1. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 1 Ch. 6: Franchising and the Entrepreneur

2. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 2 Ch. 6: Franchising and the Entrepreneur The Franchising Boom More than 3,000 franchisors operate more than 825,000 outlets in the United States. Franchises generate almost 17% of total annual sales in the United States. Franchises employ one in every 8 workers in the U.S. in more than 300 major industries.

3. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 3 Ch. 6: Franchising and the Entrepreneur The Franchising Boom Economic impact of franchising on the U.S. economy: $2.1 trillion. Franchising has moved beyond traditional fast food and hotels into diverse fields like pet sitting, mold detection, and used clothing.

4. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 4 Ch. 6: Franchising and the Entrepreneur Franchising A system in which semi-independent business owners (franchisees) pay fees and royalties to a parent company (franchiser) in return for the right to become identified with its trademark, to sell its products or services, and often to use its business format and system.

5. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall The Franchising Relationship 6 - 5 Ch. 6: Franchising and the Entrepreneur

6. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 6 Ch. 6: Franchising and the Entrepreneur Types of Franchising Tradename Product distribution Pure (Business format)

7. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 7 Ch. 6: Franchising and the Entrepreneur Franchising Basics Franchisee gets the right to use all of the elements of a fully integrated business operation. Essence of what franchisees purchase from the franchisors: Experience. Key Question: “What can a franchise do for me that I cannot do for myself?”

8. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall Business Format Franchises 6 - 8 Ch. 6: Franchising and the Entrepreneur

9. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall Number of Franchised Outlets 6 - 9 Ch. 6: Franchising and the Entrepreneur

10. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 10 Ch. 6: Franchising and the Entrepreneur Benefits of Franchising A business system Management training and support Start-up Ongoing Brand name appeal “Cloning” Standardized quality of goods and services

11. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 11 Ch. 6: Franchising and the Entrepreneur Benefits of Franchising National advertising programs Franchisees contribute 1% to 5% of sales. Financial assistance About 20% of franchisors offer direct financial assistance to franchisees. SBA – Franchise Registry Proven products and business formats

12. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 12 Ch. 6: Franchising and the Entrepreneur Benefits of Franchising Centralized buying power Site selection and territorial protection Important issue: Territorial encroachment Greater chance for success

13. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 13 Ch. 6: Franchising and the Entrepreneur Drawbacks of Franchising Franchise fees and ongoing royalties Average upfront franchise fee = $25,147 Average upfront franchise fee = $25,147 Royalties range from 1% to 11% of franchisees’ sales Royalties range from 1% to 11% of franchisees’ sales Average royalty = 6.7% of sales Average royalty = 6.7% of sales Strict adherence to standardized operations Strict adherence to standardized operations Restrictions on purchasing Restrictions on purchasing Approved suppliers only Approved suppliers only

14. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 14 Ch. 6: Franchising and the Entrepreneur Drawbacks of Franchising Limited product line Contract terms and renewal Average term = 10.3 years Unsatisfactory training programs Market saturation Less freedom – “No independence” “Happy prisoners” (continued)

15. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 15 Ch. 6: Franchising and the Entrepreneur Ten Myths of Franchising 1.Franchising is the safest way to go into business because franchises never fail. 2.I’ll be able to open my franchise for less money than the franchiser estimates. 3.The bigger the franchise organization, the more successful I’ll be. 4.I’ll use 80 percent of the franchiser’s business system, but I’ll improve upon by substituting my experience and know-how.

16. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 16 Ch. 6: Franchising and the Entrepreneur Ten Myths of Franchising 5. All franchises are the same. 6. I don’t have to be a hands-on manager. I can be an absentee owner and still be very successful. 7. Anyone can be a satisfied, successful franchise owner. (continued)

17. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 17 Ch. 6: Franchising and the Entrepreneur Ten Myths of Franchising 8. Franchising is the cheapest way to get into business for yourself. 9. The franchiser will solve my business problems for me; after all, that’s why I pay an ongoing royalty fee. 10.Once I open my franchise, I’ll be able to run things the way I want to. (continued)

18. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 18 Ch. 6: Franchising and the Entrepreneur Franchising and the Law Franchise Disclosure Document (FDD) Established in 2008 to replace the Uniform Franchise Offering Circular (UFOC) Requires franchisors to disclose to potential franchisees information on 23 important topics Objective: To give franchisees the information they need to protect themselves from dishonest franchisees and to make good investment decisions

19. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 19 Ch. 6: Franchising and the Entrepreneur Detecting Dishonest Franchisers Claims that the contract is “standard; no need to read it.” Failure to provide a copy of the required disclosure documents. Marginally successful prototype or no prototype. Poorly prepared operations manual. Promises of future earnings with no documentation. High franchisee turnover or termination rate. Unusual amount of litigation by franchisees. In addition to the text

20. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 20 Ch. 6: Franchising and the Entrepreneur Attempts to discourage your attorney from evaluating the contract before signing it. No written documentation. A high pressure sale. Claims to be exempt from federal disclosure laws. “Get rich quick” schemes, promising huge profits with minimal effort. Reluctance to provide a list of existing franchisees. Evasive, vague answers to your questions. (continued) Detecting Dishonest Franchisers In addition to the text

21. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 21 Ch. 6: Franchising and the Entrepreneur The Right Way to Buy a Franchise Evaluate yourself - What do you like and dislike? Research your market. Consider your franchise options. Get a copy of the Franchisor’s FDD – and read it! Talk to existing franchisees. Ask the franchiser some tough questions. Make your choice.

22. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 22 Ch. 6: Franchising and the Entrepreneur Factors That Make a Franchise Appealing Unique concept or marketing approach Profitability Registered trademark Business system that works Solid training program Affordability Positive relationship with franchisees In addition to the text

23. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 23 Ch. 6: Franchising and the Entrepreneur Trends Shaping Franchising Changing face of franchisees Better educated with more business acumen Multiple-unit franchising 52% of franchisees operate multiple outlets (and growing) International opportunities IFA Survey: 52% of U.S. franchisors have an international presence Master franchising

24. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 24 Ch. 6: Franchising and the Entrepreneur Trends Shaping Franchising Smaller, nontraditional locations Intercept marketing Conversion franchising 72% of North American franchisors use as a growth strategy Cobranding Serving dual-career couples and baby boomers

25. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 25 Ch. 6: Franchising and the Entrepreneur Conclusion Franchising: ► Is a key part of the small business sector ► Increases the chance of business success for the entrepreneur ► Growth continues

26. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 6 - 26 Ch. 6: Franchising and the Entrepreneur