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" 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. "

Fred DeLuca

Business

Better

You

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

" 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. "

" When we first started the company, I didn't have any thoughts of franchising. We just had company-owned stores. "

" The payroll tax is affecting sales. It's causing sales declines. "

" 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. "

" You have to be able to communicate the vision to the people in your organization so that they know where and how they should direct themselves on a day-to-day basis. "

" 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. "

" Back in the early days of international, everybody wanted to customize the menu for every place. "

" 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. "

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

" I made the first sandwich before entering college. "

" By and large, we're a bread-eating culture. People like sandwiches. We don't really over-think that one. "

" 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. "

" In a typical situation, it's going to take pretty close to a year to get your location in, get your permits, and then get open. "

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

" A couple times a year, I get in the car, and I'll drive 1,000 miles cross-country, going through side streets. I'll stay off the highways as much as possible. And I realize it's a huge country, and for us to be in so many places in the country is an amazing thing. "

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

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

" 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. "

" 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? "

" We have salads, some other beverages. But in reality, it's still fundamentally the same business. The most likely thing the next person will buy is a sandwich and a soft drink. After a half-century of glacial change, we're still pretty much the same business. "

" How you handle the obstacles has a big impact on how you do. If you give up, then you obviously don't get there, but if you're persistent, and you keep thinking of new ways to approach the business, you're more likely to reach your goal. "

" For a franchise system to work well, you really need people with an entrepreneurial mind-set because, while you have a large, overarching system that everybody has to work with, a lot of local issues have to be handled. "

" In 1974, we began franchising. We didn't have any big thought process except that, 'OK, franchising will help us get to our goal of 32 stores and help us run stores farther away from home.' "

" 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. "

" You start a business, and you really don't have much of a budget. "

" I don't have any interest in cashing out or leaving the business or doing something else. I just love Subway, and I want to keep focusing on the company for the benefit of all our franchise owners. So I'm kind of like married to the job. "

" You really have to understand this isn't a business where you sit in the back room and do calculations - you have to be very concerned about employees and customers, because that's really what's going to bring you success. "

" 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

" Every time I come across learning items of interest, I'll send distribution voice mail to the appropriate group in the organization. "