Secrets of Successful Franchise Ownership
From finding the right franchise through evaluating financial representations to understanding the role of technology and marketing, discover the essential steps, pitfalls to avoid, and the formula for becoming and staying a top-producing franchisee.
Publishing date 11/22/2023
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So, you’ve decided to venture into the world of franchising, seeking to be your own boss and create financial stability for your family. The idea of owning a franchise can be enticing, but it’s not a decision to be taken lightly. In this blog post, we’ll guide you through the complexities of franchise ownership, shedding light on what to look for, steps to take, and pitfalls to avoid. We’ll draw wisdom from a seasoned expert in the field, Mr. Kendall Ware, who has navigated the world of franchises, from growing smaller brands to managing 2200 locations for Cinnabon and Carvel. From considering the franchise’s financial health to understanding the role of technology and marketing, we’ll equip you with the knowledge you need to make informed decisions.

Secrets of Franchise Success: The Formula for Becoming and Staying a Top Producing Franchisee

Finding the Right Franchise

The first crucial step in your franchise journey is finding the right franchise for you. Often, people gravitate towards brands they enjoy as consumers. While this can be a good starting point, it’s not the only criterion you should consider. What you love as a customer may not translate into a successful business venture. To make an informed decision, consider the following factors:

The Franchise Disclosure Document (FDD)

The Franchise Disclosure Document, or FDD, is your gateway to understanding the brand. It provides a comprehensive overview of the franchise, encompassing both its strengths and weaknesses. When you reach the FDD stage, pay special attention to Item 7. This section breaks down all the costs associated with building and running the franchise, offering insight into operating costs, equipment expenses, and more. It’s your opportunity to assess if you can sustain the financial requirements.

The key here is to understand the full financial picture. It’s one thing to secure the funds for initial setup, but another to ensure you have enough capital to operate the business efficiently from day one. Avoid the common mistake of underestimating the post-opening financial demands.

Item 19:The Financial Representation

Item 19 in the FDD is where you’ll find the financial representation of the franchise. This section provides you with a peek into the franchisee’s Profit and Loss statement. However, it’s important to note that not all franchise units may be represented in this section. The franchise can choose which units to showcase, and this selection may not represent the entire brand accurately.

When examining Item 19, look for patterns, average profitability, and trends. Be cautious and thorough, and if something seems off, don’t hesitate to ask for clarification. Remember that this document is under the scrutiny of regulatory agencies, so the numbers should be accurate.

Evaluating the Franchise’s History

The next essential area to explore in your franchise evaluation is Item 20. Item 20 provides insights into the number of franchise locations that have opened and closed in recent years. It also reveals information about franchise unit transfers. This section can offer valuable information to assess the stability and growth of the franchise.


Keep a close eye on the number of franchise units that have been transferred to other franchisees. A high number of transfers might raise concerns about the franchise’s viability. It’s important to understand why these transfers occurred and whether the franchise is weeding out underperforming units.

Franchisee Contact List

One unique feature of Item 20 is the franchisee contact list. It provides you with the contact details of existing and former franchisees. Use this list to reach out to them and ask questions about their experiences. Their firsthand insights can be invaluable in understanding the day-to-day challenges, opportunities, and overall satisfaction with the franchise.

Instead, focus on obtaining a realistic view of what it’s like to be a part of the franchise. Engage them in conversations about their experiences, challenges, and the support they receive from the franchisor. Maximize franchise success with our growth-oriented solutions.

Balancing Positivity and Pragmatism

The conversation about franchise ownership should ideally be a positive one. However, it’s important to remember that your enthusiasm should be tempered with a healthy dose of realism. The excitement of taking over a franchise that someone else operated successfully two years ago might be infectious, but it doesn’t necessarily mean that it’s the right choice for you.

Evaluating Community and Item 20

When you’re considering becoming a franchisee, it’s crucial to understand the community you’re entering. Take time to assess Item 20, which provides insights into a store or restaurant’s growth trends. By analyzing this data, you can gain a better understanding of the franchise’s trajectory.

The Significance of Organizational Structure

The franchise’s current organizational structure and overall headcount play a vital role in your decision-making process. Requesting information about these aspects is not just a formality; it’s an essential step in gauging the franchise’s potential for growth and support.

Mystery of Royalty Rates

Understanding royalty rates is critical when evaluating a franchise opportunity. Lower royalty rates may seem attractive, but they could indicate that the franchise lacks the necessary funds to support its franchisees effectively. In contrast, a slightly higher royalty rate may indicate a well-capitalized franchise that can provide better support.

Ad Fund Allocation: The Headcount Dilemma

The allocation of ad fund resources is a significant consideration. While a franchise may have a strong marketing team, the key question is whether there’s enough financial support to complement it. A balance between headcount and working dollars is essential for successful marketing campaigns and brand awareness.

The Role of Technology in Franchise Success

In today’s business landscape, technology is a driving force. Evaluate the franchise’s approach to technology, particularly in departments like marketing and operations. A well-equipped technology team and an emphasis on leveraging technology for a superior customer and employee experience are signs of a forward-thinking franchise.

Franchise Spread: A Supply Chain Perspective

Consider the geographical spread of the franchise’s locations. A diverse and widespread presence may affect the efficiency of the supply chain and distribution. Opt for a franchise that strategically fills out territories, as it’s likely to provide better buying power and support.

Aligning Your Goals with the Right Franchise

Before you dive into franchise ownership, ask yourself what you want to achieve. Are you looking to buy a job, or do you aim to build a lasting legacy? Ensure your goals align with the franchise you choose.


Remember, not all franchises are created equal. What works for one may not work for another. It’s crucial to align your goals and financial capabilities with the right franchise opportunity. Don’t rush into a half-million-dollar investment without understanding the full picture.

In conclusion, franchise ownership is a significant step that requires careful evaluation and consideration. Each of the factors discussed in this blog post is essential for making an informed decision that will influence your success as a franchisee. Remember, choosing the right franchise is not just about investing in a brand; it’s about securing your future and realizing your aspirations.

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