From Ice Cream to the Internet: Using Franchising to Drive the Growth and Profits of Your Company

Chapter 11. Recruiting, Selecting, and Managing Franchisees

When you start to franchise, you enter a new business. You are in the business of franchising, not in the business of serving customers in the industry in which your franchisees provide a product or service. As a result, your success depends largely on your ability to recruit, select, and manage franchisees.

This chapter offers specific information to help you to determine how to recruit, select, and manage the franchisees who will deliver your product or service to customers using your business system. The first part of this chapter discusses how to recruit franchisees. Offering information on what franchisees look for in a franchise system and how they select one system over another, ...