Leader of the pack: a single mother from Belgium finds that good things come in packages of all sizes

Entrepreneur, Nov, 2004 by Jeri Yoshida

IN FEBRUARY 2000, URMILA PATEL, 46, knew nothing of postal, packaging and shipping services, and spoke very little English. But by that October; she was the owner of a PostalAnnex franchise in Fremont, California.

The single mother owned a clothing store in Belgium for more than 20 years before she decided to relocate to the United States to give her two children more opportunities. She was researching franchises while on vacation in northern California when she first heard of PostalAnnex . "We don't have these kinds of stores in Europe," she says.

Patel began visiting locations and stumbled on the Fremont store while shopping with her sister-in-law just two days before her return to Europe. Unbeknownst to Patel, her sister-in-law left Patel's contact information with the owner--the next day, he called to ask if she was interested in buying his business. Patel immediately knew she could make the location work and rushed over to give him a $2,000 deposit.

The fact that she didn't know the industry and barely spoke the language didn't bother her. "I wasn't that nervous," she insists.

Patel initially selected PostalAnnex because of the flexible hours. While most food franchises required her to be open from early morning to late evening, Patel says she "can work [those] longer hours ... or [just] from 9 to 6."

The road from Belgium boutique owner to U.S. franchisee was a short but challenging one for Patel. Unable to get an SBA loan because of her citizenship and residency status, Patel sold her house and store in Belgium to come up with the initial six-figure investment. She then moved with her children, bought the Fremont location and went to work.

"I didn't have anything left over. I had to make it work," Patel says. During the first few weeks, she was not only learning the business, but also had to deal with an employee who didn't show up for work during the busy holiday season. Patel credits the previous owner's two-week on-site assistance as well as franchisor support for pulling her through.

Less than four years later, the business is thriving. Patel employs a staff of three and expects 2004 sales to reach $500,000. "Most important is that you're friendly," she says. "Have confidence, and the customers will believe in you. And try to give the best service." Now that's great advice that translates into any language.

Smoothie Operator

WITH 4 SUCCESSFUL STORES, THIS JUICE ENTHUSIAST HAS ALL THE RIGHT MOVES.

SAM OSBORNE HAD ENOUGH COURAGE TO join the Air Force during wartime, but the thought of working for someone else had him shaking in his boots. After serving in Desert Storm, Osborne pursued a business management degree from Florida State University while running a successful personal training service on the side. During a training session, one of his clients mentioned that he was putting together a smoothie shop franchise business. Osborne saw Iris opportunity,

Today, Osborne, 32, owns four Tropical Smoothie Cafe franchises in the Tallahassee, Florida, area. He's also the Orlando/Gainesville area sales developer, assisting new franchisees and inspiring them with his contagious enthusiasm for the company. "Aside from hitting the Powerball lottery," he says, "I couldn't imagine doing anything else."

Though his four stores have each generated impressive annual sales ranging from $200,000 to nearly $500,000, he has no plans to expand in the near future. His current focus is "taking the things I've learned in the past six to seven years and pushing that with new franchisees. That's where I'll be a bigger help."

Osborne credits his success to a little luck and lots of persistence. He laughs at his attempts to secure a loan back in 1997 for his first Tropical Smoothie car& "I was turned down by four banks," he recalls. "They didn't know what a smoothie was." Things have certainly changed in the past seven years, as America's interest in healthy eating continues to grow. In 2000, Tropical Smoothie Cafe began serving sandwiches, wraps and salads along with theft signature smoothies. Shortly thereafter, they secured a deal with Boar's Head Provisions Co. to exclusively use their meat and cheese products--and to advertise that fact. The Boar's Head brand recognition caused a huge jump in sales.

Apparently, franchisees have been taking notice. There are currently 140 Tropical Smoothie Cafes nationwide, with plans to open 40 more this year. With the demand for healthy fast food on the rise, Osborne feels confident he is "right in the middle of a really good thing."--Natalia Olenicoff

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Suited for any pint connoisseur, Firkin Pubs features an English-Canadian-style ambience that brings back that comfy, "everyone knows your name" feeling.

Since 1987, Firkin Pubs has spread through-out Canada, making it the largest pub chain in the country, and has since spread to the United States, with locations in Missouri, New York and Virginia.--Rebecca Villaneda