one on one peer work. There's also our ROMs, which are regional managers, and I have full access to Mary Beth and the corporate structure. Also, we have a library of things that we can go to and research and do our. Our due diligence ourselves, but I also have people that I can contact and get the structure and the help that I need as far as developing the business, discussing what might be the next step, how we get to the next level, where we want to be in the future,

 

Speaker 1  10:16

that type of thing. That's awesome. You mentioned other franchisees. Talk to me a little bit about how you lean into other franchisees in the Aussie pet mobile network, and the value of that to you as a business owner.

 

Speaker 2  10:29

Well, I think that's the greatest part, actually. I mean, from a corporate standpoint, you can see and operate the business from an overall picture, dealing with one on one the other franchises, both people that have been around as I have been in longer, they're always there to help me. I've never, I've never met a franchise I didn't franchise owner, I didn't get along with which is, which is hard thing to say. Most, most places you find friction there, we have a little bit of healthy competition, but it's not that type of competition. Is very good and very helpful. So I work at two ways. I do a lot of work with the with the people that have been around longer than I they also have a lot of good stories, a lot of help that they can give me about what they're doing in their areas. But I spend a lot of time with the new people too, because for me, giving back is more important, I remember the stuff I went through when those first few years, the first five years, and how it's totally different to where I'm at today, but there's so much that I learned that I can pass on that it's really valuable to them. So I'm usually working with three or four new people at a time, and I have a whole network of of the established people that I'm also talking to quite a bit,

 

Speaker 1  11:42

yeah, that's fantastic. Obviously, that's a huge benefit of being part of a franchise network, that you can lean on them and they can lead on you, right? And obviously, I'm sure they very much appreciate that you can pay it forward after being in business for 10 years, right? What are some of the characteristics moving into kind of your business style and what's made you so successful? What are some characteristics that you think have made you such a successful Aussie pet mobile owner today?

 

Speaker 2  12:12

Well, one I, you know, I had a lot of service experience coming into it, and I know what it meant to treat a customer well, and I also think that I had a good relationship. I had some good mentors in the past that helped me deal with employees and learning to be a good manager. So for me, it's more, you know, and I used to hear this when I was in the corporate world, how how it feels like family, but I didn't feel it so much there when you have like right now, I've got 13 groomers. I've got a general manager, couple dispatchers, a mechanic in a personal public relations person kind of, kind of social media type. So there's 1617, of us, but I'll tell you, I know each one of those employees on a personal level. I know their families, I know their husbands, I know their kids. So it is a much more interpersonal relationship with employees. So it feels, I mean, there has to be a division of management and labor, but it feels like we're interconnected, and it's a very interpersonal management style, and we're we, you know, it's, it's strange, but it really is family. I know everything about them, and I'm very upfront with what I've been through, and can pass that along too. So it's that kind of structure. It's not. I can't imagine being somebody that is not intimately involved with the people and with our customers too. I mean, there's nothing like when you can call a customer and you're talking about a dog, within five minutes, you can develop a relationship and feel like you've known that person for a long time. You're dealing with a friendly type relationship, where it's something they want to spend their money on and have fun with, not like a plumber coming to the house. You know, you have to have the plumbing repaired, but you don't want to spend that money. It's not fun money to spend, but on your dog, it's a different story. So when you can relate personally with a with a customer that is has a passion about their dog, and you have the same passion, it is a very different

 

Speaker 1  14:21

business. Yeah, I need my toilet, but I love my dogs. It's definitely a different relationship. Our our pets are definitely family. So yeah, for sure, they're both in need, but at a totally different level. I love the fact that you shared kind of your team structure, and that you have 17 people, and that you talk Tony about the fact that you know, you know intimately their their personal lives, and you know how you can work to motivate them and build that team. Talk a little bit about, I know on your website you talk, you refer to them as pet style. Lists, and I love that reference. But on the groomer side of your business, I know talking to other Aussie pet mobile owners that you tend to spend a lot of time, obviously they are the front line. Are they the most important kind of team member of your business, since they are the ones styling the pets? So talk to me about kind of that team member on your team of 17, how you kind of work to integrate that into your business. What's the biggest challenge with that? What's the biggest opportunity? Talk to me about the pet stylist role. Well, I

 

Speaker 2  15:37

hate to say anybody is the most important, but I'll tell you, without the pet stylist, I don't have a I don't have a company, right? Yeah, that's, that's, that's what that's, that is my front line. I mean, it used to be when I was out there grooming, I got to meet every customer today they're meeting Aussie pet mobile is my groomer. That's who represents me. That's normally who they're going to see. They're not going to see me much anymore. They're going to see that. And it's representation of the entire company. So I look at the grooming a little different. If you have any ability to work with your hands, or any skills to to any mechanical skills or art skills or that type of thing, I can teach you how to groom a dog. I can teach you and teach you the fundamentals. I can teach you the skills you need to work with the animal, handle the animal properly, and to be able to groom the dog effectively. What I can't teach you is to have a personal relationship style that works well with other individuals. I can't teach you how to have a smile on your face, and I can't teach you how to love pets. So for me, when I'm looking at a groomer, I don't necessarily go out and find a groomer. I go out and find the individual that I want to represent the company and to be the face of the company. I want somebody that works hard, that has a smile on their face, and I can usually find those people in the public now, a lot of my groomers come from referrals, because once I get people on board, they like it. They love it. They love working with the pets, and they know what I'm looking for in the person, and they'll refer me other friends and that type of thing, but I'll find them in the public too. I mean, if you go to those places where you know that they treat their train their employees, well, say you go to a Chick fil A, or a Starbucks or or in and out burgers, where you see that person that signs signs behind the counter, that's the outstanding one that's helping somebody else that it's not their job, that is greeting everybody that comes in the door, that has a smile on their face. If I can find a person like that, I could teach them to groom dogs, and we'll bring them in. We'll bring them in house. Most of the groomers I have, I think 10 or 11 of them, we trained in house. So it's not coming from from outside. So I work with the individual first, for me, it's a person. If that person loves dogs, loves other people and is willing to work hard, I can teach them how to groom the dogs and teach them how to do it. Well, we do a lot of training. We do hands on training. They'll each work with three or four rumors that I have on staff. We'll do a lot of video training. They start and they move along the process, and we go from there. So for me, it's not going out and finding people that been trained by somebody else. It's finding the right person to deal with the dogs, the clients and with the other staff, they have to fit in with the other people that are working with us, or it's a problem. So, so it's, it's all about cohesion,

 

Speaker 1  18:27

yeah, of course, yeah. Really any role, right? But like you said, they're the the face of your business, and they're the ones that are caring for, for the, not only the pet parents, but the pets themselves. So I love that. Well, thank thanks for sharing that that's very, very helpful for those listeners, or anyone that's considering an Aussie pet mobile business. Certainly, it's a hot topic when we're talking to prospective owners. What are you seeing as some of the some of the trends for mobile pet grooming, or just kind of the industry in general?

 

Speaker 2  19:01

Well, I think it's going much more mobile. You know, as I talked a little bit about earlier, it's, it's such a safe and easier environment for the pet that that it's going that way. And I think it's going to continue to grow and grow and grow. Why wouldn't you want to have somebody come to the house for a percentage more than take them in? So I think that that's going to be a continual growth issue. There's some trends that aren't my favorite, but I think as a business, you have to, especially in this business, you have to get used to it. I'm more old school. I like to talk to people. I like to have the one on one voice conversations. Younger clients are not doing that. They don't want to talk on the phone. They want to text. They want to they want to book it online. Don't really have to talk to anybody. They don't like to talk to anybody. They want to do it at their own time. So technology and the way that the business is is changing is going to that degree. It's not my style. I'm much more. Prefer to talk to the person on the phone and get that, but you have to adapt to what's going on. So that's a changing thing. And I think with the new technology we have coming in place, it's going to be very helpful, and we're going to be on the forefront and cutting edge of that technology with what we're working on now, and that in that, in that field. So I think that's a huge trend that's coming much less, I just don't, it's not my favorite, but much less personal contact. They want to do a text and not have that that degree of intimacy, and do it quickly.

 

Speaker 1  20:33

Yeah, I think as you're as you're mentioning, you know, you have to meet the client where they are if the client is interested in doing something quick without any human contact, but that will allow your business to grow and be more profitable and meet the customer experience, you know, deliver a customer experience that they're desiring. Then I think it's always a balance, right? As the business owner, you might have a different preference, but if your customer is saying, This is what they want, then that will you know proof will be in your ability to grow right? Talk a little bit about when you mentioned twice now advancements in technology. Is there anything that you'd like to share in terms of what that technology allows in terms of a competitive advantage? You mentioned a few things, but anything else you want, want to touch on regarding the technology specifically?

 

Speaker 2  21:25

Well, it's new. I've been involved in the in the franchise Action Committee, so, so I've got to see it being developed, but it's taking us to a level that we're going to be more on par with, with, with the high end delivery type services, say UPS or FedEx, it's going to be able you're going to be able to track the van when it's on the way. You're going to be able to know when it's coming. You're going to be able to route things according to schedule routing where we didn't have that capability. Further, you're going to be able to pay online, or pay ahead of time. If you want to, you'll be able to to schedule appointments to the actual appointment time, where before, if you scheduled online, you had to go back and reconnect the person and say, I do have that spot. But it would be better if you went here, got it? Okay? Technology is gonna be much more advanced.

 

Speaker 1  22:19

Awesome. It sounds like a much, much more efficient way to run your business, and also, as we were just talking about, makes it easier for the customer, just to kind of do what they need to do, and easier fashion, right? So and be more confident that it's kind of a one and done they are able to, you know, execute on their desired services in one, one shot. So that sounds fantastic. Can you think of a memorable experience with a customer, client or a pet that you'd want to share with our audience? We

 

Speaker 2  22:55

had this one customer who she had these huge German Shepherds. I mean, three of them just incredible dogs. And I would go spend, I think I went every two weeks and spend time with those three dogs. And I came to know the customer very well, and really, really enjoyed that process. Now, they were big, huge German Shepherds, but absolutely beautiful. You know, it was to the point where every year I get a Christmas card from them with the dogs were always pictured featured on their Christmas card, you know. And I would see those dogs and how beautiful they were, and how I got to work with them, and how good they looked in the pictures every year. But it's just, you know, you develop so many relationships that are family oriented. You just become part of the family and the dog's family, and you know, the kids love to see you, and you get certain dogs that I had one where I you pull up to the house, you see the dog in the window. The customer would wouldn't even greet you. They'd wave from the window, open the door, the dog would run across the grass and jump into the van. There's all kinds of those relationships. They're a lot of

 

Speaker 1  23:59

fun. I bet they are. That's fantastic. I love that. Yeah, the dogs just become part of your family as well as you become part of your client's family. That's fantastic.

 

Speaker 2  24:10

That is interesting. The other part about that is, I would know, and our groomers know, we catch stuff earlier than a lot of the customers do, because you've got your hands on every part of that dog. So I'd be baby dog, and I'd say, Hey, this is a new lump here. You may want to have this check you actually know them so intimately, you will find things that you know your dog will lay in your lap and you pet his head or whatever. But we're getting underneath and inside leg and under every armpit, so you're going to find stuff that that they might not even see. And you kind of become a little you're like a little health inspector for them. You really don't expect it to be, but you things. You know you're taking care of that dog every two weeks, you'll notice a change. You'll notice if they've got a little limp. So you become part of the person, part of that to. Team that is examining the health and well being the pet, in addition to just making sure they look good. Yeah.

 

Speaker 1  25:07

I mean, how, what's the, like, the most typical, or most typical frequency that you're grooming a pet? Is it a weekly, bi weekly, like, What's your most common service interval?

 

Speaker 2  25:20

You know, it's usually, if you boil it all down, it's about three weeks. Now, we have a lot of customers. We see every week. We have some receive two weeks. A lot to do it once a month. Sometimes it's only once a year, but that's pets. That's all it requires, and that's fine, but it probably, I would say, is about three weeks. We most dogs. You it's great to see if you can see them every two weeks. If you see weeks, they're going to be in the best condition. The coats going to be the best you get. The best care out of two weeks a month is okay, every week is every is is better too. So it all depends on your dog, but I think it probably averages about that's every three weeks, is it? Yeah.

 

Speaker 1  25:59

So if you're literally, you know, caring for a dog, grooming them every three weeks, What you said makes total sense, that you're literally able to potentially catch something or see something that's changed for that pet parent before that pet parent ever really notices. So you really are an extension of, kind of like of a doctor that is potentially only seeing that pet maybe twice a year, typically once a year. So that really is a great advantage for having Aussie pet mobile, you know, in the family. So I love that you you called that, called that out, kind of in that same vein. How have you seen your business kind of positively impact your community?

 

Speaker 2  26:46

Well, there's a couple of ways. I mean, you know, it's we've elevated the whole mobile grooming industry throughout the valley. When we started, it was very few of them and I, and I talked to, I talked to a few of the other groomers that are out there now, and it's, it's totally changed. It used to be just like a little side market, right? You'd have the just a little offshoot, you'd see a couple bands around. And now it's much more recognized as a more holistic endeavor. That is, you know, they see the vans, they respond well to them. It has just changed, really, the way mobile grooming is seen here in the desert. Because before it was a very sub, sub specific industry, and now it's much more widely accepted. We have good relationships with the vets. So the vets will, you know, you could do some grooming with vets, and they'll do some stuff. Some of them have grooming services themselves, but the vets will call us and say, Hey, I've got one that's a little skittish. They don't really like to come into the vet to be groomed. Will you take this one on? It can be a little bit more of a challenge. It might be better if they're at home in your conditions and be safer for the for the dog, and so we have a good relationship with both the vets customers the valley, and helping to find the best solution for grooming that pet. And it's not so much, you know, well, I don't want you to take this vet away from me as a vet, because I want to do the grooming and make that money. It's more of I want you to deal with this pet because it's a little bit more of a challenge. Can be healthier and safer overall for the pet, so it's a little bit of a different form now, in a way, to do business that we're all looking for the best interest of a pet instead of just trying to make the money for your particular business.

 

Speaker 1  28:36

Yeah, no, that makes total sense. So how has owning an Aussie pet mobile franchise Tony changed your life?

 

Speaker 2  28:46

Well, listen, I worked for somebody else and sat at somebody else's desk for all those years, you know, and and I made, I gave them and made, made good money doing it, but I gave them some of the best years of my life. And today, it's different. I'm 10 years in now, and I'm able to do things like this and do a podcast. I don't have to be tied to a destiny more anywhere I go in the world. I can run the business from my phone, because I put a good structure in place and a good team in place. So it's allowed me to be and do those things that I wish I would have done 20 years ago. I mean, I missed a lot of what my kids experienced in school and doing that thing because you're working for somebody else. So today, if I want to go spend time at my grandkids school, if I want to go see them, if I want to go to the sports games, if I want to go to the high school sports, I can do all that stuff. I want to play golf. I can play golf. If I go to the gym every day, I can go to the gym, but it took time to get there. That didn't happen the first two years. Didn't happen in five years. But once you get to that point, you develop a freedom that totally makes things different and allows me to do those things I want to do, along with run the company, so it's a different lifestyle.

 

Speaker 1  29:56

Yeah, love that. All right. Last question, as we were. Wrap up, this is called the heart of franchising. What would you recommend to someone considering an Aussie pet mobile franchise so that they can get to the heart of their decision? What would you tell them, and potentially, what questions would you tell them that they should make sure they're asking so they can make the right decision for them.

 

Speaker 2  30:23

I think number one, you have to be passionate about what you're doing. So you got to love pets. You're going to deal with pets, and if you don't, if you're not a dog lover or a cat lover, I don't know, you know, I guess you could do it. But for me, it's a passion. I love what I do. I love working with the animals. You have to be familiar with, I think, look at the overall picture. I mean, when you're when you're looking at a mobile grooming van, you think it's so it's easy. You put a little person in the van, they drive around, they groom the dogs, no problem. But you have to remember that band is like a mobile little business. So that person who's going to take that van has to be able to know how to do and maintain all the systems of the band. They know they need to know how to run a computer. They need to know how to use maps and driving you. They need to know how to use your apps. They need to know how to deal with with a customer. They need to know how to deal with an upset customer. They need to be able to all those things that make a little business out of that band. It's just not grooming. It's a little mobile business on wheels, so you need to know that that is going to be a key for you, is to make sure you have the right person in that van handling all the situations that's involved. I think it's a friendly business. I think it's a good business, and I really love the interactions I have with my clients, be prepared to work hard. It's, it's hard work. I think anytime you have to manage people, it's, it's a challenge, especially the differences in the generations. It's a different world out there from when I grew up and what was expected of the labor market and what it is today. So be aware of that. And it seems like, for me, most of the groomers are younger, so I have to learn to think differently and think more in their terms. But if you're willing to work and willing to work hard and love what you do and love the people you're surrounded by, you can it's a successful, successful business model that that has been very rewarding for me. Awesome.

 

Speaker 1  32:26

Well, thank you so much Tony for being with us. I've learned a ton from you. I love the fact that you have a team that is a family to you, and you bring that out to your clients and help their pet family. So that's fantastic. Well, everyone, thank you so much for listening. I hope you learned a thing or two from Tony and about the heart of franchising with Aussie pet mobile. Please subscribe to our channel and follow us on social media and to learn more about Aussie pet mobile or any of our home franchise concepts, Family of Brands, please visit home franchise concepts.com. I hope you'll listen next time when we talk to another guest and get to the heart of franchise success. See you next time on the heart of franchise foreign,

 

33:10

you.