Published in Business Franchise AU and NZ May/June 2017
Territory Planning is an area extremely important to you as a franchisee, but does the franchise system and the franchisor of the system give it the importance you need it to have to ensure your future?
In my past life as a Network Development Manager with Caltex, it became obvious to me that if you did not clearly explain what you were looking for, you wasted a great deal of your time looking at rubbish. To try and filter the good location opportunities from the bad, I developed a two page Property Guideline, that I would happily send to all parties (agents, developers, land owners), who indicated they may have a potential site for us.
Published in Business Franchisor Magazine, November 2016
Many managers want to do everything. They think it is there job to oversee every part of the business, micromanage all the executives, undertake the sales of every product, and handle all the day to day operations. What they don’t do is what they are actually paid the big money for – Managing the Business!
Published in Franchise Buyer Magazine, June 2016
and Franchise Asia, Vol 32, November 2016
White Collar Franchises and territories: So you are ditching corporate life and going out into a consulting franchise ……..
Published in Franchise Buyer Magazine, Vol3. #3, August 2016
Many white collar business people give the corporate life the flick (either voluntary or involuntary), and decide to put their skills to work in a small business for themselves. I personally did that aged 44, with 2 kids in private school etc etc ,and went into our own small consulting firm – a fairly high risk period of my life!
Whilst this article is not about me, I did end up being a Director of the Institute of Management Consulting (IMC) for 6 years, so do have some idea of the challenges before you. Taking on a white collar franchise can be the solution between going alone, with all the risk as an individual consultant, and partnering with a known concept, and using the systems and processes already established to your benefit.
Published in Franchise Buyer Magazine, Vol4., August 2016
The content was part of Pre-entry Franchise Education Program - Module 3 organized by ACCC and Griffith University
Peter Buckingham was asked by Griffith University tackle to some frequently-asked questions about site selection and territory planning in franchise industry.
To view full article, please visit Griffith University website at following url:
Full article Link
Spectrum also has other videos that can assist you in franchising, including data analysis, strategic planning.
Published in Franchise Buyer Jan/Feb 2016
This should be the biggest question asked in selecting and opening a new business.
If the business is already operating, then the past sales are a fairly good indication for the future sales.
On the other hand, if the business is a new business, how do you estimate what your revenue is likely to be? Whether it is a large franchised brand, your own independent coffee and/or cake shop, an ice cream or yoghurt store or any other retail business, the same basic questions need to be addressed.
How do you realistically estimate the sales in dollar terms that your new business will do?
If you are joining an established franchise chain, the Franchisor may offer to provide some information, such as the demographics of the area, and maybe a listing of phone numbers of other Franchisees for you to talk to. The final word from the Franchisor is along the lines of “Do your own due diligence, as I cannot say what sales revenues you will generate” (and you will probably be asked to sign a document confirming this).
... Do they have a proper site selection process?
Published in Franchise Asia Juanary 2015
How do large multi-nationals decide where they spend their money on new sites? Whether they are in the oil industry, the QSR’s or any other very large chain of retail stores, I hope there is some logic in their site selection process.
Variability of information
The starting point for the decision of where to invest in retail should be available data. In an ideal situation, this would be a Census of population and housing, with data down to small areas such as every 100 households, traffic counts on the main roads, some form of pedestrian counts, business and employment information and probabaly the attractiveness of the surrounding / adjoining areas (often called the Generator score).
If you make sales predictions for your Franchisees and really cannot justify those numbers, be prepared to add “Your Honour” to the end of every sentence you make. Gelare International has just found that out. As much as they felt they had done “the right thing”, the Federal Circuit Court and Judge Riley totally disagreed.
This is another case that should highlight to Franchisors that they need a process and sales prediction tools if they are going to make any statements to their potential Franchisees.
Peter Buckingham is the Managing Director of Spectrum Analysis Australia. He is a certified Management Consultant, and a Fellow of the FCA and IMC.