College H.U.N.K.S. Hauling Junk and Moving

39 only somuch stuff that the two of us couldmove in a single day.One of our mentors recommended a book byMichael Gerber,calledThe E-Myth Revisited.That book talks about working on the business,not in the business-creating systems and processes so the busi- ness could scale.That was the next light-bulbmoment for me.If we’re ever going to have another truck,let alone another location,we have to document howwe do things.And that’s howwe learned about franchising and that became our vision for the future–to perfect our model in one location and eventually franchise the model throughout the rest of the country.We felt pretty confident that we had something that couldwork. Fast forward to present day.We have over a hundred franchises around the countryand in Canada,as well as thousands of employees,thousands of trucks,and it’s turned into quite a success story.” BVM: Who are your clients? Friedman: “About 80 percent of our business is resi- dential homeowners–single familydwellings or con- dos or apartments.We provide local moving services, as well as junkhauling and removal services.About 20 percent of our business is commercial or corporate.For example,we’re doing a lot of hurricane cleanup,right now,in Florida andTexas,for municipalities and large businesses that have debris or damage that needs to be cleared awayor moved into storage.We partnered with some of the disaster restoration companies in that process.We do a lot of workwith real estate agencies,propertymanagement firms,officemanagers, contractors,and assisted living facilities.” BVM: Who are your franchisees? Friedman: Our franchise profile is prettywidespread. We have some that are husband andwife teams; we have about a dozenmilitaryveterans that own a franchisewho are phenomenal in this business be- cause theycan execute a game plan andmanage a millennial workforce; some retirees who are looking