• Acknowledgements
• Introduction
• Business Format Franchising –
• The Franchised Network Developme
• The Franchisor–franchisee Rela
• Pilot Operations
• Building The Franchisor Manageme
• The Franchisee Operations Manual
• The Franchise Agreement
• International Franchising
• How To Market A Franchise
• How To Recruit Franchisees
• How To Get The Best Results From
• How To Help Franchisees To Prepa
• How To Write The Franchise Opera
• How To Develop And Deliver A Fra
• How To Monitor Franchisees’ Pe
• How To Motivate Franchisees
• How To Get The Best From Field V
• How To Manage Franchise Unit Res
• How To Monitor Your Performance
• How To Avoid Legal Problems For
• Becoming An International Franch
• Becoming A Master Franchisee
• Meeting Your International Match
• Negotiating The International Ag
• Buying Or Selling A Franchised N

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• Acknowledgements
• Introduction
  • Who Is This Book For?
  • What Is Franchising?
  • What Can Be Franchised?
• Business Format Franchising – A Growth Option For Your Business?
  • What Makes A Good Franchise?
• The Franchised Network Development Plan
  • The Franchisee
  • The Franchisor
• The Franchisor–franchisee Relationship
  • Becoming A Different Business
  • What Are Franchisees?
  • The Importance Of Listening
  • The Rules
  • The Roles
  • Maintaining Contact
• Pilot Operations
  • Testing The Business Concept
  • Testing Transferability
  • Testing Franchising
  • Testing The Effect On The Business
  • Testing New Ideas
• Building The Franchisor Management Team
  • The Team Roles
  • Recruiting And Training The Management Team
• The Franchisee Operations Manual
  • Why Is The Manual Important?
  • How To Get Franchisees To Use Your Manual
  • The Importance Of Using Experienced Manual Writers
• The Franchise Agreement
  • How, And When, To Choose Your Lawyer
  • Items To Consider
  • Negotiation
• International Franchising
  • The Franchisor
  • The Master Franchisee
  • The Area Developer
  • The Unit Franchisee
• How To Market A Franchise
  • The Marketplace
  • The Economic Cycle
  • How Many Franchisees Do You Want To Recruit?
  • Why A Franchise?
  • Why This Franchise?
  • Franchisees’ Former Employment Status
  • Marketing For Franchisees
• How To Recruit Franchisees
  • The Background To Franchisee Recruitment
  • Developing The Recruitment Process
  • Recruitment Records
  • Preparing To Start Trading
• How To Get The Best Results From Franchise Exhibitions
  • The Decision To Exhibit
  • Preparing To Exhibit
  • The Run-Up To The Exhibition
  • On The Day
  • After The Exhibition
• How To Help Franchisees To Prepare And Review Their Business Plans
  • Why Have A Business Plan?
  • Annual Business Planning
  • Who Writes The Business Plan?
  • What Should Be In The Initial Business Plan?
  • What Should Be In Subsequent Business Plans?
  • Monitoring Performance Against The Business Plan
  • Finally...
• How To Write The Franchise Operations Manual
  • Developing A Good Manual
  • How To Protect Your Manual
• How To Develop And Deliver A Franchisee Training Programme
  • Developing The Training Programme
  • Training Topics
  • Delivering The Training
  • Documenting The Training Process
• How To Monitor Franchisees’ Performance
  • Why Monitor Performance?
  • Protecting Your Brand
  • Protecting Your Income
  • Protecting Your Customers
  • Protecting Other Franchisees
  • Protecting Franchisees From Themselves
  • Monitoring Performance Against Standards
  • How Is Performance Monitored And By Whom?
• How To Motivate Franchisees
  • What Motivates Franchisees?
  • A Theoretical Approach To Motivation
  • The Franchisee Life Cycle
  • Know Your Franchisees
  • Developing Motivational Strategies
  • Some Practical Motivational Ideas
• How To Get The Best From Field Visits
  • The Franchise Support Team
  • The Role Of The Franchise Support Manager
  • The Role Of The Field Visit In The Franchise Relationship
  • Planning The Field Visit
• How To Manage Franchise Unit Resales
  • A New Way Of Thinking
  • The Resale Process
  • Recruiting For Resales
  • Marketing The Resale Opportunity
  • The Mature Network
• How To Monitor Your Performance As A Franchisor
  • The Franchised Network Healthcheck
  • Franchisee Satisfaction Surveys
  • Staff Satisfaction Surveys
  • Customer Satisfaction Surveys
• How To Avoid Legal Problems For Yourself And Your Franchisees
  • What Could Be The Consequences Of Prosecution Or Litigation For You Or Your Franchisees?
  • What Are The Potential Problem Areas?
  • Additional Subjects Relating To The Franchisor’s Specific Risks
  • How To Avoid The Risks
• Becoming An International Franchisor
  • Taking The Decision To Go International
  • Preparing The International Development Plan
  • Developing The Franchise Offer Package
  • Setting The Fee Structures
• Becoming A Master Franchisee
  • Advantages
  • Points To Consider
• Meeting Your International Match
  • The Process
• Negotiating The International Agreement
  • Master Franchise Agreements
• Buying Or Selling A Franchised Network
  • Items For Consideration
  • Preparing The Business For Sale
  • The Franchised Network Healthcheck
  • Types Of Buyer
  • The Sales Process