Chris Bauge was a success in business, having worked in several Global 1,000 companies in sales, marketing, and director positions. But he wasn't happy; he didn't have the time he craved for family and travel. His wife, Kristina's, acting career was hectic, as well. So the two chose a franchise that reflected their personal focus on fitness and allowed them to work together, taking advantage of their individual strengths: his being business, hers being people.
Chris Bauge曾经在商界是成功的，在几家全球1000强公司工作做过销售，营销，和主管职位。但是他并不是开心;他没有时间，他渴望家庭和旅行。他的妻子，Kristina的演员职业也是非常忙碌的。所以，这两个人选择一个体现他们集中在健身的个性并且允许他们可以一起工作，利用他们个人的优势：男方照料生意，女方照料人脉。
They chose ILoveKickboxing.com over other franchises, they say, because they found its corporate culture supportive and friendly. And, today, ten months in, they say they're delighted with their choice: They broke even within the first three weeks. They're already in lease negotiations for a second studio. And the revenue forecast for 2016, Chris says, is "seven figures."
越过其他特许经营，他们选择了IloveKickboxing.com，他们说，因为他们发现它的企业文化是助人和友好的。并且，今天，在这十个月以来，他们说对他们的决定感到庆幸：他们在第一个三星期之内就收支平衡了。他们已经开始为第二家工作室在租约谈判了。并且2016的收入预测，Chris说，是“7位数”。
Name(s): Chris and Kristina Bauge
名字：Chris 和Kristina Bauge
Franchise owned: ILoveKickboxing.com, in Chesapeake, Virginia
特许经营权：弗吉尼亚州，切萨皮克的IloveKickboxing.com
How long have you owned a franchise?
你拥有特许经营权多久了?
[Chris responding] Ten months.
[Chris 回答说] 十个月
Why franchising?
为什么加盟?
I chose franchising, as I believed it provided the ideal platform to suit our lifestyle needs and wants. More specifically, [it offered] the ability to make a healthy income while allowing us the flexibility to raise our daughter and t
ravel, without the inherent barriers of working for a company. We originally looked at starting our own payroll and H.R. outsourcing company -- PaySecure -- but ultimately decided on franchising, as it eliminated the guesswork, hedged against numerous risks and provided a proven model and playbook to follow.
我选择加盟，是因为我相信它提供了塑造我们所需要和想要的生活方式的完美平台。更具体来说，它提供了赚健康收入，同时允许我们灵活安排抚养我们的女儿和旅游，并且没有在公司固定工作的障碍。最初我们考虑开始我们 自己的工资和人力外包公司-PaySecure—但是， 最后决定了加盟，因为它淘汰了猜测过程，避免了很多风险并且提供了一个证明过的模式和要遵循的手册。
What were you doing before you became a franchise owner?
在你成为一个特许经营者之前你在做什么?
I had worked for several Global 1,000 companies in sales, marketing, management and director capacities; two of those companies were Cintas and Paychex. I also was deputy director for a multistate rehabilitation and treatment network. My wife had a successful acting career in Los Angeles for over 15 years.
我在几家全球1000强公司做销售，营销，管理和董事职位;这些公司中有两个是Cintas和Paychex.我也曾是一家多态康复治疗网络的副院长。我的妻子在洛杉矶有超过15年的成功的演义生涯。
Why did you choose this particular franchise?
为什么你特别选择这个特许经营?
A number of reasons: My wife and I wanted to get into something that we believed in and that had a purpose. With our iLoveKickboxing franchise, we can help people achieve their fitness goals and live healthier lives. We both love fitness as a lifestyle and thought, what a great way to help people, earn a great income while doing what we love. It also allowed us to work together side by side in a fun, upbeat atmosphere as well as draw off of, and pair, our strengths and personalities.
许多原因：我的妻子和我想要进入某些我们相信的，并且有一个目标的事。和我们的iLoveKickboxing特许经营一起，我们能帮助人们实现他们的健身目标并且更健康的生活。我们都热爱健身这种生活方式并且认为，我们一边做我们热爱的事情，它一边帮助人们，也赚很多钱，这是一个多棒的方式。这个工作也能使我们在一个奋发，乐观的氛围中一起工作，并且转移和匹配我们的优势和个性。
She is great with people and I have a strong business acumen making ILKB a great fit. There are many fitness franchises, and we looked into several of them, none of which held a candle to iLoveKickboxing.com. Some required large upfront investments or long-term financing on costly equipment; others seemed to allow franchise holders to cannibalize one other or had high break-even points of "800 or more members."
她很善于和人们打交道而我有很强的商业头脑使ILKB很容易配合。有很多家健身特许经营，我们看了他们中的几个，没有一个能和iLoveKickboxing.com相比。一些要求大笔的前期投资或者昂贵设备的长期融资;其他的看起来允许特许权持有人去拆分掉其他另外一个或者有“800或更多会员”高保本点。
Why ILKB? We were impressed with ILKB’s corporate culture. Their energy and enthusiasm were contagious, and we were engulfed with it, not only at headquarters, but at every studio we set foot in; it was impossible to miss. They treat their staff, franchise holders and members like rock stars and it shows. Then there was the ink on paper: The numbers and business model made a whole lot of sense and there were not a lot of moving parts -- and simplicity is beautiful.
为什么选ILKB?我们对ILKB的公司文化印象深刻。他们的活力和热情很传染的，我们被它给吞没了，不仅仅是在总部，我们所踏进的每家工作室都一样;它是不能去错过的。他们对待员工和会员像摇滚明星并且展示了。然后在纸上写有：数字和商业模式显示了一大堆道理，没有许多变化部分—但是朴素是美丽的。
The ILKB corporate staff are informative and transparent, and they ruly care about the success of their franchise holders, which was evident from day one. ILKB Corporate is robust, and trumped any of the other franchises we looked into, in size, scope, expertise and involvement throughout the entire process.
ILKB公司员工都是见闻广博和坦率的，他们有条理的关心他们的特许经营持有者的成功，从第一天开始就是可见的，ILKB公司是强健的，并且从规模，范围，专业度和从参与整个过程来看，胜过我们看过的其他任何一个特许
How much would you estimate you spent before you were officially open for business?
在你正式开业之前你估计你会花费多少?
The total was $191,599, comprised of: a franchise/territory fee of $49,999; buildout labor and materials, $114,800; equipment and inventory, $22,000; insurance, computers and office supplies, $4,800. I should note that the building we chose needed extensive demolition and renovation and is larger than the typical footprint for an ILKB studio.
总共花费了191，599美元，包含了：特许经营/地区费49,999美元;扩建劳工和材料，114,800美元;设备和存货，22,000美元;保险，电脑和办公用品4,800美元。我应该注明我们选的那幢楼需要大范围的拆除和重建并且比标准的一间ILKB工作室要大。
Where did you get most of your advice/do most of your research?
你从哪获取你的大部分建议/做你大部分的调查?
I was introduced to ILKB by Ray Fanning with FranChoice, a franchise-consulting company. Ray pointed out some of the inherent strengths of ILKB and encouraged me to look further into them, as well as another option in a different industry he thought might be a good fit. I looked at ILKB's online reviews from customers in several areas of the country, each time coming up with the same results -- they were glowing -- and it was abundantly evident people loved the workout and environment ILKB had created.
我通过Ray Fanning的FranChoice(一个加盟顾问公司)被介绍到ILKB，Ray指出一些ILKB的原有优势并且鼓励我更进一步关注他们，并且在一个不同行业的另一个选择他认为或许很合适。我看了ILKB的网上来自国家其他区域顾客的评论，每次都提出同样的结果—他们燃烧着热情—并且大量明白的人爱这种ILKB已经建立的训练和环境。
I spoke with at least 10 franchise holders who were very happy with their experience, interactions with corporate and their profitability. Speaking directly with franchise holders, I was able to ask the hard questions and get specific. I found out that not a single location had closed down since inception. There was also one interaction that stood out: There was a gentlemen from the Midwest that wanted to purchase 10 territories, and corporate would not take his money or sell him those 10 territories, as he was unproven, which spoke volumes to me.
我和至少10个特许经营权拥有者谈话过，他们都很开心他们的体验，与公司的交互作用和他们的收益率。直接和特许经营拥有者谈话，我能够问难得问题并且得到细节。我发现从一开始不单一个地点已经停业。也有一个突出的交互作用：有一个来自中西部的先生想要买10各地区的特许经营权，但是公司不愿意收他的钱或卖个他那10个地区的，因为他没有经验，这对我都是很有意义的。
I did a break-even analysis, ran the numbers and was pleasantly surprised by the results. It took 200 or less members to break even. Next, I conducted demographic research through LoopNet, CityFeet.com and some other online resources in the territories we were interested in, which came back very strong. Then there was a trip to corporate headquarters in New York for Discovery Day, where I was able to meet the owner, Michael Parrella, and his extensive corporate staff.
我做了保本分析，运用这些数字并且我对这个结果既愉悦又惊讶。只要200或者更少的会员就可以保本。接下来，通过LoopNet, CityFeet.com和一些其他的线上资源，我引导了在我们感兴趣的地区的人口统计的调查，返回来的结果也是很有利的。然后就有了去纽约公司总部旅程的探索日，去会见所有者，Michael Parrella，和他大量的公司员工。
Michael, and Scott Ferrari, the president of ILKB, also helped research the territory with a fitness and health survey on Groupon, which came back very strong. We visited several of the ILKB corporate-run locations in Long Island, New York, and met the staff, who all were full of energy and enthusiasm and were genuinely interested in us, which sealed the deal. We also researched publications and found interesting articles on boutique fitness studios reinventing the fitness industry.
ILKB的主席Micael，和Scott Ferrari也帮助了研究在Groupon上健身和健康领域的调查，反应非常强烈。我们拜访了纽约，长岛几家ILKB公司直营的地点，遇到了那些签署协议的员工，他们都是全身活力和热情的并且由衷的对我们感兴趣。我们也研究了出版物并且发现了在小型健身工作室重塑健身行业的有趣的文章。
What were the most unexpected challenges of opening your franchise?
什么是你开你的特许经营店最意外的挑战，
The most unexpected and peculiar challenges came from the retail-property interaction with landlords and anchor tenants. We had difficulty putting a deal together that worked, and interestingly enough it wasn’t due to the numbers not lining up. Unbeknownst to me, many anchor tenants have their corporate attorneys carve out lease provisions that block out specific uses, and the ownership of the retail complex typically concedes to these provisions when striking deals with anchor tenants.
最意外和罕见的挑战来自与房东和有名气的商家之间零售性质的互动。我们很难一起达成一个处理过的协议，并且够有趣的是它不是因为数字而不排队。对我来说未知的是，很多有名的商家有他们的公司律师开拓租赁条款，屏蔽特定用途，并且当与关键承租人达成协议时，零售综合所有制通常承认这些规定。
We found ourselves being used as a negotiating chip between the landlord and the anchor tenant at the ideal space for our ILKB in Virginia Beach. The landlord was willing to write a substantial check, and the anchor tenant was “willing” to allow us but wanted a large rent reduction on the lease they were renewing. Then, we ran into other difficulties with landlords not being excited about or open to fitness uses in general because of the “high failure rate” and extensive parking needs.
在维珍尼亚滩我们ILKB最理想的地方，我发现我们自己被作为在房东和关键承租人之间谈判的筹码。房东愿意去写一个实质支票，并且关键承租人曾“愿意”许可我们但是他们又更新说想要在租约上大量减少租金。然后，我们碰到了其他困难，因为“高失败率”和大量停车需求，房东不开心开一家健身房来使用。
We ran into still other landlords who were antiquated in their thinking, still trying to fill their centers with “traditional retail,” not understanding market and industry changes. The other challenge, which every business faces, is finding great people. In the ILKB model, [you need] people that not only are trustworthy and loyal -- which is paramount to me -- but who also walk, talk, eat and breathe fitness and display and are naturally “wired” with the "12 out of 10" energy and enthusiasm the position requires.
我们仍然还遇到其他观念陈旧的房东，还想要试着用“传统零售”来填进他们的中心，并不了解市场和行业改变。其他的挑战，每个生意都会面对，就是寻找好的人。在ILKB模式，(你需要的)人不仅仅是值得信任和忠诚—对我来说优先的职位要求也是行走，谈话，吃和呼吸健康并且展示和自然的以12分的活力和热情“兴奋”。
What advice do you have for individuals who want to own their own franchise?
你对那些想自己开特许经营的个人有什么建议?
Research it -- then go for it! Like anything else, there are a lot of poor franchises out there who are concerned only with taking your money and handing you a manual. There are franchises with high owner failure rates and others that allow franchise owners to build in one other’s backyards and cannibalize one other. That being said, you could do your due diligence and vet a franchise properly in the amount of hours in one work week.
研究它-然后为它行动!像那些其他的，有很多卑鄙的特许人在那，他们只关心怎么拿走你的钱然后只发你一本手册。很多特许经营有很高的所有者失败率，并且还有一些允许特许权拥有者在其他人的区域建立另外一个，并且同类相食另外一个。话虽这么说，但在一个工作周正确的时间里你能够尽量去调查和审查一个特许经营。
Once you choose and purchase the right franchise, you have bought yourself and your family a whole lot of freedom. I can tell you I will not be missing our daughter's soccer games when she gets old enough to play, and I will not hesitate to plan a trip to Europe or a two-week cruise to the Mediterranean, all of which would have been nearly impossible working as a director or VP in corporate America. With time and money being the two most prized possessions, I challenge you to find a better avenue to gain both the way you can with a properly chosen franchise.
一旦你决定并且购买了正确的特许经营，意味着你给你自己和你的家庭购买了很多自由。我能告诉你我不会错过我女儿的足球赛，当她足够大去玩的时候，而且我将不会犹豫去计划一次去欧洲的旅行或者一个到地中海两周的游轮旅行。这所有的事如果在美国公司做一个董事或者副总裁是几乎不可能的。时间和金钱是两个最重要的财产，我向你挑战，去发现一个更好的方法来收获两者，一个你可以正确的选择特许经营的方法。
What’s next for you and your business?
什么是你和你事业的下一步?
We are currently in lease negotiations to launch our second location. We have already greatly exceeded our personal goals in our first location and are excited to do it again. With all the marketing strategies and support from corporate -- they literally deliver pre-paid leads to our door! -- we broke even in the first three weeks of being open. Within three months, our profitability on a monthly and annual basis exceeded that of a senior vice president [salary] for most Global 1,000 or Fortune 500 companies.
我们现在在租约谈判去开始我们第二家店。在第一家我们已经超出我们个人目标很多并且很兴奋去再做一次。伴随着所有来自公司的营销策略和支持—他们简直提供了预付费的引导到我们的门前—我们在开业后的第三周就保本额。在三个月以内，我们的收益率在月度和年度的基础上超过了一个高级副总裁的收入，相对于全球1000强或者财富500强公司!
The revenue forecast for our first location alone is seven figures for 2016. We hope to have all five locations up and running in the next 18 months. We are very happy, blessed and thankful to be right where we are.
2016单独第一家店的收入预测是7位数。我们希望加入5家店并且在接下来18个月中运行。我们是非常开心，幸福的，并且很欣慰我们是正确的。
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