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Episode Info: Scott Milas is the Director of Franchise Development for Wayback Burgers, managing domestic franchise development. They currently have over 100 stores operating in 26 states, with an additional 347 stores in development worldwide. Wayback Burgers is a fast-growing franchise in the competitive fresh burger category.  The Wayback Burgers concept was started in 1991 by John Carter in Newark, Delaware. He found that people love fresh-cooked, never frozen, beef burgers.  By 2007, he had 12 corporate owned stores and was looking to franchise. He took on two partners, who were developers, to grow Wayback Burgers nationally. The chain features a broader menu than its competitors in the better burger space by also offering fish, chicken, salads, turkey/veggie burgers and more.  The average restaurant has annual gross revenues of about $700,000, with less labour and overhead costs as typical stores are 1,500-1,800 square feet and express models being only 650-800 square feet. The turnkey investment is a maximum $325,00-$350,000 (for the larger stores), including the upfront franchise fee of $35,000. Discounts are available for groups of three stores. Scott shares that 26% of their multi-unit operators started out with a single Wayback Burgers restaurant.  The corporate office charges 5% for royalties on sales, guaranteed for 20 years with no renewal or re-licensing fee.  In addition to this recurring cost, there is also a 2% national branding fee.  The labour cost, without a manager, is 21-22%. With manager, this is increased to about 26-28%.  Food costs are approximately 25-31%, including paper and cleaning.  There are 5 or 6 different models that franchisees can open, including standalone stores, standalone with drive thru, express models, etc. Wayback Burgers don’t require franchisees to be owner-operators. According to Scott, some of their best franchisees are the ones that hired managers to run the store.  They’ve also had good success with franchisees that had no prior restaurant experience. On people with extensive restaurant knowledge, Scott shares the following:  “Their wealth of knowledge is great, but they tend to come in to a system and try to do things the way they’ve always done it” Scott himself comes from a restaurant background, starting out by making pizzas at the age of 8.  “Food has always been in my blood. Somehow or another
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