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" I tell everybody there are only three things that we do. We build sales at the store level, we build profits at the store level, and we build more stores. The first two things go in tandem, of course. It's pretty tough to build profits without sales. "

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" If you treat people nicely, and you allow them to fulfill a role that is satisfying for them, they'll accomplish a lot, and they'll enjoy their work. "

Fred DeLuca

Role

Work

Enjoy

" Profit or perish... There are only two ways to make money: increase sales and decrease costs. "

" It's tough for people to get into business, especially a small business. "

" If someone wants to eat healthy, they can do that and get the sandwich exactly right. I'm so pleased we're able to influence so many people and their eating habits. "

" Six months after we started, in 1964, there was a day when we sold only seven sandwiches. If we'd taken all the money from the register, we couldn't have paid an employee, much less the food or the rent or all that. It could have been a turning point. We could have given up. "

" The franchisees are uniquely in touch at the local level. They see what's going on in their communities in a way we couldn't ever imagine. "

" In the U.S. and Canada, we have one store for every 12,000 people. "

" Everybody eats three times a day; it's only a question of where they choose to eat. The longer-term trends are people eat out more often. "

" After 39 years of business, I'm still learning. I go through this every year -identifying new strategies that are extremely important. "

" I don't think I ever dreamt of going into business. No one in my family was in business. "

" The United States is a huge market, and once you get rolling, you can replicate that model over and over pretty easily. Your supply lines are taken care of. You don't have technicians to deal with. You've got your customer base. "

" In some markets, we don't have a lot of room to expand. We've done studies of store density and essentially found our more dense markets have more than one store per 15,000 people. "

Fred DeLuca

Room

Done

" If you have company-owned stores, you make 100 percent of the profit from each one, but you have less entrepreneurial spirit. "

" I know a lot of people at some point in their business careers decide they'll just cash in and do something else, but for some reason, I've never had that feeling. "

" When you're invested in your own business, you're going to run it better. When people are financially responsible for whether their store succeeds, they're going to have that kind of entrepreneurial spirit that's harder to get if headquarters is running things. "

" If I were in charge of the government, I would index the minimum wage to inflation, so that way, everybody knows what they can count on. "

" From my point of view, what I really like, what I think is really terrific about my work, is that the company's had the opportunity to train literally thousands and thousands of brand new franchisees to successfully run their very first business. "

" I was able to solve enough big problems along the way that the sheriff didn't come along and put the 'bankruptcy' sign up. "

" We have always had many more franchisee candidates than available locations. "

" We find that no matter what country we're in, if we hit the right economic notes and appeal to the mass market, we're able to build the business very, very rapidly. "

" We give great value for our franchisees: They can build a store for well under $200,000. And we have extremely simple operating systems. The preparation is mostly done in front of the customer. That simplicity is really what attracts our Subway franchise. You see it, and you can do it. "

" If I'm spending time on something, I may as well do good as opposed to average. "

" I was 17 years old when I built the first store... A very simple, basic store with a basic counter - not very much equipment, all purchased second-hand. And the menu was very simple. "

Fred DeLuca

First

Basic

" You have to realize that the customer really is king. People who go into more established businesses probably have to be careful not to be casual about that. When you have a brand-new business, and nobody knows who you are, you know you have to work really hard for your customers. "

" The people who come to work deserve to be paid properly, and there's no excuse. I could understand someone making a small error, but sometimes people make systematic errors, and that's not right. "

" There may be a perception that, with franchises, they're all the same, so that limits the ability to experiment. But that's not true. We've always kept two slots open on the menu of each Subway franchise - slots that franchisees can use to come up with their own sandwich ideas. "

" You could have everything right but be in the wrong place. You think your business is no good, but really, the problem is your place is no good. "

" Everybody who goes through the business will make mistakes. The big question is how big will the mistakes be? How fast will they learn from the mistakes, and how quickly will they get the business in the correct direction? "

" Higher unemployment generally bodes well for franchising. People are looking for a new opportunity, and people who have jobs are a little less confident they'll always have a job. "

" There's huge access to information. If you need to learn something, you can go on the Internet and learn very quickly. You can reach across miles and miles to find companies that can assist you. "