Playbook

The unit economics you have to nail

If the average unit does not make money, nothing else you do matters.

Recruiting, marketing, and support are all downstream of one thing: a unit-level model that works. If the typical franchisee cannot earn a fair return, growth just multiplies failure.

Know the real investment

Total initial investment, not the franchise fee, is what owners actually risk. Benchmark yours against the field in the franchise directory and the FDD database.

Royalties owners can afford

Royalty and ad-fund percentages should leave owners with a healthy margin after a fair wage. Price them for owner success, not just franchisor revenue, and retention follows.

Prove it honestly

A credible Item 19 financial performance representation, backed by real numbers, is one of the most persuasive recruiting assets you can build.