Five Ways to Increase Franchise Unit Sales
by Ed Teixeira
Franchisors and franchisees should continue to find ways to increase
sales. Here are some tips on how franchise unit sales can be increased.
1. Learn from your competitors.
Know your competitors strengths and weaknesses. In this context
competitor is used in the broadest sense. It can mean a business that is not
a direct competitor but competes with you for customerís dollars. If you
know your competitors youíll be in the position of tweaking your current
products or introducing a new one that can capture more sales. We sometimes
get so wrapped up in our day to day challenges that we neglect to see what
our competitors are doing.
2. Learn from your franchisees.
Establish a group of your top franchisees to help evaluate and consider
various ways to increase sales. A small working group of franchisees can
bring their local knowledge to the session. The group should be small but
representative and include those franchisees with a proven list of
3. Review your current franchise program
Take the time to analyze and review your existing franchise program. This
includes products, pricing and promotions. This doesnít have to be a long
drawn out process but rather an objective review of the program. If itís
functioning well then there is no need to make changes.
4. Consider special promotions and marketing programs
Based upon what youíve learned from items 1-4 design some ways to send a
message to your customers. A promotion can include some credits or
incentivizes to obtain a buy in from your franchisees.
Here are some examples of how this can be done.
5. Test and measure your programs and adjust if
Before rolling out a new product or service test the results in a pilot
study using several franchise locations. If youíre using a promotion donít
be reluctant to make changes if needed.
There are several ways that franchisors can increase unit franchise
sales. Follow these tips and if needed implement changes.
© 2011 FranchiseKnowHow, LLC
Ed Teixeira is the President of FranchiseKnowHow, LLC.
He can be reached at