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" 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. "

Fred DeLuca

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King

Business

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

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" 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. "

" From my point of view, my job is just to work hard for our franchisees, so they can maintain the position they're in, and to grow market share. "

" When I started in the business, the minimum wage was $1.25. I've seen an enormous number of wage increases. Basically, it applies evenly to everyone in the business. "

" 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. "

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

" 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. "

" 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. "

" 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. "

" 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. "

" Most of the people we sign on as development agents commit to goals they don't believe are possible. "

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

" Back when we started, people didn't even know what a submarine sandwich was. The product was only sold in a few markets. "

" 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. "

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

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

" 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. "

" 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. "

" 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. "

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

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" I watch 'Shark Tank,' of course. It's very entertaining. I think it's actually good to help people think about the business they might start, and sometimes you get encouraged by looking at someone going into business and saying, 'Hey, I could do that.' "

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" 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. "

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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. "