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Browse our selection of franchise articles and features to help further your knowledge in opening and operating a franchise business. Our exclusive features cover the , , , , , , and site of the franchise business. Written by the editorial team that produces Franchise Update Magazine and Multi-Unit Franchisee Magazine, the franchise industries premier magazines.

Take control at the outset of your selling process and you'll accelerate your recruiting success. It sets the stage for your entire relationship. Sales pros agree your first session with qualified prospects who have sent their applications is the ideal opportunity to begin closing. It can make the difference between celebrating another franchise sale - or losing another candidate who drifts from your reach.
  • 2,479 Reads 1 Shares
Try out a few of these selling tips to sharpen your process and accelerate your inquiry to close cycles. These techniques are bringing deals faster for franchisors. See what makes sense for your development approach and you can enjoy more closes in less time.
  • Steve Olson
  • 3,460 Reads
Franchise Update Media Group, the leading industry resource for franchise development, today announced that Area Developer Magazine has a new name: Multi-Unit Franchisee Magazine, effective with the Issue III 2008 edition, which will be published at the end of the month.
  • Press Release
  • 5,105 Reads
Franchise Update Media Group, the leading industry resource for franchise development, announces that registration is now open for the 10th Annual Franchise Leadership & Development Conference, which will be held at The Drake Hotel in Chicago, Sept. 24-26, 2008. The theme for this year is "Driving Performance in Tough Times."
  • Press Release
  • 3,259 Reads 3 Shares
Say you're purchasing some delicious tropical fruits from a street vendor, only to discover that you have no small bills. You probably will receive a smile and a "mai pen rai" along with your snack and a sizable wad of 20 baht notes. An employee arrives at an important meeting 45 minutes late. If the other attendees notice the straggler's tardiness at all, they are likely to dismiss it with "mai pen rai" and continue their discussion.
  • Brian Clark
  • 6,398 Reads
In our last article we explained how to perform a country ranking analysis. In a recently completed engagement, management indicated that a number of revolutionary learnings occurred as a result of our analysis and that those learnings have radically impacted the company's expansion plans.
  • Todd Anders
  • 4,080 Reads
Franchisees aren't the only ones with more than one brand these days. Increasingly, franchisors are getting into the act as they see the value in selling multiple brands from under one corporate roof.
  • Eddy Goldberg
  • 4,347 Reads 1 Shares
As "newbie" franchise companies decide on strategies to grow their systems, they have three choices:
  • Marvin Storm
  • 4,927 Reads 1 Shares
When you see Dunkin' Donuts, Choice Hotels, and Supercuts landing the big deals, the question is, "Why can't I?" How can you attract these mega franchisees? How do they shop for additional concepts? What turns them on? What scares them off?
  • Steve Olson
  • 3,750 Reads 5 Shares
Over the last year or so, the folks at Franchise Update have started to spot some curious trends around young people entering the franchise community.
  • Jennifer Kushell
  • 5,997 Reads
Every year thousands of franchise companies pour money and other precious resources into lead generation and sales with varying degrees of success. But few rise to the top.
  • Kerry Pipes
  • 4,379 Reads 34 Shares
Angry Crab Shack
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In taking various licensed concepts to some 70 countries, we have seen numerous approaches to how licensors evaluate new countries. These approaches can be classified into three basic categories: the reactive approach, the shotgun approach and the predictive approach. In general, these three approaches can be described as follows...
  • Kevin Ainsworth and Todd Anders
  • 3,958 Reads 9 Shares
In franchising, no one has to be reminded of the importance of making deals and signing fabulous new franchisees. But unless you actually open new units, inking the deal is only part of the story. This important distinction--between units sold and units opened--led us to examine six franchises that grew by more than 100 units between 2005 and 2006 and ask them how they did it.
  • Debbie Selinsky
  • 4,338 Reads 25 Shares
Let's hope we're already well into a recession. Historically, that's been a good time for franchise sales. But before you start shopping for that new boat, the pain will continue for many brands. But not all.
  • Eddy Goldberg
  • 4,130 Reads 5 Shares
We are no longer doubting whether we are in a downturn. (As an economist, I'll refrain from calling it a recession until the economy's performance meets the technical definition.) Now the issue is how long, and how deep, a downturn we are in. Let's take the conservative approach to economic forecasting and assume that it could be longer and deeper than the past few downturns. What does that mean for unit development?
  • Darrell Johnson
  • 4,964 Reads 5 Shares
Last issue we discussed how to benchmark your marketing and lead generation process. This time let's explore key metrics for monitoring your sales process.
  • Steve Olson
  • 3,749 Reads 14 Shares
Kahala Corp. moves fast. When we first spoke with Chris Prasifka in late March, he was executive vice president to the CEO. Two weeks later he was president of Kahala Franchise Corp.--and charged with leading the franchisor and its 13 brands from 4,600 units to 10,000 units by the end of 2010 (an average of 170 units every month for 32 months).
  • Eddy Goldberg
  • 5,427 Reads 133 Shares
What a great time to be in the franchise development business! We have the advantage of an election year, talk of recession, high interest rates, poor housing starts, and rising unemployment rates.
  • Marc Kiekenapp
  • 3,323 Reads 31 Shares
At PuroSystems, the vice president of franchise development has an advantage his peers would envy--if they knew it existed: he can listen in live on a franchise sales call, privately offering advice and feedback to his salesperson as the discussion unfolds.
  • John Carroll
  • 3,500 Reads 37 Shares
The past decade saw an acceptance by the Romanian market of the Western concepts of doing business, a new perception of the value of brands and the creation of an entirely new market - the one for franchisers. Seven years have passed since Romania enacted a franchise law. During this period, the market has evolved, and the pioneering period in franchising during which major companies entered the market only for market testing - first performing distribution operations (Coca Cola) or establishing a subsidiary (McDonald's) and only afterwards developing their franchise concepts - has come to an end. Indeed, 60 of the 107 franchises currently operating in Romania have been established during the last two years.
  • Roxana Negutu
  • 6,273 Reads 1 Shares
In today's business environment, the mystery shopper - the person who pretends to be a customer or potential client while noting every conceivable plus and minus of their shopping or consumer experience - is a fact of life.
  • Debbie Selinsky
  • 3,973 Reads 19 Shares
Doner Shack
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Earlier this year, a franchise magazine that shall remain nameless here focused upon the issue of "cleavage in the marketplace" - a subject no man in his right mind would ever touch. However, I found it interesting that this subject had garnered discussion in one of the leading publications on franchising, or for that matter, in any reputable publication.
  • Rupert M. Barkoff
  • 3,416 Reads 1 Shares
"I don't care about numbers and notes on a piece of paper; it only matters if you actually close the sale."
  • Kerry Pipes
  • 3,406 Reads 5 Shares
What was once a humble grassroots movement to "Save the Planet" has now become big business, with consumers a major part of the push. Seems everywhere you look these days, more and more companies are touting their "green" initiatives as they scramble to implement various ways to recycle, reuse, and renew. Green is in.
  • Kerry Pipes
  • 5,245 Reads 7 Shares
Franchise UPDATE recently sat in on a seminar for aspiring franchisees. One of about 150 such events held each year in the U.S. held by Francorp Consulting, this session was led by veteran industry consultant Don Boroian, who founded Francorp 31 years ago.
  • Eddy Goldberg
  • 13,182 Reads 1 Shares
In an ideal universe, companies grow and achieve vital corporate initiatives through ever-increasing cash flow. But the reality for most franchisors, public or private, is that expansions and capital expenditures require an infusion of cash.
  • Jeff Stone
  • 3,201 Reads 6 Shares
After 25 years devoted to finding work for other people, Nikki Sells just found herself a new job. Or, more exactly, a new job found her.
  • Franchise Update Magazine
  • 3,722 Reads 78 Shares
Finding an edge. Moving ahead of the competition. Emerging as a winner. These were all themes echoed throughout Franchise Update Media Group's 9th Annual Franchise Leadership & Development Conference.
  • Kerry Pipes
  • 3,326 Reads 3 Shares
Last Saturday, mom and dad packed the kids into the minivan and headed out to the fitness center (Curves for her and Athletic Republic for him). First they dropped the kids off (one at Huntington Learning Centers, the other at Abrakadoodle). Before they left, they'd made sure the woman from Bathfitters knew exactly what they wanted done with their new shower, and reminded the man from Spring-Green to cut the back lawn extra short this week.
  • Eddy Goldberg
  • 4,634 Reads 1 Shares
Troy Medley has had two major life-changing experiences. The first came when he was just a 19-year-old college student in Missouri.
  • Kerry Pipes
  • 6,125 Reads 1 Shares
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