overview of services
Achieving the Next Level
Eventually, every successful organization realizes growth, in addition to sales,
is a more effective strategy for profitability, than sales alone. To help you
formulate your strategic plan, we, at Franchise Insights, believe it is essential
to fully understand your business. While our clients operate in a wide variety
of industries, they are all in the same business — the franchise business —
and that’s a business we understand. The Managing
at Franchise Insights have the real world experience dealing with the challenges
franchising has to offer, as well as the expertise to take full advantage of
them. Let us help you channel the individual characteristics of a typically
diverse, motivated and aggressive management team into one focused effort.
Ask savvy franchisors what they
want most for their organization—and
growth will likely be their answer. A great product/service alone will not
accomplish this goal; nor will a fantastic sales department, on its own. The
key to growth is an effective strategy that incorporates realistic views of
the marketplace, competition, the product/service offering, demand, and your
company’s sales efforts. The growth strategy itself may include franchising
of newly developed outlets; conversion of competitive locations; and/or acquisition
of other brands. Finally and, perhaps most critically, the overall plan must
be embraced by the entire organization. Franchise Insights can show you how
to develop and implement an effective, realistic growth strategy — one
that makes sense for the entire organization.
There are plenty of companies who tell you they can help generate more leads
and sales for your business, yet we believe you know more about your marketplace
than they do—and truth be told, you know more about it than we do.
What Franchise Insights provides you with is the guidance to design a powerful,
effective franchise sales “structure”—from territories,
brokers, master developers, and incentive plans, to sales compensation plans
and sales team integration with other departments in the company. We have
seen what works well and what doesn’t work at all. There is no magic
bullet; each solution is unique to that organization. At Franchise Insights,
we know how to quickly identify the most effective plan and offer recommendations
for a more efficient, productive and successful sales effort.
Satisfying franchisee expectations is the foundation of franchising. Without
it, retention becomes nearly impossible and growth is negatively impacted. The
support you provide to franchisees conveys your dedication to their success.
Setting appropriate franchisee expectations, and developing an internal network
that effectively responds to those expectations, are the keys to a successful
franchise system. Let Franchise Insights share its unique approach to franchise
support whereby current franchisees are not only satisfied with your service,
but become your greatest source for new franchise sales.
Franchisee Advisory Boards
Franchisee participation in the franchisor’s decision-making process,
particularly for the functions that directly impact the franchisee’s
operation, can be one of the most effective means of building a “partnership.” If
the relationship between the advisory board (elected by franchisees or appointed
by management) and the company is not skillfully nurtured and developed, it
also has the potential of becoming the single-most divisive force in a franchise
system. Managing this relationship is more art than science. If you are thinking
about forming a Franchise Advisory Board or if you already have one in place,
Franchise Insights can paint a clear picture of the advantages of maintaining
an effective and productive relationship with this important group.
Just as important as learning to operate one of your facilities, franchisees
and company employees need to understand and support the culture of your brand.
We are aware that managing an effective training function is one of the greatest
challenges of franchising: franchisee resistance to change and employee turnover
at the site level are constant issues; however, your company’s commitment
to initial and ongoing training determines (or undermines) employee pride and
brand consistency, especially as they grow. We have managed a wide variety of
proven training programs. Now let us demonstrate for you how to further develop
and organize your training efforts to build and reinforce your company’s
All franchisees, including those with whom you have the closest personal relationships,
will eventually question the value of their franchise, if they don’t
perceive an appropriate, tangible return on their investment. Although franchisees
often appreciate a business, even social, relationship with the franchisor,
the bottom line is profitability. Field Support is one of the most effective
means of improving franchise relations and franchisee operating performance.
Franchise Insights will share its approach to funding, implementing and enhancing
a Field Support program that franchisees will credit with improving their
business operations and value of the franchise.
Following the execution of the franchise agreement, the process of getting
a new franchisee open and operating is often delayed by numerous or unanticipated
problems and questions. This seemingly negative issue presents the franchisor
with an ideal opportunity to impress the franchisee and provide an unexpected
level of service. This is a critical time for you to begin building the foundation
upon which a long-term relationship will grow. Effective Pre-Opening Support,
one of the most often overlooked aspects of Franchise Services, ensures each
new franchise opens promptly and smoothly, once all requirements have been
satisfied, and expedites the flow of franchise fees. Having managed a pre-opening
support team that opened an average of 3 new facilities every business DAY,
we fully understand the complexity and sensitivity of this all-too-important
area and will share essential tips on how to structure your pre-opening services.
System standards are the backbone of every chain. Beyond simply conducting “inspections,” an
effective QA process requires franchisees and the franchise company to take
brand quality and consistency seriously and make it a top priority. Our team
successfully designed and managed a QA system that conducted 25,000 evaluations
per year and more importantly, changed the franchisees’ perception of
the inspector from adversary to ally. Let us show you how to structure a quality
assurance system that provides for consistent, quality franchises – supported
by the current franchisees.
The “Real ” Target Audience
“Everyone thinks he/she is a marketing expert.” If you ever doubt
this statement, simply ask a franchisee for an opinion of your marketing plan.
Good or bad, they will have an opinion, and that opinion must be considered.
Franchise companies often fail to take into account franchisee “buy-in” of
their marketing plans. The “real“ target audience of your brand
advertising is the FRANCHISEES. Only with their support, can you expect enthusiastic
participation at the field level and consistent delivery to consumers. Having
been involved in numerous introductions of national and local marketing plans
to franchise advisory boards and the general franchisee population of many brands,
Franchise Insights will share its experiences and techniques for successfully
securing franchisee support.
Ad Fund Management
Achieving maximum market penetration is the common goal of both franchisees
and the franchisor. Managing the funds associated with your marketing assessments
can be very complex, however, and may become the subject of ongoing scrutiny
by franchisees and the advisory board. While it is certainly reasonable for
the Ad Fund to bear its fair share of related expenses, great care must be
exercised to ensure that all charges are appropriate. Let Franchise Insights
share its experiences in properly accounting for Ad Fund expenditures, while
managing very delicate franchise relations.
An operations manual is obviously one of the basic tenets of any franchise system
and should be considered a valuable reference tool by franchisees for managing
their businesses. The manual also serves the franchisor as the most effective
means of maintaining current system standards and the integrity of its trademarks.
The Franchise Insights team has not only authored operations manuals for a number
of popular national chains, but more importantly, we have been responsible for
converting many ineffective, rarely used “shelf-sitters” into practical,
solutions-oriented management tools for franchisees. Our manuals have also proven
to be very effective resources in maintaining brand integrity, even when held
to the highest level of scrutiny. Let Franchise Insights be that “fresh
set of eyes” to review and suggest any changes necessary to improve the
effectiveness of your operations manuals.
How you manage your Franchise Administration function—including compliance
and re-licensing, i.e. negotiation and execution of new license agreements
at the time of renewal or sale of a franchise—conveys the value your
organization places on the franchise relationship and the quality of your franchise
system as a whole. Franchise Insights created the model for franchise administration
that became the benchmark by which many franchise companies have been judged.
Our unique customer service style revolutionized an industry, and its approach
to managing this sensitive franchisor responsibility.
Franchisors typically view purchasing services in one of three ways: a valuable
resource for franchisees that differentiates them from competitors; a necessary
evil; or something to be avoided at all costs. There is another view, however.
Franchise Insights’ approach to purchasing benefits both the franchisee
and franchisor. Franchisees receive quality products/services at volume discounts
and improved system-wide consistency, and franchisors enjoy a variety of
opportunities to enhance profitability and franchise service. Let us demonstrate
how this unique approach can positively affect the value of your franchise
and your company’s revenue stream.
Collections Strategies and Procedures
Simply stated, collections is just not the fun part of any business. The
most common approach is a costly one, with teams of people making calls to
the same slow or short-paying customers month after month. Franchise Insights
takes a different view. In the franchising business, we believe that the
most successful collections strategies focus on efficient billing, clear,
concise and consistent reporting and effective audit procedures. Let Franchise
Insights share how its "ounce of prevention" approach will produce
stronger, less costly cash receipts.
National and regional conferences are either dreaded or anxiously anticipated
— sometimes both. However, they do provide a rare opportunity to convey
your message to your franchisees and to boost your company to the next level.
It also sets the tone for the following year and allows you to hear, firsthand,
the concerns and issues of your customer — the franchisee. Franchise
Insights can provide you with everything from keynote addresses to seminars
and breakout sessions on virtually every topic related to franchising. Our
unique and dynamic speaking style, combined with real-world experiences,
results in meaningful and useful sessions that reinforce your goals.
Litigation Support / Expert Witness
Litigation is certainly one area that most franchise companies would like to
avoid. Even the mention of the topic conjures up unpleasant images with most
franchisors. Unfortunately, in today’s climate, it is a reality that most
businesses must be prepared to address. Obviously, the best outcome is to resolve
a dispute before it escalates to an even larger, and more expensive problem.
As a last recourse, litigation may become necessary. Franchise Insights has extensive
experience in all areas of dispute negotiations, mediation and litigation. While
we do not offer legal advice, we do provide the most discerning analysis of operating
procedures and franchise agreements necessary to minimize a franchisor’s
exposure when such circumstances arise. In the event outside expert testimony
is necessary, Franchise Insights’ Managing Directors have extensive experience
in providing testimony on virtually all franchise related topics, including vicarious
liability, franchise termination, fraud, and breach of contract.
For a description
of the services Franchise Insights offers its clients, please
click the appropriate link below.
For additional information and to arrange a no-obligation
consultation with one of our Managing Directors, please click