Aubrey Janik began working for herself in high school. By that age of 21, the young entrepreneur had saved up $100,000 to launch her own business. While saving up the money, she took plenty of time to do her research as well -- unsatisfied with online resources, Janik began cold calling franchisees to figure out what system would work best for her. Here is what she learned.
Aubrey Janik在高中就为了养活自己而开始工作。到了21岁，这个年轻的企业家已经存了10万美元去开始她自己的生意。在攒钱时，她花费了大量的时间来做研究，同样地--很不满意网络资源，Janik开始突袭打电话给特许经营者，去弄清楚什么系统最适合她。这里是她所学习到的。
Name: Aubrey Janik
名字：Aubrey Janik
Franchise owned: Erbert & Gerbert’s in Dallas
加盟权：达拉斯的Erbert &Gerbert’s
How long have you owned a franchise?
你加盟多久了?
Opening in 2015.
在2015年开业。
Why franchising?
为什么加盟?
I love franchising because it’s a proven concept. Starting a business from scratch is very, very hard and the chances of success can be slim. Going through that, starting a business from scratch, is something I am not interested in at this point in my life. Franchising was appealing to me because I can take an already successful business and grow it to make it my own. If you are a good franchisee and a good store operator, your opportunities as an owner are limitless -- you can create a multi-million dollar company out of franchising. That is my ultimate goal.
我愿意加盟，因为它是一个证明过的理念。从零开始一个生意是非常非常难得并且成功机会会变得很窄。
What were you doing before you became a franchise owner?
在你成为特许经营者之前你在做什么?
Before starting the process of owning my franchise, I worked for myself throughout high school and the two years I attended college. I owned/operated a pool and lawn care company, invested in the stock market, and did various other small jobs and side businesses in order to make money. More recently, I spent time living in Chicago, Ill. working with a franchisee in order to learn different aspects of owning and operating a successful franchise. I worked various different job positions at the difference concepts he owned, including crewmember, cook, back of the house worker, and shift-manager, as well as helping open restaurants while I was there.
在开始拥有我的特许经营权这个过程之前，在高中期间我自己做生意然后上了两年大学。我拥有并且操作一个水池和草坪护理公司，并且投资了股票市场，而且为了赚钱做了各种其他的小工作和副业。最近，为了学习拥有并且运营一家成功的特许经营的不同之处，我花时间住在芝加哥和一位有特许经营权的人一起工作。我在他拥有的不同概念中工作过各种不同的职业角色，包括工作人员，厨师，后厨人员，和轮班经理，并且当我在那里时帮助开餐厅。
Why did you choose this particular franchise?
为什么你特别选择了这个特许经营?
I’ve always been an entrepreneur at heart and owning my own business has always been a goal of mine. Over the course of the last five years I was able to make and save about $100,000. I knew I wanted to use that money to start a business, but it was just a matter of finding out what type of business I wanted to start.
在内心中我一直想做一个企业家并且拥有自己的企业一直是我的一个目标。过去的五年历程之后我能够赚并且节省了大约10万美元。我知道我想要用那笔钱来开始做生意，但是那也是个问题，是得弄清楚我想要开始什么类型的业务。
I viewed this money as my “one shot” to have the life I always wanted for myself: a life of working for myself and growing a successful company, so I needed to be smart on how I went about investing this money. When I was 19 years old, my dad started working for a franchised company. So, at the same time as I was trying to decide what to do with my life, my dad was beginning to introduce me to the world of franchising. He told me about the franchisees he got to work with and about how successful some of them where. I fell in love with the idea.
我把这笔钱视为拥有自己一直想要的生活的一次机会;一个为自己而工作并且发展一个成功的公司的生活，所以我需要在我怎样投资这笔钱上变得聪明点。当我19岁时候，我的爸爸开始为一个特许经营的公司工作。所以，在我试图决定我的生活的同时，我的爸爸就开始向我介绍加盟的世界。他告诉了我关于他一起工作的特许经营人和他们中的一些怎样成功的事。我爱上了这个主意。
Ever since then, I knew franchising was what I wanted to do. I spent the next two years working and saving more money, while researching concepts, and eventually I found E&G and loved the concept. That brought me to where I am today.
从那时起到现在，我知道了加盟就是我一直想要做得。当研究各种理念，最终发现了E&G并且我很喜欢这个观念时，我花费了接下来两年的时间来工作并且存更多的钱。那引导了我走到了我今天的位置。
How much would you estimate you spent before you were officially open for business?
在你开始正式开业之前你预计你会花费多少?
Well, construction on my store has yet to start, so the numbers aren’t set in stone. But, as far as costs go, you have the franchise fee, which varies from concept to concept and can be different from franchisee to franchisee depending on what you negotiated under the franchise agreement. Franchise fees can be anywhere from $20,000 to $50,000-plus, depending on the concept.
好吧，我的店还没开工所以数字也不是一定的。但是，至于成本，你要支付特许经营费，因为内容之间的不同，特许经营人之间也是不同的，这取决于你在特许经营协议中具体协商的价格。特许经营费大概在2万美元到五万美元多之间，取决于这个特许经营。
I also hired an accountant and an attorney, which cost about $8,000 total. As of now, I have signed my franchise agreement, I am negotiating the lease for my first location and I have hired an attorney and an accountant. So far, I have spent about $60,000 on this venture, and I will probably spend at least another $200,000 before my store opens. So, when all things are said and done, I estimate I’ll have spent about $300,000.
我也雇了一个会计师和律师一共花费了大约8000美元。现在来讲，我已经签了我的特许经营协议，正在协商我的第一家店的租约。现在我已经花费大约6万美元，并且在开业之前，我可能会至少再花20万美元，当所有事情决定并且结束，我估计我将会花大约30万美元。
Where did you get most of your advice/do most of your research?
你从哪获取你大部分的建议和做你的大部分研究?
Whenever I first started looking into franchising I did a lot of my research online and I was very disappointed with the results. In my opinion, information on franchising is very difficult to find online, and the information you do find tends to be unreliable. Because of this, I started cold calling franchisees to get their opinions on the industry and on the concepts they owned. I would look up the numbers for the franchisees of the concepts I was looking at, and would call them and ask them a list of various questions I had.
当我第一次开始调查特许经营时我在网上做了很懂研究，但是我对结果是很失望的。我的观点是，特许经营的信息在网上寻找是特别困难的，并且你寻找的信息更倾向于不可靠的。因为这个，我开始意外访问特许经营者来获取他们在行业上的观点和他们拥有的概念。我会查找我在考虑的特许经营概念的号码，并且会给他们打电话和问他们我有的一系列多方面问题。
Some of the calls were very successful and the franchisees where happy to help me, other times the franchisees had no interest in talking. Over the course of a year or so, I called hundreds of franchisees and the experience was incredibly helpful -- more useful and informative then online research would have ever been.
一些电话是很成功的并且特许经营人很乐意帮助我，其他时间特许经营人没有兴趣来谈话。在过去的一年左右时间，我通话了上百个特许经营人并且这种经验是非常的有帮助的—更有用的和信息量大的，网上调查是永远没有的。
What were the most unexpected challenges of opening your franchise?
什么是你特许经营遇到的最意外的挑战?
Real estate and finding a location has without a doubt been the hardest part so far. I live in Plano, Texas, which is a suburb of Dallas. I own the rights to a large chunk of the Dallas area and it’s been tough. Dallas just has so much food. To find a location where you aren’t drowned out by the competition but one where you can still make a large impact on the area -- it’s not an easy task.
店面和找一个没有疑虑的位置现在是最难的部分。我住在德克萨斯州的普莱诺，位于达拉斯的边缘。我要占有大部分达拉斯区域的业务是很难的。达拉斯实在是有太多的食物了。为了找到一个没有被竞争对手覆盖过的位置并且一个你能在这边区域造成大量效应的地方--这不是一件容易的事。
What advice do you have for individuals who want to own their own franchise?
对那些想要开他们自己的特许经营的个人你有什么建议?
I don’t really feel like I am in a position to give advice at this point in my life, as I am still young and do not have a whole lot of experience compared to a lot of other entrepreneurs. As of this point in my life, I feel like my best piece of advice would be to just keep grinding. You’re going to run into bumps in the road, there are going to be days where you just want to cry, curl up in a ball, and lay in bed and binge-watch Netflix -- days where you want to do literally anything other than think about work. But you can’t let those bad days get to you.
在我的生命中这个时期实际上我没有感觉像是能给建议的，因为我还很年轻并且相对于其他很多企业家来说没有一堆经验。在我人生中这个时间点，我想给的最好的建议可能是要忍得住打磨。在路上你会遇到碰撞，并且将会每天你都可能想要哭，躺在床上蜷缩成一团并且放纵地看节目—每天你都想要做些其他的事情胜过去考虑工作。但是你不能让那些坏天气打倒你。
I know of people who hit a bump in the road and they stay down for months, dwelling over their mistakes, and you just can’t do that. If you hit a rough patch, it’s okay to get frustrated, to cry, or to even take a day to just get away and not think about work. But, once that “free day” is over, once you’ve gotten all of your frustration out of your system, you have to just get back to it and keep grinding. Get laser focused at the task at hand, and work your ass off to get over the bump that you encountered. You, and your business will be better because of it -- that is the number one thing I’ve learned over the years.
我知道那些碰到挫折的人并且他们低落了几个月，沉溺于他们的错误中，但是你不能那样做。如果你遇到了难关，失意是没有问题的，去哭，或者甚至用一天时间来远离或者不考虑工作的事。但是，一旦“自由日”过去了，一旦你将挫折从你的系统里赶走了，你必须回来并继续忍受这一切。将注意力集中在手边的工作，并且抬起你的屁股去克服你碰到的障碍。你和你的企业因为它会变得更好—这是我在过去这些年里学到的第一件事。
What’s next for you and your business?
你和你事业的下一步是什么?
In five years I hope to be a successful multi-unit franchisee with five-plus locations. As of right now and my contract with E&G, I have to open three stores in the next three years. If all goes as planned in five years I will have at least three stores, but realistically I would like to have at least five. Being able to own and oversee multiple E&G franchises is my ultimate goal, so if I had five stores by this time five years from now, I would be more than happy.
在五年里，我希望开五家以上的分店去成为一个成功的多店特许经营者。作为现在和于E&G的合同，我要在接下来三年开三家店。如果在五年里所有事情都按计划进行了，我将会有至少三家店，但是，实际上我想开至少五家。能够拥有并且俯瞰多样的E&G特许经营是我的最终目标，所以如果我从现在开始的五年里就拥有五家店，我收获的会不只是开心。
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