Motivating individual franchisees in a franchise Company is very difficult work especially when these franchisees are all or operators and participate in the day-to-day operations other businesses. Having been founder of a franchise Company we always use creative ways to set the tone and motivating our franchisee team members during regional and annual meetings.
Below is an excerpt from a regional team meeting speech, which I gave to one of our Midwest franchise group;
“Your personal business goals can be achieved with lots of hard work on your part and still stay within our main System wide sales goal by letting us know which way you want to grow in your territory. If you are in a cold climate and want to change your market mix to include more of one type of washing than another, then tell us so we do not inadvertently over sell in your area services that are not on your top priority list.
If you provide me this set of goals by the January 17 with your royalty payment, I will reduce the payment by $50.00 per page up to $350.00. You may submit more pages if you wish to help us understand your needs better. To help us best it will be good for you to include contact names of those accounts you want along with contact phone numbers and addresses. Even better would be for you to include pictures of the accounts when all the units are parked or pictures of building you wish to clean.”
By working together and helping your franchisees increase sales, this means higher royalty income to the franchise Company and for the owner operator franchisee nothing is of greater value to them then increasing their sales. As they watch their sales increased as the franchisor sales force goes into play, we often watch the franchisees competing with our sales teams. So if we signed up three new customers they went out and tried to or did sign up six new accounts and guess who wins? Everybody, you see my point? Consider this in 2006.
Lance Winslow
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