0 Profiling. Strategy. Results. Since 1980 All rights reserved.
Unauthorized reproduction prohibited. COPYRIGHT 2008 Franchise
Architects COPYRIGHT 2008 Franchise Architects Franchisee Evolution
Profiling. Strategy. Results.
Slide 2
1 Since 1980 The information contained in this presentation is
trademarked, copyrighted and highly confidential and cannot be
shared, copied, disseminated or distributed to anyone outside of
your organization without the prior written approval of Information
For You Future, inc. dba Franchise Architects and Franchise
Navigator.
Slide 3
2 Profiling. Strategy. Results. Since 1980 The Franchise Sales
and Development Process .. Opening Process ... Hand-off from
Development to Operations through to New Franchisee Orientation.
Grand Opening. Co-op Meetings and Activities Related To Advertising
Decisions ... On-going Visits and Meetings.. 4 9 14 19 24 29
Profiling. Strategy. Results. SECTION PAGE TABLE OF CONTENTS
Slide 4
3 Profiling. Strategy. Results. Since 1980 The Four Behavioral
Profiles ACCOMPLISHER INFLUENCER ASSOCIATOR CONTRIBUTOR
Slide 5
4 Profiling. Strategy. Results. Since 1980 The Franchise Sales
and Development Process
Slide 6
5 Profiling. Strategy. Results. Since 1980 Will want broader
contact than just the Franchise Sales representative. Will need to
see and feel the depth of the organization in order to make a
decision, May have concerns about direct day-to-day involvement
Will have very high expectations of the Franchise Sales
representative a miss in follow-up could kill the deal.
ACCOMPLISHER The Franchise Sales Process
Slide 7
6 Profiling. Strategy. Results. Since 1980 Is ready to make a
decision before process is complete - they are impatient and do
things as they please, Is reluctant to do a lot of their work,
contact franchisees, etc., Will over commit - will want 20
locations all at once. Will only focus on the best possible results
and develop a biased/ unrealistic financial expectation Most likely
to cancel agreements before units open INFLUENCER The Franchise
Sales Process
Slide 8
7 Profiling. Strategy. Results. Since 1980 Thrives on and needs
constant contact, Will develop strong relationship with Development
Manager or Franchise Representative, They seek security and will
focus on predictability of success, Their trust could easily be
damaged, and They will love the continuity, the daily mail and will
be responsive to the Franchisor. ASSOCIATOR The Franchise Sales
Process
Slide 9
8 Profiling. Strategy. Results. Since 1980 Will want a lot of
information. Best to link them to existing franchisees with similar
backgrounds, Will appreciate the variety of the business and will
look at each functional area very closely, and Will be slow to make
a decision. CONTRIBUTOR The Franchise Sales Process
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9 Profiling. Strategy. Results. Since 1980 Opening Process
Slide 11
10 Profiling. Strategy. Results. Since 1980 Will accept
feedback on manager selection and hire a solid manager, Will be
diligent in the build-out process. Opening Process ACCOMPLISHER The
Opening Process
Slide 12
11 Profiling. Strategy. Results. Since 1980 Will hire an
enthusiastic manager over all other qualifications Will miss a lot
of details and then wonder what happened Will change their mind
about floor plans, equipment, etc. Will use checklists and process
for notepaper INFLUENCER Opening Process The Opening Process
Slide 13
12 Profiling. Strategy. Results. Since 1980 Will hire weak
managers due to their own management weakness, Will need constant
communications in the build-out process and will be confused most
of the time, Will follow checklist and processes and will have a
hard time with the less tangible, clearly-defined tasks. ASSOCIATOR
Opening Process The Opening Process
Slide 14
13 Profiling. Strategy. Results. Since 1980 Will interview a
lot of candidates and take some time to hire a manager, Will trust
the system and but not move fast enough. CONTRIBUTOR Opening
Process The Opening Process
Slide 15
14 Profiling. Strategy. Results. Since 1980 Hand-off from
Development to Operations through to New Franchisee
Orientation
Slide 16
15 Profiling. Strategy. Results. Since 1980 Will experience
withdrawal and will need constant attention, Will love all of the
training, meetings and gatherings, Will need to reconfirm
expectations on a regular basis, Will always expect more, Will
follow the steps diligently, Will be very fearful and will want
reassurances. Hand-off From Sales to Operations ASSOCIATOR
Development to Operations
Slide 17
16 Profiling. Strategy. Results. Since 1980 Will get bored with
all of the details, Will resist attending required training
sessions, Will overstate their financial position and push the
outer limits of financial risk, Will confuse the field staff about
what they want. One day they can handle everything and the next day
then will need tons of help. INFLUENCER Hand-off From Sales to
Operations Development to Operations
Slide 18
17 Profiling. Strategy. Results. Since 1980 Will attend the
training sessions and be very inquisitive, Will expect a high level
of competence from every presenter/trainer and staff, Will provide
immediate feedback on how we can change the systems, Will want to
be hands-off to a great degree. ACCOMPLISHER Hand-off From Sales to
Operations Development to Operations
Slide 19
18 Profiling. Strategy. Results. Since 1980 Will enjoy and
value the training experience, the team and the quality of people,
Will have high expectations of all presenters, Will move slowly and
diligently and wont be rushed, Will not need a lot of contact as
they are too busy with other things. CONTRIBUTOR Hand-off From
Sales to Operations Development to Operations
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19 Profiling. Strategy. Results. Since 1980 Grand Opening
Slide 21
20 Profiling. Strategy. Results. Since 1980 Will question the
Grand Opening strategy, Will want clear, concrete information
regarding the profit/financial side of the Grand Opening, May react
negatively to direction from the franchisor. Grand Opening
ACCOMPLISHER Grand Opening
Slide 22
21 Profiling. Strategy. Results. Since 1980 Will be aggressive
in the Grand Opening if it gains him/her visibility, May change
directions often and short cut the process. INFLUENCER Grand
Opening
Slide 23
22 Profiling. Strategy. Results. Since 1980 Will complete the
plan as requested, Will panic early on if things dont work, Very
fearful of cash flow and the risk of an aggressive Grand Opening.
ASSOCIATOR Grand Opening
Slide 24
23 Profiling. Strategy. Results. Since 1980 Will be concerned
about staff impact on Grand Opening, Will follow the grand Opening
clearly if he/she has been given the time to process information
and if they feel like they have made the decision. CONTRIBUTOR
Grand Opening
Slide 25
24 Profiling. Strategy. Results. Since 1980 Co-op Meetings and
Activities Related To Advertising Decisions
Slide 26
25 Profiling. Strategy. Results. Since 1980 Will assume a
leadership role after he/she sees the Co-op struggle, Will become
frustrated and impatient with the weak franchisees, Will push for
decisions and conclusions. Co-op and Advertising Activities
ACCOMPLISHER Co-op Meetings and Advertising Decisions
Slide 27
26 Profiling. Strategy. Results. Since 1980 Will become a
leader due to influence skills, Will not be effective due to
distractions and their tendency to over-promise, Will leave the
meeting frequently to make calls and deal with other more important
things. INFLUENCER Co-op and Advertising Activities Co-op Meetings
and Advertising Decisions
Slide 28
27 Profiling. Strategy. Results. Since 1980 Will be the first
one there and the last one to leave, Will never miss a meeting,
Will develop overly strong friendships in the group, Will attend
everything and will be a part of every event, activity, etc..
ASSOCIATOR Co-op and Advertising Activities Co-op Meetings and
Advertising Decisions
Slide 29
28 Profiling. Strategy. Results. Since 1980 Strong team leader,
but will be reluctant to become a leader unless they see a serious
concern, Great contributor to meetings, often a positive influence,
Erratic attendance at meetings. CONTRIBUTOR Co-op and Advertising
Activities Co-op Meetings and Advertising Decisions
Slide 30
29 Profiling. Strategy. Results. Since 1980 On-going Visits and
Meetings
Slide 31
30 Profiling. Strategy. Results. Since 1980 Will challenge
field staff processes, forms, etc. to gain a sense of confidence in
the process, Will have very high expectations of field staff, Will
view the visits as insignificant if they dont provide solid,
effective information, Would be fine with one visit per year, Will
challenge the policies that are impacted by the visits. On-going
Meetings and Visits ACCOMPLISHER On-going Visits and Meetings
Slide 32
31 Profiling. Strategy. Results. Since 1980 Will view the field
staff as weak and will wonder why they are telling them what to do,
Wants to change things, make them better, They want a sense of
control, Will overreact on warnings or violations, Will be somewhat
unpredictable in the response, Eventually will ignore required
forms totally. INFLUENCER On-going Meetings and Visits On-going
Visits and Meetings
Slide 33
32 Profiling. Strategy. Results. Since 1980 Will want and need
many ongoing visits, Expects franchisor to manage their location,
Believes that the franchisor should take more responsibility for
their business, Will bad mouth franchisor to their staff if
relationship is weak, Will be devastated by the warning and
restriction process and will challenge field visit audits.
ASSOCIATOR On-going Meetings and Visits On-going Visits and
Meetings
Slide 34
33 Profiling. Strategy. Results. Since 1980 Will view the field
visits and forms from his staffs perspective, Will be seeking a
balance of good and constructive feedback, Will challenge the
process if it damages his team, Initially will be very supportive
and involved in processes, but that will wane as the newness of the
business wears off. CONTRIBUTOR On-going Meetings and Visits
On-going Visits and Meetings
Slide 35
34 Profiling. Strategy. Results. Since 1980 Copyright 2008
Franchise Architects. ALL RIGHTS RESERVEDwww.franchisenavigator.com
The information contained in this presentation is trademarked,
copyrighted and highly confidential and cannot be shared, copied,
disseminated or distributed to anyone outside of your organization
without the prior written approval of Information For You Future,
inc. dba Franchise Architects and Franchise Navigator.