The journey from service in the Army to becoming a franchise owner with Wild Birds Unlimited has been full of interesting twists and turns for Paul Gates. He credits much of his success to the military training that instilled in him a sense of discipline, loyalty, honed his leadership skills, and taught him the value of hard work.
Using the delayed entry program, Paul entered the U.S. Army at the age of 18, just weeks after his high school graduation in Evansville, Indiana. His father, himself an Army veteran with service during the Korean War, was a Southern Baptist preacher and supported his son’s decision to join the military, knowing how valuable the service to our country would be for his son. Paul’s mom, a registered nurse, was, like most moms, apprehensive about her son’s choice, but understood that he had made up his mind and was committed to seeing it through.
“I knew this was the first step in my future,” says Paul, “but I also remember being very nervous. I was 18 years old, leaving home and getting on a commercial airplane for the first time to head to basic training. I was facing the unknown. That was a hard day.”
But he survived basic training in Fort Jackson, South Carolina, and confidently advanced to phase two — AIT, or advanced individual training, at Fort Gordon, just outside Augusta, Georgia. He became a sought-after satellite communications ground station repairman with his first deployment as part of a two-year joint military operation in Okinawa, Japan. After this tour overseas, he finished his four years of active service as a Specialist E5 at Fort Huachuca, Arizona, a U.S. Army Intelligence and technology center.
Equipped with specialized Army training, Paul’s civilian career took off. He worked for Science Applications International Corporation (SAIC) in IT networking as a private contractor for several government agencies in Washington, D.C., including the State Department and Walter Reed Army Medical Center.
“I was well-equipped for a career as a result of my Army training,” Paul reflects. “But I was ready for the next step. My wife, Jean, and I wanted to have something of our own. We wanted a business but didn’t know where to begin, but the good Lord intervened.”
His answer came, rather fittingly, thanks to a Christmas present.
“My wife wanted a birdfeeder for Christmas,” explains Paul. “I went to our local Wild Birds Unlimited store to buy her gift and heard that the store might be for sale. I knew this was it. So, my wife and I chuckle, because that year, Jean got a birdfeeder AND a franchise for Christmas!”
The Gates bought the Frederick, Maryland, store in 2021 and now have the seventh-fastest growing store out of the 350 Wild Birds Unlimited stores in North America. Wild Birds Unlimited is a wildlife franchise that caters to nature enthusiasts who enjoy bird-feeding and bird watching. In the short time, Paul and his wife have owned their store, revenue has grown by well over 40%. How have they done it? Paul credits it to his military training.
“Simple as it sounds, I respect the chain of command regarding my franchisor’s expertise,” he says. “They suggested remodeling the store and utilizing the customer loyalty program to build our location. They are the experts; I follow their guidance and it works!”
Although the appeal for this business was the strength of the brand, Paul also appreciated the 15% discount on the franchise fee that Wild Birds Unlimited offers to qualified veterans. In fact, just under 15% of Wild Birds Unlimited stores are operated by veterans across the brand, a growing trend in franchise ownership here in the U.S. Statistics released by the U.S. Census show there are about 2.5 million businesses owned in part by those who served in the military. The U.S. Department of Veterans Affairs says one in every seven franchises or 14% of all franchises are now veteran-owned.
A group dedicated to educating both veterans and franchisors about the benefits of veteran franchise owners is VetFran. According to their data, 65% of franchisors say the rate of hiring veterans as franchise owners is increasing thanks to the skill sets veterans have acquired from military training.
Paul Gates understands why. “There are two big strengths I picked up from my time in the Army that have helped my business. First, especially working with satellite technology, I had to think on my own and problem solve. I’m the solutions guy! There’s a lot of that in small business ownership! Plus, the leadership training I received in the Army has absolutely set me up for success while leading my team as a franchise owner.”
For Paul, their Wild Birds Unlimited store is “a 180” compared to what he did previously working in technology. But, he’s a quick study and has become well-versed about birds; he’s now the community expert.
“So, my wife loves birds and can tell you everything about them. I admittedly knew nothing about them. But that’s part of the great training I’ve received from the franchise,” Paul says. “Part of the job I really love is interacting with our customers. I now give customers advice about what feed to put out to attract certain species of birds and the right houses for them. I love it!”
Paul’s come a long way from that nervous young enlisted man to an expert in technology and now a seasoned veteran enjoying franchise ownership with his wife in a community they love. They are truly enjoying that Christmas gift — both the birdhouse and the franchise. It’s the gift that keeps giving.