1.Acknowledgements

2.Introduction
Who Is This Book For?; What Is Franchising?; What Can Be Franchised?;

3.Business Format Franchising – A Growth Option For Your Business?
What Makes A Good Franchise?;

4.The Franchised Network Development Plan
The Franchisee; The Franchisor;

5.The Franchisor–franchisee Relationship
Becoming A Different Business; The Roles; What Are Franchisees?; The Importance Of Listening; The Rules; Maintaining Contact;

6.Pilot Operations
Testing The Business Concept; Testing Transferability; Testing Franchising; Testing The Effect On The Business; Testing New Ideas;

7.Building The Franchisor Management Team
The Team Roles; Recruiting And Training The Management Team;

8.The Franchisee Operations Manual
Why Is The Manual Important?; How To Get Franchisees To Use Your Manual; The Importance Of Using Experienced Manual Writers;

9.The Franchise Agreement
How, And When, To Choose Your Lawyer; Items To Consider; Negotiation;

10.International Franchising
The Franchisor; The Master Franchisee; The Area Developer; The Unit Franchisee;

11.How To Market A Franchise
The Marketplace; The Economic Cycle; How Many Franchisees Do You Want To Recruit?; Why A Franchise?; Why This Franchise?; Franchisees’ Former Employment Status; Marketing For Franchisees;

12.How To Recruit Franchisees
The Background To Franchisee Recruitment; Developing The Recruitment Process; Recruitment Records; Preparing To Start Trading;

13.How To Get The Best Results From Franchise Exhibitions
The Decision To Exhibit; Preparing To Exhibit; The Run-Up To The Exhibition; On The Day; After The Exhibition;

14.How To Help Franchisees To Prepare And Review Their Business Plans
Why Have A Business Plan?; Annual Business Planning; Who Writes The Business Plan?; What Should Be In The Initial Business Plan?; What Should Be In Subsequent Business Plans?; Monitoring Performance Against The Business Plan; Finally...;

15.How To Write The Franchise Operations Manual
Developing A Good Manual; How To Protect Your Manual;

16.How To Develop And Deliver A Franchisee Training Programme
Developing The Training Programme; Training Topics; Delivering The Training; Documenting The Training Process;

17.How To Monitor Franchisees’ Performance
Why Monitor Performance?; Protecting Your Brand; Protecting Your Income; Protecting Your Customers; Protecting Other Franchisees; Protecting Franchisees From Themselves; Monitoring Performance Against Standards; How Is Performance Monitored And By Whom?;

18.How To Motivate Franchisees
What Motivates Franchisees?; A Theoretical Approach To Motivation; The Franchisee Life Cycle; Know Your Franchisees; Developing Motivational Strategies; Some Practical Motivational Ideas;

19.How To Get The Best From Field Visits
The Franchise Support Team; The Role Of The Franchise Support Manager; The Role Of The Field Visit In The Franchise Relationship; Planning The Field Visit;

20.How To Manage Franchise Unit Resales
A New Way Of Thinking; The Resale Process; Recruiting For Resales; Marketing The Resale Opportunity; The Mature Network;

21.How To Monitor Your Performance As A Franchisor
The Franchised Network Healthcheck; Franchisee Satisfaction Surveys; Staff Satisfaction Surveys; Customer Satisfaction Surveys;

22.How To Avoid Legal Problems For Yourself And Your Franchisees
What Could Be The Consequences Of Prosecution Or Litigation For You Or Your Franchisees?; What Are The Potential Problem Areas?; Additional Subjects Relating To The Franchisor’s Specific Risks; How To Avoid The Risks;

23.Becoming An International Franchisor
Taking The Decision To Go International; Preparing The International Development Plan; Developing The Franchise Offer Package; Setting The Fee Structures;

24.Becoming A Master Franchisee
Advantages; Points To Consider;

25.Meeting Your International Match
The Process;

26.Negotiating The International Agreement
Master Franchise Agreements;

27.Buying Or Selling A Franchised Network
Items For Consideration; Preparing The Business For Sale; The Franchised Network Healthcheck; Types Of Buyer; The Sales Process;