Building Profitable

PartnershipsGreg Nathan

How to use the

franchise relationship

to make money,

create happy

customers

and enjoy the process!

What is Success?At age 4 success is not wetting your pants

At age 12 success is having friends

At age 17 success is having a drivers license

At age 20 success is having sex

At age 35 success is having money

At age 50 success is having money

At age 60 success is having sex

At age 70 success is having a drivers license

At age 75 success is having friends

And, at age 80 success is not wetting your pants!

Helping franchisors and franchisees create profitable partnerships for 24 years...

If you were in top form and everything fell into placewhat would we see as a result of all your good work?

What is a Relationship?

Collaborating to get a competitive edge

Franchisee Relationship Franchisor

Wasted energy and lost opportunities

Franchisee Franchisor

SIGNS OFA HEALTHY

CULTURE

Profitable partnerships thrive in a healthy culture

Franchisees and

franchisor team

glad to be involved

SIGNS OFA HEALTHY

CULTURE

Open sharing

of data and

information

Franchisees and

franchisor team

glad to be involved

SIGNS OFA HEALTHY

CULTURE

People give each

other the benefit

of the doubt

Open sharing

of data and

information

Franchisees and

franchisor team

glad to be involved

SIGNS OFA HEALTHY

CULTURE

Passion for the

brand and culture

People give each

other the benefit

of the doubt

Open sharing

of data and

information

Franchisees and

franchisor team

glad to be involved

SIGNS OFA HEALTHY

CULTURE

Everyone is

focused on the

“main game”

Passion for the

brand and culture

People give each

other the benefit

of the doubt

Open sharing

of data and

information

Franchisees and

franchisor team

glad to be involved

SIGNS OFA HEALTHY

CULTURE

1. Keep an open-mind

“When perception meets reality,

reality comes out second best”

An experiment

FRANCHISE FAILURE IS THE RE-

SULT OF YEARS OF UNSCIENTIF-

IC STUDY COMBINED WITH THE

INEXPERIENCE OF MANY YEARS

CAN EVERYONE READ THIS ?

2. Be constructive

3. Deliver on your responsibilities

Franchisee’s responsibilities

Maximise sales and control costs

Build advocates for the business and brand

Participate constructively in the network

Franchisor’s responsibilities

Deliver credible leadership

Help franchisees achieve their goals

Protect the brand and culture

4. Manage the Franchise E-Factor

The Franchise E-Factor

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15105

Gen

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sfa

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on

Years

Franchisee Satisfaction by Tenure

5. Look after each other’s needs

The Franchisor’s PledgeProvide you with tools andsystems to help you build

a profitable business

Show concern for your successand deliver relevant support

when you need it

Deliver effective marketing that helps attract new

customers to your business

Provide competent,committed leadership that

you can trust

Listen to you, respect yourpoint of view and encourageyou to mix with your peers

The Franchisee’s PledgeMaximise my local market

share and take full responsibilityfor operating my business

Be pleasant to deal withand provide feedback

in a constructive manner

Show loyalty and support for new initiativesand core strategies

Respect the brandand maintain high

operating standards

Provide you with accurate andtimely business information