Levels of Entry into Franchising
What are your options when deciding to enter franchising?
When you’re looking to get into the franchise industry, you have some options to consider. There are three franchise levels to consider: single-unit ownership, multiple-unit ownership, and regional development or master franchisee.
The first franchise level is owning a single unit. Owning a single franchise unit is typically the way people think about franchising. Most, especially those new to franchising go this route. It simply means owning the rights to a single unit of a given franchise.
The second franchise level is owning multiple franchise units. For someone who is well capitalized, multi-unit ownership may be worth considering. If you are enthusiastic about a concept, and want to grow and scale a business, it may be for you. If you commit up front to multiple units, you usually get discounts on franchise fees. For example, the first unit may be $40,000; the second, $30,000; and the third, $10,000.
These discounts can be significant. You are not required to open all the units at once time. This can be a way to secure a territory. Then it is protected for you, and no one else can come in while you’re getting your first business set up and running.
Master Franchisee/Regional Development
The third franchise level is to be a master franchisee or regional development partner. The next level up is master franchisee or regional development. For certain people, entering into a master franchise agreement is a particularly interesting level. It means that you partner with the master franchisor. As a result, you may be in a relationship that makes you a 50-50 partner, or 40-60 or 60-40.
This role is twofold. First, you develop the market, or sell franchises. Then, once those franchises are up and running, you support them. That assistance can look like the role of mentor, to make sure their initial and ongoing success. You guide them, helping them with build out, getting up and going, their grand opening, and beyond. As they find their customer base, you ensure they are following the system provided by the franchisor.
Compensation reflects these two roles a master franchisee has. For each franchise sold, you receive a share of the franchise fee. So, for a $40,000 average franchise fee, you receive $20,000. It’s wise to avoid looking at that as a revenue source. It’s better to consider that for use on advertising/marketing/promotion funds you use to develop your market.
Once a franchise agreement has been sold – or you’ve sold any number of them – and you’ve helped the units get up and running, there are royalties. Like the franchise fees, you share in the royalty paid by each unit in your market. Those royalties are typically a percentage of sales, so the ideal situation is to sell into a high-volume market.
An average royalty paid to the master franchisor is 8%. So, for a unit with $1 million in sales, you get 4 percent, or $40,000 annually. The more you help a unit grow individually and a group of units grow collectively, the better they do, and the better you do. For 30 units, as an example, you can expect a residual income stream of $1.2 million a year during the term of the franchise agreement. A franchise agreement can range anywhere from five years to 20 years, depending on the franchise.
This can also be an opportunity to develop equity. The royalty stream comes in by contract, so other investors may be interested in buying your market from you. The typical sale discussion in this case starts at a multiple of five to nine times what your annual royalties total, depending on the market and how much longer the franchise agreement will be in place. I know a gentleman in Houston who receives $2 million a year, and that’s “mailbox money” – it’s coming to him under contract. He just needs to keep supporting the market he’s developed.
The downside here is that there’s a slower ramp up than if you are developing a single franchise unit or multiple units. It takes time to sell each franchise, as much as three to four months for a prospect to properly vet your opportunity. Then it can take four months and even up to a year to find a location, build out the unit, open, and build sales and get revenue flowing.
You’re also looking at a startup franchise or an emerging brand, rather than established brands. Most established brands likely don’t have territory available. Massage Envy, for example, sold out its entire inventory of master franchisee territories around country in about 14 months after it was founded.
The Complete Educational Video Series
Find Kim Marinoff’s complete series of educational videos here on this website.
Learn More About Franchising
Find additional useful material here on this site, including:
Kim Marinoff’s Services
About Kim Marinoff
All About Franchising Blog
More information on the world of franchising on the A2B Franchising Blog.
Contact Kim Marinoff