Thank you so much for joining us in this interview series. Before we dive into our discussion about succession, our readers would love to “get to know you” a bit better. Can you share with us the backstory about what brought you to your specific career path?
I’m originally from Southern California, so in my early twenties, I made my way to Hollywood to work in the entertainment industry as an aspiring talent agent. But after years of long hours on set with little pay, I desired more in my professional life. Around that time I had a friend who was working with franchises by scaling ‘boring businesses’ who suggested I would be good at it too. I decided to make the career switch which proved to be a life-changing decision for me. Using my experiences from Hollywood, in client management and business development, I honed in on these skills by scaling and optimizing franchise operations for a few different ‘boring businesses’ (think carpet cleaning and drywall repair), eventually growing the brands to the largest in their respective industries. These brands valued quantity (of franchisees) over quality (of systems, franchisee support, etc.) so eventually it became tough to continue supporting some of the business practices I didn’t fundamentally agree with. I thought, “I’m scaling these brands for others, why can’t I do it for my own company?”
I then turned down a lucrative job offer to go off on my own, to acquire a company where I could scale while teaching others about responsible franchising. After researching dozens of companies I came across Rolling Suds, a 30+ year family-owned power-washing business that caught my interest. With the support of the family, investors, and my mentors, I acquired the company in 2022 and became CEO- taking it from just one location to 187 in just over a year. I am also passionate about teaching others responsible franchising, which I do through my social media content, podcasts, and speaking at franchising conferences around the nation.
Can you share the most interesting story that happened to you since you started your career?
The journey of discovering and acquiring Rolling Suds. It wasn’t just about finding any company — it was about discovering a business with tremendous potential and a rich history. I remember the initial stages of researching dozens of companies, looking for that perfect fit where I could apply my vision for scaling a business responsibly. When I stumbled upon Rolling Suds, it immediately caught my interest because power-washing services are critical for residential and commercial properties and there will always be a need for it. But once I met the family, it was a done deal. They saw and trusted my vision and I knew they would be the perfect partners to undertake this exciting challenge with me. The process of acquiring the company in 2022, gaining the support of the family, investors, and mentors, and then transforming it from a single location to 187 in just over a year is incredibly fulfilling. It wasn’t just a business transaction; it is a continued journey of growth, learning, and making a meaningful impact in the industry. This experience has shaped my perspective on entrepreneurship and solidified my passion for driving sustainable business growth while teaching others about the power of franchising.
Can you please give us your favorite “Life Lesson Quote”? Do you have a story about how that was relevant in your life?
One of my favorite life lesson quotes is by Steve Jobs: “Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do.”
This quote has been incredibly relevant in my life, especially during my transition from the entertainment industry to entrepreneurship with Rolling Suds. While working in Hollywood, I had a passion for talent management but found myself longing for more fulfillment and impact in my professional life. The decision to pivot towards franchising and acquiring Rolling Suds was driven by a desire to align my work with my skills, passions, and values. Through this journey, I’ve learned that true satisfaction and success come from pursuing work that resonates deeply with you. Loving what you do isn’t just about enjoying the tasks; it’s about finding purpose and meaning in your contributions and professional relationships. It’s about waking up each day excited about the challenges and opportunities ahead, knowing that your efforts are making a difference.
What do you think makes your company stand out? Can you share a story?
What makes Rolling Suds stand out is our commitment, not only to our customers but to our franchisees- we value relationships over everything. My commitment to responsible franchising ensures our franchisees have everything they need to succeed in this business, from our training and sales systems to our proprietary power-washing technology.
Ok, thank you for that. Let’s now jump to the primary focus of our interview. What factors did you consider when selecting your franchise, and how did you determine it was the right fit for you?
When selecting a business to acquire to franchise, several factors played a role in my decision-making process. First and foremost, I looked for a ‘boring business’ that there will always be a customer demand for. Power washing services are integral to both residential and commercial maintenance, ensuring cleanliness, hygiene, and the preservation of property aesthetics. Whether it’s removing grime from sidewalks and driveways or revitalizing the appearance of commercial buildings and infrastructure, power washing meets a fundamental need, making it a stable and promising sector for continued growth and service innovation.
Additionally, I looked for a business with a strong foundation and a proven track record of success. Rolling Suds stood out with over 30 years of experience in the power-washing industry and a reputation for delivering high-quality services. I also assessed the growth potential of the franchise. I wanted to align myself with a company that had the capacity for significant expansion, both in terms of geographic reach and service offerings. Rolling Suds offered scalability opportunities that aligned perfectly with my vision of growing a business on a larger scale. Additionally, cultural fit was essential. I sought a franchise where the values and ethos of the company resonated with my own. Rolling Suds’ commitment to sustainability, customer satisfaction, and innovation closely aligned with my personal and professional values, making it a natural fit.
Lastly, financial considerations were critical. I conducted thorough financial due diligence to ensure that the investment in Rolling Suds would be sound and aligned with my financial goals and projections.
Can you share a significant challenge you faced while establishing your franchise? How did you overcome this obstacle, and what did this experience teach you about running a successful franchise?
A challenge I faced and continue to face is the rapid growth of the company outpacing some team members’ capabilities. It is particularly difficult having to let go of individuals who have been instrumental in our early stages but were unable to adapt to the demands of our expanding operations. To overcome this obstacle, I prioritized clear and transparent communication and proactive talent management. I implemented regular performance reviews and professional development opportunities to ensure our team stayed aligned with our evolving needs. This experience taught me the importance of agility and foresight in scaling a successful franchise. It reinforced the need to continuously assess and nurture talent while maintaining a supportive and growth-oriented workplace culture.
Looking back to when you first started your franchise, what was one aspect that completely took you by surprise? This could be related to the franchising process, customer interactions, or day-to-day management that you hadn’t anticipated.
One aspect that took me by surprise was the level of intricacy involved in managing relationships within the franchise network. While I anticipated the operational challenges and customer interactions, navigating the dynamics between franchisees, corporate management, and support teams presented unexpected complexities. Balancing the need for consistency across locations while respecting individual entrepreneurial spirit requires a nuanced approach to leadership and communication. Over time, I learned the importance of fostering a collaborative environment where mutual trust and transparency are prioritized, ultimately strengthening our franchise network and driving collective success.
In hindsight, what advice would you give to potential franchisees about selecting a franchise that aligns with their personal and professional goals?
I would advise potential franchisees to carefully consider several key factors when selecting a franchise that aligns with their personal and professional goals. First and foremost, thoroughly research the franchise concept and its industry. Understand the market demand, growth potential, and competitive landscape to ensure alignment with your long-term objectives.
Secondly, assess the franchisor’s support system comprehensively. Look for a franchise that offers robust training programs, ongoing operational support, marketing assistance, and a strong brand reputation. If this support doesn’t already exist within the organization, you’ll need to create the systems. This support network is crucial in navigating challenges and maximizing success as you build and grow your business.
Additionally, evaluate the cultural fit between yourself and the owners of the brand. Consider the values, mission, and operational philosophies to ensure they resonate with your own beliefs and aspirations as you scale the business into a franchise. A strong cultural alignment fosters enthusiasm and commitment, driving both personal satisfaction and business success.
Lastly, conduct thorough financial due diligence. Understand the initial investment requirements, ongoing fees, and potential return on investment. Seek clarity on profitability projections and financial performance expectations to make an informed decision.
How do you balance adhering to the established systems of your franchise with the need to innovate and adapt to your local market? Can you provide an example of a successful adaptation or innovation you implemented in your franchise?
At Rolling Suds, we prioritize maintaining consistency in service quality and operational standards across all locations while also embracing opportunities for local adaptation and innovation. Finding the right marketing strategies for local markets is essential for Rolling Suds to effectively connect with customers while maintaining consistency across our franchise network. We recognize that while our core services and brand identity remain consistent, local nuances and preferences can greatly influence customer engagement and satisfaction, and what works well in one area may not work as well in another.
One effective approach we’ve taken is to conduct thorough market research in each locality. This involves analyzing demographic data, competitive landscape, and consumer behavior to tailor our marketing efforts accordingly. For instance, in urban areas, we might emphasize the convenience and efficiency of our services, while in suburban neighborhoods, we might highlight our commitment to environmentally friendly cleaning solutions. We also utilize localized digital marketing strategies such as targeted social media campaigns, geo-targeted ads, and search engine optimization (SEO) techniques. These tactics help us reach potential customers in specific geographic areas with messages that resonate with their unique needs and preferences.
Overall, our approach to marketing at Rolling Suds blends adherence to franchise-wide standards with the flexibility to innovate and adapt to local markets. This dual focus enables us to maximize our reach, effectively engage customers, and sustain growth while maintaining the integrity of our brand across diverse geographic locations.
What are your “Five Things I Wish I Knew Before Opening a Franchise”?
1 . Prioritize the Importance of High-Level Talent Early On: One thing I wish I had known earlier is the critical need to bring in high-level employees sooner to support rapid company growth. Initially, I underestimated the pace at which Rolling Suds would expand, which strained our team’s capacity. Recognizing this, I swiftly onboarded experienced operational managers and strategic advisors who could provide guidance and leadership. This proactive step not only alleviated immediate pressures but also positioned us for sustainable growth by enhancing operational efficiency and strategic decision-making.
2 . Clarify roles between investors and operational management: Managing both operational execution and financial investment can lead to conflicting priorities. For instance, when faced with franchisee concerns or operational challenges, decisions driven solely by financial objectives may neglect long-term brand integrity or customer satisfaction. This imbalance can hinder franchise growth and strain relationships within the franchise network. Recognizing this, I learned the importance of balancing operational excellence with strategic financial management, ensuring both aspects align for sustainable growth. In the “operator and investor” model, decision-making can become fragmented and inconsistent. When financial pressures influence operational choices, the focus may shift from long-term strategic planning to short-term financial gains. This can lead to missed opportunities for innovation, market adaptation, and long-term franchise success. Implementing a structured governance framework with clear decision-making protocols helped mitigate these challenges, promoting cohesive strategies that align with both operational and financial objectives.
3 . Adaptability and Flexibility in Business Operations: Flexibility in adapting business operations to local market dynamics is essential for success. Initially, we adhered strictly to corporate guidelines without fully adapting to regional customer preferences and market nuances. This led to some initial slower-than-expected growth in certain areas. Learning from this, we implemented localized marketing strategies, customized service offerings, and community engagement initiatives tailored to each market’s unique characteristics. This adaptive approach significantly improved customer satisfaction and accelerated business growth.
4. Navigating Franchisee Relationships: Understanding the dynamics of managing relationships with franchisees is crucial. Initially, I underestimated the complexities involved in balancing the franchisor-franchisee relationship. Ensuring consistent communication, mutual respect, and alignment of goals between corporate headquarters and individual franchise owners is essential. Building a collaborative and supportive network with franchisees fosters a stronger franchise community, enhances operational efficiency, and promotes brand loyalty.
5. Continuous Learning and Networking in Franchise Community: Engaging actively in the franchise community and continuous learning are invaluable. Never underestimate the power of networking with fellow franchisees, industry experts, and attending franchise conferences. These interactions provide valuable insights, best practices, and support networks that can accelerate learning, problem-solving, and business growth. Building relationships within the franchise community has been instrumental in navigating challenges, staying updated with industry trends, and fostering innovation within Rolling Suds.
As your franchise has grown, what have been the key drivers of its success? Looking forward, what strategies do you plan to implement to ensure continued growth and sustainability in an ever-evolving market?
As Rolling Suds continues to grow, a pivotal driver of our success lies in our meticulous selection of franchisees and unwavering support throughout the journey. We attribute our success to partnering with dedicated individuals who share our vision and values, ensuring they have the tools and guidance needed for a flourishing business.
Moving forward, our strategy revolves around reinforcing this commitment. We plan to enhance our franchisee support systems, providing comprehensive training programs, operational resources, and ongoing mentoring. By empowering franchisees with the skills and knowledge to deliver exceptional service, we foster a culture of excellence that translates into customer satisfaction and loyalty.
Additionally, we are focused on expanding our network strategically. We aim to identify passionate franchise partners who resonate with our brand ethos and possess the drive to succeed. Looking ahead, our dedication to selecting the right franchisors and supporting our franchisees will remain central to our growth strategy. By nurturing strong partnerships and prioritizing operational excellence, we are confident in our ability to sustain momentum, adapt to market dynamics, and continue delivering value to both franchisees and customers alike.
Off-topic, but I’m curious. As someone steering the ship, what thoughts or concerns often keep you awake at night? How do those thoughts influence your daily decision-making process?
The success and well-being of my franchisees weigh heavily on my mind. The thought of franchisees facing challenges or not achieving their full potential is a constant concern. It keeps me awake at night because I understand the significant investment — both financial and emotional — that franchisees commit to our brand. Their success is not only a reflection of their hard work but also a testament to the effectiveness of our support systems and the strength of our franchise model.
These concerns deeply influence my daily decision-making process. I am constantly evaluating how we can enhance training programs, improve operational efficiencies, and refine marketing strategies to better support our franchisees. Each decision is made with a focus on fostering an environment where franchisees can thrive, grow their businesses, and achieve their personal and professional goals. These thoughts drive me to maintain open lines of communication with franchisees, seeking their feedback and insights to continuously improve our support and services. I am committed to being proactive in addressing challenges and providing solutions that enable franchisees to overcome obstacles and succeed in their entrepreneurial journey with Rolling Suds, often meeting with franchisees one-on-one to understand their concerns and provide immediate solutions.
Ultimately, the dedication to ensuring the success of our franchise partners is not just a professional responsibility but a personal commitment. Their achievements motivate me to work harder, innovate, and lead Rolling Suds with a relentless focus on empowering franchisees.
You are a person of great influence. If you could start a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. 🙂
I would focus on a movement promoting education and awareness about franchising as a pathway to entrepreneurial success and financial freedom. Growing up I thought the only path to success was to go to college and get a good-paying job- but it’s not. Franchising offers a structured and supportive environment for individuals to start their own businesses with the backing of a proven business model, established brand, and ongoing support from the franchisor.
My vision would be to inspire and empower aspiring entrepreneurs, particularly those from diverse backgrounds or with limited access to traditional business resources, to consider franchising as a viable option. Through educational initiatives, workshops, and mentorship programs, I would aim to demystify the franchising process, highlight success stories, and provide practical guidance on navigating franchise opportunities.
By fostering a deeper understanding of franchising and its potential to create economic independence and prosperity, this movement could uplift communities, create jobs, and stimulate local economies. It would empower individuals to take control of their financial futures, pursue their entrepreneurial dreams, and contribute positively to society.
How can our readers further follow you online?
https://www.instagram.com/aarontharper
https://www.facebook.com/atharper/
https://www.youtube.com/@theaaronharper
https://www.linkedin.com/in/aaron-harper-998140125/
https://rollingsudsfranchise.com/in-the-media/
Thank you for the time you spent sharing these fantastic insights. We wish you only continued success in your great work!