Seeking out highly-qualified franchisees to join your system is a surefire way to spark positive growth in any economy but shouldn’t be the sole approach taken to ensure a brand’s continued growth and expansion: It is the existing franchisee who is the linchpin of development and needs to be recognized as such if they are to consider expanding within the organization instead of defecting to another brand.

Gone are the days of single-unit operators: According to FRANdata, multi-unit franchisees represent more than 50 percent of all franchise units in the United States for the first time in the history of franchising. Clearly, these individuals have built strong relationships both with their franchisors and in their local communities and feel confident to continue expanding with the same brand. How does a franchisor instill that kind of confidence? It all starts on Day One.

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