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Sales Performance: Business Services Franchises

By Laura Michaels

The employment and staffing side of the business services category was a drag on overall performance for the group. Sales at staffing franchises, which account for $4.2 billion of the category’s $5.7 billion in revenue, dropped 8 percent in 2020 as the COVID-19 pandemic brought layoffs by the millions and major rehiring efforts didn’t begin until 2021. Dale Carnegie Training’s 33.3 percent decline further depressed the segment’s performance. Brightway Insurance’s performance is notable as the provider of home, personal and auto insurance grew sales 17 percent, to $745 million. “Most of our money comes from maintaining the relationships we already have,” said CEO Michael Miller, because revenue is largely generated by policy renewals. Brightway “spent millions of dollars” last year to double the customer service staff tasked with servicing policies sold by ‘zees. “The franchisees’ role is to build local relationships and make the sale,” he said.

RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
201223AtWork Group-5.7% 248 71
208230PrideStaff-6.3% 225* 79
140154Remedy Intelligent Staffing-7.1% 486 128
3541Express Employment Professionals-8.4% 3,230 845
Insurance/Financial Services     
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
104132Brightway Insurance17.0% 745 240
122143Keystone Insurers Group3.8% 586 280