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Sales Performance: Personal Services Franchises

By Laura Michaels

Finding some positive news in the midst of the otherwise dreadful sales performance of the personal services category took some digging, but it seems one segment was made to serve the millions of people stuck at home last year: junk haulers. Junk removal franchises collectively added $50 million in sales in 2020, an 11.7 percent increase, for a total of $621 million. It was the only segment to grow sales in a category that includes fitness, education, massage and eye care, among others. CEO Michael Andreacchi’s Junk King was up 15.5 percent, to $82 million. Junk King ramped up its contactless service offerings, created an online pricing estimator tool and saw “huge” demand for its dumpster rentals, he said. In fitness, shutdown orders, capacity limits and cautious consumers resulted in a 23.8 percent hit as the segment declined overall to $5.8 billion. Devan Kline, CEO of the lone grower in fitness, Burn Boot Camp, said his franchise “did literally everything we could” to keep members. “We threw out all the rules and basically said, meet your members where they are,” said Kline. That meant live stream workouts, classes in parking lots and the creation of virtual platform Burn Boot Camp On Demand.


Education/Learning     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
293323School Of Rock-8.1% 95 279
113121Eye Level Learning Centers-9.5% 690 1,488
209221Mathnasium Learning Centers-15.9% 225 1,075
108110Primrose Schools-17.1% 714 445
187190Kiddie Academy-18.8% 298 271
111106The Goddard School-22.4% 699 553
326325Lightbridge Academy-24.2% 74 54
206207The Learning Experience-26.4% 228 264
288289Huntington Learning Center-29.9% 103 281
      
Fitness/Gym     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
281329Burn Boot Camp12.2% 109 281
8087Orangetheory Fitness-16.0% 1,142 1,439
266264Pure Barre-22.6% 134 580
228226Club Pilates-23.1% 191 620
6869Anytime Fitness-23.8% 1,447 4,837
4547Planet Fitness-25.0% 2,400 2,124
345355CycleBar-25.1% 59 220
193176Snap Fitness-41.0% 260 1,144
3052859Round-42.6% 87 739


Hair Care

By Laura Michaels

Hair care and massage, two industries that in many states fought for “essential business” status and were denied, felt the impact of pandemic restrictions and, later, hesitation on the part of consumers to return to those close-contact services. Hair care franchises, including salons and salon suites, saw sales decline by 31.3% overall, to $1.7 billion. That’s a drop of more than $800 million from 2019. Brian Kelly, president of Phenix Salon Suites, noted the brand’s franchisees, like others in the salon suite segment, weren’t eligible for Paycheck Protection Program loans because the Small Business Administration, which facilitated the program, views the model as a passive business owned by developers or landlords and the brand isn’t listed on the SBA’s Franchise Directory. Still, he said Phenix was successful in helping ‘zees negotiate rent deferrals and abatements. “Our P&L is really rent in, rent out, so we’re fortunate landlords leaned in and helped out,” he said. Phenix designed a mobile app to allow its salon professionals to manage their business online, including the purchase of inventory, and most of its franchisees didn’t charge their salon tenants rent during shutdowns. “So as a result, we didn’t have the turnover” when locations reopened, Kelley said. By December 2020 occupancy was at 90.2 percent. Sales at Phenix dipped slightly, by 0.1 percent. My Salon Suite was the only brand in the segment to grow sales, adding a slim $1 million. Massage franchises, meanwhile, were down 22.2 percent overall. Hand & Stone, whose sales fell by 17.2 percent, did increase its unit count by 30.


Hair Care     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
378428MY SALON Suite1.6% 42 194
306347Phenix Salon Suites-0.1% 86 311
260274Sola Salon Studios-12.5% 140* 564
137124Sport Clips-33.0% 495 1,877
8381Great Clips-35.1% 1,004 4,472
      
Health/Wellness     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
210240FYZICAL Therapy & Balance Centers8.8% 224 416
366398MassageLuXe-13.4% 49 67
387415Waxing The City-13.6% 40 115
154160Hand & Stone Massage and Facial Spa-17.2% 414 484
256250Elements Massage-21.8% 145 247
173170Pearle Vision-24.6% 351 545
8490Massage Envy-24.8% 1,000* 1,127
277275Amazing Lash Studio-27.4% 116 258
      
Junk Removal/Moving     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
253309College Hunks Hauling Junk20.0% 150 150
312368Junk King15.5% 82 132
395450Caring Transitions14.9% 38 219
1641871-800-GOT-JUNK?8.0% 389 157
128147Two Men and A Truck-0.8% 544 310
      
Pet Care     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
349379Dogtopia-12.0% 57 154
296293Camp Bow Wow-34.0% 95 194
      
Swim School     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
368385Aqua-Tots Swim Schools-24.2% 47 120
307291Goldfish Swim School-41.7% 85 111
      
Tax/Services     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
139144Jackson Hewitt-13.5% 486 5,672
4348H&R Block-18.8% 2,530* 11,011
      
Trampoline Park     
      
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
251235Urban Air Adventure Parks-29.7% 152 154
263203Sky Zone-57.1% 139 92


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