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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.

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
  • 4,424 Reads 34 Shares
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
  • 4,012 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
  • 4,406 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
  • 4,189 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
  • 5,021 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
  • 3,801 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
  • 5,489 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
  • 3,387 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
  • 3,555 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
  • 6,332 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
  • 4,026 Reads 19 Shares
Sonny’s BBQ
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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
  • 3,465 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
  • 3,446 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
  • 5,310 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
  • 13,268 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
  • 3,264 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
  • 3,756 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
  • 3,368 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
  • 4,691 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
  • 6,191 Reads 1 Shares
To those readers who are interested in legal affairs in the franchising context and are not subscribers to the American Bar Association's Forum on Franchising's listserv, you are missing one of the greatest shows in town. Listservs, chat rooms, blogs, and whatever else, are means to dialogue on the Internet and can turn into today's electronic equivalent of a lynch mob, as demonstrated by two recent exchanges on the forum's listserv on the subject of arbitration.
  • Rupert M. Barkoff
  • 3,774 Reads 16 Shares
Hungry Howie's Pizza
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Sure, you're measuring your advertising spending and marketing budget. But are you measuring the numbers that matter? Savvy franchisors who do are reaping bigger rewards at significantly lower costs.
  • Steve Olson
  • 8,858 Reads 1,023 Shares
1987 was a good year for franchising. Up to then, franchising was young, brash, and not always professional. Franchises weren’t much concerned with history. They were built mostly by young entrepreneurs who saw an opportunity and grabbed it, looking forward, not backward. The first 30 years of modern business format franchising had the feeling of the Wild West (like the Internet of the last 10 years).
  • Eddy Goldberg & Ripley Hotch
  • 3,715 Reads 9 Shares
As the "franchise world" turns toward technology that allows us to respond automatically through emails, send links to articles, and educate customers through "mass information" emails, we may be looking past a simple premise of selling such as "building a relationship."
  • Marc Kiekenapp
  • 3,608 Reads 6 Shares
In the chronicles of franchising history, some names come immediately to mind - Ray Kroc, S. Truett Cathy, Dave Thomas. The names conjure up images of independent-minded entrepreneurs with the savvy, know-how, and vision to create successful business models replicable anywhere. As part of the celebration of Franchise UPDATE's 20th anniversary, we look back at some of these colorful, inspiring, and sometimes controversial characters.
  • Kerry Pipes
  • 5,109 Reads 15 Shares
In the chronicles of franchising history, some names come immediately to mind - Ray Kroc, S. Truett Cathy, Dave Thomas. The names conjure up images of independent-minded entrepreneurs with the savvy, know-how, and vision to create successful business models replicable anywhere. As part of the celebration of Franchise UPDATE's 20th anniversary, we look back at some of these colorful, inspiring, and sometimes controversial characters.
  • Kerry Pipes
  • 5,254 Reads
Looking back at how technology has evolved in franchising, by far the most significant changes have taken place in the area of lead management. Some industry experts trace the first concerns over franchise lead management back to right around the invention of fire, while others maintain the issues arose later on in evolution, shortly after Nixon resigned. No matter. Franchise lead management and the use of technology for other mission-critical functions in franchising have come a long way in the past 20 years.
  • Dan Martin
  • 4,396 Reads 12 Shares
The franchise community landscape was dramatically different for executive search 20 years ago. When we began servicing the hiring needs of franchisors in 1983, the franchisor population was in the hundreds, with almost all franchisees, owners of individual locations. A very small number of U.S. franchisors had any international presence.
  • Doug Kushell
  • 3,462 Reads 5 Shares
This issue marks the 20th anniversary of Franchise UPDATE, the company and the publication.
  • Ripley Hotch
  • 3,862 Reads 30 Shares
The incredible surge in outsourcing prospect generation to franchise brokers has - literally - reshaped the sales programs of many franchise systems.
  • Steve Olson
  • 3,400 Reads 5 Shares
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