On-Boarding New Franchisees

Transcription

1 On-Boarding New Franchisees - Bob Fish, CEO, Biggby Coffee

2 On Boarding Issue Most franchisors do a very good job of training people on the operational aspects of what it takes to run their business, however, few train franchisees on the basic business building skills that it takes to effectively ramp-up and operate a successful franchise.

3 Solution the attributes that contribute to successful business building skills Define Teach the attributes Measure the attributes Coach Develop metrics Teach the metrics

4 Define Basic building skills are typically a combination of Small Business and Entrepreneurial skills. We developed our list of musts at the cusp of franchising to help us identify partner candidates. These became the Core Values of our organization.

5 S T E A M E D 7 CORE VALUES STEAMED Simplicity through systems Top line driven revenue solves all problems Energy, excitement, enthusiasm! Always have faith, confidence and courage Maintain long term sustainability through profitability Engaging the community giving is getting Dedication, dependability and desire

6 Teach Teach as early as Discovery Day Core Values must align Repeat, repeat, repeat. Repetition is essential Embed into coaching language Walk the talk

7 Measure First measurement is during the interview process (Franchise Sales) Second is during training at Home Office (Ops- Training) Third is during opening week on site (Ops- Training) Fourth is ongoing for the life of the operator (Ops)

8 Coach Rarely does a Franchisee have all 7 of our Core Values. Once weakness and strengths are identified we begin coaching to both. Coaching is done one on one during monthly site visits and by integrating it in all training language and meeting language.

9 Metrics Roll up the data Same Store Sales Growth by operators that have all 7 Core Values are 3%age points better than those that have only 4 or 5 Core Values And those that have 3 or less Core Values are 3%age points below those at 4 or 5.

10 Metrics Classifying high performance Highest System Sales are T,M,S,D Highest Growth are M,T,D,S Highest ABC are S,T,M,D These classifications become the basis for Goal Setting.

11 Teach the Metric These 4 letter classifications become the basis for personal goal setting. Aid in developing the individual franchisee skill set with both internal and external recommendations.

12 THANK YOU! QUESTIONS?

13 On-Boarding New Franchisees -Rosemarie Hartnett, CFE, President, Abrakadoodle

14 On-Boarding New Franchisees Pre-Training Program: Be Clear On Expectations & Culture Commit to measurable growth from the beginning Commit to participating in HQ programs that help develop owners as business professionals Commit to a franchise culture built on collaboration & accountability with HQ & among peers Embrace a franchise culture that inspires fun and inspiration!

15 On-Boarding New Franchisees Pre-Training Program: Pre-Training Exercises Conduct research on our Why? Begin development of a Marketing Plan for active use during training

16 On-Boarding New Franchisees On-Going Training the Coaching Model: Franchise Owner Growth Groups (FOGG) Franchise Owner Led Learns to Facilitate & Manage the Group Learns to Help Promote Sharing Learns to Keep the Group Focused on Agenda Topic Grouped By Level of Business Development Commitment to the Goal of Measureable Growth Embraces Peer-to-Peer Accountability Abrakadoodle System-Wide Updates Abrakadoodle Network News System-Wide Revenue Sharing

17 On-Boarding New Franchisees On-Going Training - the Coaching Model: Targeted System-Wide Webinars Offer Series Format Strategically Placed Topics that Support Focus Recruit Outside System Experts Recruit Franchise Owner Experts Promote System-Wide Participation Highway to Sell Media Stars Coordinate Accountability Through Action Items Taken to the FOGG

18 On-Boarding New Franchisees On-Going Training the Coaching Model: Annual Business Reviews That Continue to Move Operational Support to Self-Evaluation & Growth Program Overview Part I - Questions! Program Summary Franchise Requirements Part II Questions! Staff Instructional Delivery Customer Service Business Management Revenue Summary Part III Questions! Pricing Program Revenue P & L & Benchmarking Review

19 On-Boarding New Franchisees On-Going Training the Coaching Model: An Effective Coach Listens! Asks questions Acts as a facilitator Keeps in touch with franchisee s motivation Recognizes different styles of communication Cultivates professional relationships built on trust & respect Helps keep communications focused on priorities that reflect the different stages of business growth

20 THANK YOU! QUESTIONS?

21 On-Boarding New Franchisees -Justin Brogan, Director of Operations, Two Men and a Truck

22 Develop an Action Plan for Ramp up, before franchisees even attending training; and get informed consent on the path forward. Concerns / considerations: Importance of discovery process / discovery day in level-setting and forming franchisee expectations. Set training dates vs. flexible opening dates Purpose of training mechanics vs. philosophy Onboarding process: playbook-driven vs. scripted

23 Develop an Action Plan for Ramp up, before franchisees even attending training; and get informed consent on the path forward. Suggested approach: Use the discovery process to sell reality and set expectations early Set training dates vs. flexible opening dates harness the franchisee s ambition and energy and put it to best use Purpose of training help the franchisee find blind spots early, so they know where to hone in during training. Onboarding process defining / illustrating the path

24 Concerns / considerations Unique demographics Unique competitive landscape Unique regulations Unique marketing area Unique franchisee Why the need for consent?

25 Why the need for consent? Suggested approach Reviewing business plans and asking questions to ID areas of need / support Discussing those blind spots during Discovery Day, talking about the support / guidance your SME s can lend Discussing zors ability to take unique inputs ( zee, marketing area) and help create relatively consistent / uniform outputs (ROI, customer satisfaction, etc.)

26 Correlate a Vision Plan to a Business and Tactical Marketing Plan in easy to understand language. Power in visioning Helps attract those who feel the vision, helps maintain alignment Helps people feel the success that will come Can help them make personally painful decisions for the betterment of the brand Zor vs. zee visions

27 THANK YOU! GENERAL QUESTIONS

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