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Challenge the Pros

Franchise sales and development professionals answer topical and challenging questions here. These include issues related to franchise brand growth, using new technologies, building sales teams, and recruiting top franchisees and supporting them in the field by providing ongoing education, training, and new products and services.

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Hungarian Franchise Association
The Hungarian Franchise Association was founded in 1991 as an interest representation organization of the franchise business community.
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American Family Care
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A.J. Titus, President of Signarama and Starpoint Brands discusses the key roles of their operations teams.
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How AtWork vets potential franchisees.
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How Zaxby’s vet potential franchisees
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Patrick Cunningham at Little Caesars on how they’re using technology in frandev and to meet customer demands
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We asked Home Franchise Concepts’ CDO what tech trends he is seeing in franchise development, and how he is responding
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What recession? Boston’s Pizza’s VP of Franchise Sales and Development is optimistic about expansion possibilities in 2023
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Challenge the Pros asks Golden Corral and ShelfGenie how they help candidates find financing
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Challenge the Pros asks Unity Rd. and McAlister's Deli how innovation has affected their sales and development process
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Structuring deals with realistic opening schedules: 2 brands tell how they do it.
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How PizzaRev and Screenmobile tailor their communication to reach and engage with their targeted franchise prospects
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In what ways does your development department work alongside your operations department to enhance the recruitment process?
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Hot Dish Advertising
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We are considering a number of options as we work toward our 2018 franchise development goals, focusing primarily on zeroing in on what is working and switching up the approaches that are not.
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Over the course of the past year, The Gents Place has been heavily involved in marketing our franchise opportunity through a number of avenues, including social media marketing, public relations, open house events, and franchise expos--all designed to leverage our personal networks and entice growth.
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The data available through today's manifold third-party resources and related technologies is now required to inform and guide our decisions at every step of the lifecycle of our franchise owners.
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To measure the ROI, you have to really know what you're looking for. At Franchise Whales, instead of focusing on cost per lead, which is the standard among most franchise development executives, we focus on the cost per closed sale.
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When working with current and prospective franchisees, a great deal goes into recruiting and development efforts. A major obstacle for many franchisors is identifying the right franchisees who will help grow the brand.
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Social media is a regular function of our franchise development team. We use it to generate leads, nurture existing prospects, and validate that the franchise candidate is right for our brand.
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We believe in utilizing many different marketing channels to reach our candidates, and more importantly, in targeting those in the right markets and for the right category or model.
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The process of hiring, training, and retaining qualified individuals for sales and development is a necessary company practice that should not be taken lightly.
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Unit franchise growth is the fuel that supplies life and sustainability to every franchisor's existence.
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It's really incredible how much technology continues to evolve! There are so many tools available to assist franchisors with their development plans today, and at CruiseOne integrating technology is an essential part of our development strategy.
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Smoothie King
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Smoothie King
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At Pancheros, interviewing prospective franchisees who fit within our brand's culture is a lot like dating.
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What do you look for in a salesperson, and what are the critical elements to building a great sales and development team?
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How are you using technology to identify, reach, and track prospects?
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Essentially doubling in size since 2010, Toppers Pizza is one of the fastest-growing pizza chains of the past 3 years.
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How do you set standards and measure performance in your brand's sales and development department?
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At Checkers and Rally's, we've been in the business of Big, Bold Flavor for more than 27 years.
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Over the past few years, The Lube has been able to reap the benefits of technology, using it to gather feedback from prospective franchisees and fans in real-time, which has helped further our development nationwide.
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  • 2,682 Reads 53 Shares
Silos are good for one thing, and one thing only: holding stuff back.
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How can you help prospects with questions to ask and what information they should be seeking from franchise development people and franchisees?
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