Upload
others
View
3
Download
0
Embed Size (px)
Citation preview
INTEGRATED FRANCHISE SUPPORT FOCUS: UNIT LEVEL ECONOMICS
Operations Outside Sales &
Sales Management
Training Marketing Technical Support IT Support
• Field Business Consultants
• Annual Financial Benchmark Survey
• Custom Financial Review
• Business Planning
• Personnel Management
• Operational Efficiencies
• Board Groups
• Sales Management Training
• Sales Training • Conference
Calls • Online Training • Annual Outside
Sales Summit • Custom Sales
Planning • One-on-One
Coaching
• Initial Training • Regional
Training • Online Training • Mentor
Program • Conference
Calls • Annual
Convention • Town Hall
Meetings • On-on-One
Coaching
• Marketing Service Managers
• Marketing Audits
• National Ad Fund
• National Accounts Team
• Workflow Efficiency
• Technology Audits
• Equipment Maintenance
• Graphic Trouble Shooting
• Focus on Improving Efficiencies
• Website • Send-a-File • Online Proofing
System
Board Groups
Business Planning
Custom Financial Review
Field Business Consultants
Custom Sales Planning One-on-One Coaching
Online Training Mentor Program
One-On-One Coaching
Marketing Service Managers Marketing Audit
Workflow Efficiency Technology Audits
Send-a-File
Online Proofing System
OUTSIDE SALES & SALES MANAGEMENT COACHING AND SUPPORT
Hiring
Finding Outside Sales Tools and hiring the right salesperson
Calculator Determine the right compensation package
Training Sales process and sales management training
Sales and Planning Developing goals
Sales Management Tools to monitor and manage sales staff
TWO WAY COMMUNICATION TO: FOSTER ENGAGEMENT AND BUY IN
National Advertising Council Franchise Advisory Council Special Task Forces and Committees Management team spending time face-to-face with franchise partners Field Business Consultants Connect with Catherine Calls Annual and special / as-needed surveys Board Groups Regional Town Hall meetings Annual Convention Outside Sales Summit
#2: INTENTIONAL CULTURE OF SUPPORT FOCUSED ON UNIT ECONOMICS & CUSTOMIZED SUPPORT AT EVERY PHASE IN FRANCHISEE’S LIFECYCLE
• Collaborative organizational structure supports franchisees and operational initiatives
• Key Business Indicators are consistently communicated, reported on, and coached at all levels
• Stay true to the core: Brand, Mission, Values, Standards
#4 FOSTER A CULTURE OF LISTENING AND MUTUAL RESPECT
• Understand what they really want from the business by listening to their questions
• Ask questions for clarification • Consult and facilitate • Live the Values
#5 PROFILING TOOLS CAN STRENGTHEN SELECTION AND COACHING OF FRANCHISEES
• During franchise selection process: Help us ask better discovery questions
• During Team Member recruitment: Compare candidates to behavioral traits of top performers to gauge likelihood of success
• At store level: Increase awareness, help teams work together better, coach to success
#6 DRIVE 99% FRANCHISEE ATTENDANCE AT ANNUAL CONVENTIONS
• Develop program tracks to educate, communicate, and motivate at multiple levels of organization
• Feature top performers prominently (panel discussions, intermission slides, medals)
• Create excitement about our industry
LIFE CYCLE OF SUPPORT • Entry to Exit • Specialist in most departments
– Information Technology – Franchise Sales – Licensing – Accreditation
• Touch-points – Specific plan touch points for franchisee throughout the
year • Classify units into three categories
– Provide different level of support • Opening Developing Mature
TRANSPARENCY
• Starts in FDD • Publish all sites under consideration
– give franchisees a chance to comment • Publish chain wide numbers and scores
– positive and negative
Structure & Roadmap to
Success
Franchisees need us to provide a roadmap to success based on proven programs and KPI’s. This must include clear profit and
revenue goals and milestones, benchmarking across the system and
coaching from the Support Team.
1 STARS
2 BrightStar 101 – Training Tracks by role, and how to lead these roles
3 Regional Summits
LESSON #1
CORE
1:1 CALLS
SUMMITS
1:1 Calls: Focus on KPI’s and Action Plan performance
Regional Strategy Summits: facilitate shared learning and benchmarking
CORE: Focus on building a strong foundation by delivering knowledge, skills and tools
SUPPORT STRATEGY RE-IMAGINED
Four Areas we saw as most critical to success
Prioritizing Resources to these areas foremost
Leadership
EQ Financial
Team Development
Use resources on accountable franchisees that are “in it to win it”; always evaluate those you can help up – and those you can’t you need to help them out.
1 Proactive Resale Strategy
2 Proactive Evaluation of Low Performers
3 Leverage FAC and Mentors to Showcase Great Performers
LESSON #2
Allocate Resources
Wisely