franx the hunt for the great multi unit franchisee

Today’s successful multi-unit franchisees have all experienced and profited from successful franchise investments and franchisor relationships. They know the value of multi-unit ownership, they understand the significance of scalability, they require measurable ROI, and they know what a winning culture and franchisor leadership team looks like.

If you're an emerging brand, do you have a shot at attracting these high performers?

To start, larger franchise systems have a metrics and data advantage over you. They have more franchise operators, longer track record, validation, and Item 19 data sets that, if favorable, provide data that multi-unit operators are more confident in relying on. Your Item 19 may look great, but how scalable has your system been proven?

If you're looking to attract successful multi-unit operators, you need to be genuine about your goals and the advantages you provide. Some factors to consider:

• Unit Level Economics - Does your business model afford more reliable unit level economics that multi-unit operators can rely on? We're not just talking about traditional Item 19 data, but KPI’s and unique attributes about your business model that are more reliable and repeatable. For example, is your business based on a “big box” retail experience that fills a unique space in the marketplace and produces repeatable revenues and unit economics that a multi-unit franchisee would be comfortable relying on?

• Management Team Execution and Vision – Have you invested in building your leadership, support, and coaching team specifically for multi-unit franchisees? Individual unit franchisees and multi-unit franchisees are two different categories of franchise buyers. You won't attract winning multi-unit franchisees without building the team and tools to support them.

Too many emerging brands sell multi-unit franchises to the wrong franchisees. Others waste capital marketing to multi-unit franchisees when they are just not ready. For most emerging franchise brands, the best strategy for attracting multi-unit operators is to build them from within. Support and coach your franchisees into successful multi-unit ownership. If you do that, you’ll win!