PATHWAYS to PROFIT

-Garrison Keillor

Drive Franchisee Performance

Drive Franchisee Satisfaction

Ensure Franchisee Compliance

Create Engagement & Alignment

What is your ratio of field consultants to franchisees?

6%

23%

71%

1:100

1:50

1:30

On average, how often do you conduct onsite visits at the local level?

23%

32%

39%

6%

Monthly

Quarterly

Yearly

None

On average, how frequently do your ops consultants speak with their assigned Franchisees?

50%

46%

4%

Weekly.bi-weekly

Monthly

Daily

DRIVING GROWTH in CHALLENGING TIMES

So How’s That Working For You?

Is this communications & visit frequency enough to positively impact franchisee performance?

41%

59%

No

Yes

14%

41%

38%

7%

Worse

Equal to

Better

Much Better

How do you rate your franchisees ability to execute as compared to your competitors?

What is currently your biggest challenge in helping your franchisees improve their performance?

20%

60%

20%

0%

0%

Other

All of the above

Lack of business and/or marketing plans

Ineffective system for follow up on audit findings

We don't get to spend enough time with ourfranchisees

What Are Your Operations Consultants Bringing to the Party?

CEO Strategic Planning, Engagement & Execution

In short…

Drive Franchisee Performance

Drive Franchisee Satisfaction

Ensure Franchisee Compliance

Create Engagment & Alignment

Do You Have a Formal Training Program for Your Operations Consultants & Field Staff?

How much training do your Operations Consultants get in behavioral management & coaching for

improving performance?

Key Drivers for Operational Success

“Coach the Coaches”

COACHING ANALYSIS "What is Influencing unsatisfactory Performance?"

"Steps of the Coaching Technique"

Step 1 Get his or her agreement that a problem exists.

Step 2 Mutually discuss alternative solutions.

Step 3 Mutually agree on action to be taken to solve problem.

Step 4 Follow up to measure results.

Step 5 Reinforce any achievement when it occurs.

Key Drivers for Operational Success

A Tiered Support System

Coach the Coaches

DRIVING GROWTH in CHALLENGING TIMES

Key Drivers for Operational Success

A Tiered Support System

Onboarding: “Days to First Dollar”

Coach the Coaches

Key Drivers for Operational Success

Weight Franchisee Training For Customer Creation & Retention

New Hierarchy for Effective Communications

Close the Loop on Open Tasks & Performance Gaps

Set Goals

Manage to Goals

Measure Close

the Loop

Track Open Tasks, Overdue Visits & Outcomes

Case Study: Aurelio's Restaurants 4th Qtr. QCA Results

•

• ↑

• ↑

• ↑

• ↑

• ↑

Systems for Improving Communication/Focus

Key Drivers For Operational Success

Track Local Market Spending & ROI by Franchisee (67% don’t)

Validation & “Referability” (f-NPS) (SAT)

•

•

•

•

•