Includes index.

Just the Facts: Franchising Basics -- Understanding How Franchising Works -- What Is a Franchise? -- Two Types of Franchises -- Product distribution franchises -- Business format franchises -- The Roles and Goals of Franchisors and Franchisees -- Who is a franchisor? -- The Franchising Agreement -- Are Franchises Always Profitable? -- Exploring Franchise Opportunities: There's More to Franchising Than Restaurants -- What's Out There -- What's popular -- Franchising's industries -- What's the Big Deal about Brand? -- What Types of Franchise Arrangements Are Available? -- Single-unit or direct-unit franchises -- Multi-unit franchises -- Nontraditional locations -- Dual branding -- Retrofranchising -- Diversity in Franchising -- Looking Within: Are You Cut Out to Be a Franchisee? -- The Advantages and Disadvantages of Franchise Ownership -- Advantages of franchise ownership -- Disadvantages for franchisees -- Does Entrepreneur Equal Franchisee? -- Are You Willing and Able to Learn New Skills? -- Would You Rather Give or Take Orders? -- Are You Ready to Say Goodbye to Corporate Perks? -- How's Your Health? -- Do You Like People? -- How Much Are You Willing to Invest--and How Much Can You Afford to Risk? -- How Do Your Family and Friends Feel about Your Franchise Venture? -- Are You Cut Out to Be a Franchisee? -- Making the Choice: Deciding Which Business Is Right for You -- Deciding Whether to Go Independent or Become Part of a Team -- Starting your own business -- Becoming a franchisee -- Avoiding Franchise Brokers -- Finding Good Sources of Information about Available Franchises -- Directories -- Consumer business publications -- Trade shows and expositions -- The Internet -- Deciding Whether to Buy an Established Franchise or Open a New Location -- Buying an existing franchise -- Starting from scratch -- Going to work -- Raising Capital: Wowing, Wrangling, and Winning -- Examining Your Current Finances -- Finding Out What a Franchise Is Really Going to Cost -- Franchise fees -- Training costs -- Start-up costs -- Raising the Capital: What It's Going to Take -- Avoiding debt -- Creating a business plan -- Projecting income and cash flow -- Visiting the bank -- Finding an angel -- Signing on the Dotted Line: Legal Issues -- The History Behind the Uniform Franchise Offering Circular -- Understanding the UFOC -- A summary of the UFOC -- Why can't I sign my franchise agreement today? -- The UFOC, point by point -- Understanding some of the key elements in the UFOC -- Proposed changes to franchise rule -- How much can I make? The earnings claims -- Evaluating a Franchise Agreement -- Does the agreement match the verbal promises and the UFOC? -- Do you need an attorney or a financial advisor? -- Negotiating with a Franchisor -- The Start-Up: Establishing Your Franchise -- Training and Other Services -- Finding Out about the Training Program Before You Sign a Franchising Agreement! -- Getting Good Training Before and After You Open Your Franchise -- Getting good initial training -- Ensuring that you receive effective ongoing training -- Training your employees -- Evaluating Other Services: What Support Can You Expect from Headquarters? -- Services before you open your franchise -- Services after you open your franchise -- Time to call home -- Establishing a Site: Location, Location, Location -- High-Visibility Locations--Always the Best Choice? -- Finding Out What Constitutes a Good Site -- Getting some general advice about site selection -- Using specific data to evaluate a site -- Choosing a Good Site -- Getting help from the franchisor -- Avoiding encroachment -- Doing your own market research -- Considering Specific Site Options -- Working from home -- Opting for a nontraditional site -- Understanding a lease -- Building a location -- Getting the Goods: Merchandise and Supplies -- Following the Rules: When Your Franchisor Directs Your Purchasing -- Buying goods direct from your franchisor -- Getting merchandise and supplies from approved and required suppliers -- Buying products authorized by the franchisor -- Buying Goods through Cooperatives -- Finding Your Own Suppliers and Goods -- Selecting vendors -- Evaluating vendors -- Receiving Merchandise -- Receiving deliveries -- Checking the goods after they're in your location -- Verifying invoices -- Maintaining Inventory -- Back of the house -- Front of the house -- A Well-Oiled Machine: Operating Your Franchise -- Working with Your Franchisor and Fellow Franchisees -- Playing by the Rules -- Meeting franchise system standards -- Supporting and watching the system -- Changing the system -- Building a Relationship with Your Franchisor -- Being a team player -- Getting what you need from the relationship -- Dealing with Change -- When the system's size or focus changes -- When conflicts occur -- Reaching Out to Your Fellow Franchisees -- Staying in touch -- Joining advisory councils and associations -- Being number one -- Attracting and Keeping Customers -- Like a Beacon in the Night: Promotions, Marketing, and Advertising -- Creating an effective marketing plan -- Evaluating national and local advertising strategies -- All Hail Customer Service -- Knowing your customer -- Finding out why it's not nice to fool the customer -- Doing a reality check -- Looking beyond your cash register -- Hiring, Firing, Training, and Other Staffing Decisions -- The Best Interviewing and Hiring Techniques -- Following EEOC guidelines -- Asking the right questions -- Screening your applicants -- Continuing the interview -- Explaining job requirements -- Answering the applicant's questions -- Effective Leadership -- Finding the right employees -- Training your team -- Holding on to your employees -- A Good Work Environment -- Complying with federal regulations -- Ensuring workplace safety -- Times Change: Deciding What to Do Next -- Acquiring Other Franchises -- Checking Your Franchise Agreement: Can You Buy Another Franchise? -- Understanding Your Purchase Options -- Buying a franchise from another franchisee in the system -- Retrofranchising: Buying a company-owned location -- Converting a competitor's location -- Starting from scratch -- Buying multiple units -- Acquiring an area -- Reviewing Your Personal and Business Resources -- Looking in the mirror: Are you ready for multiple ownership? -- Taking a hard look at your business and finances -- Identifying the Pros and Cons of Multiple Ownership -- Benefits -- Drawbacks -- Acquiring Other Brands -- Gearing Up -- Expanding -- Reviewing legal issues -- Doing your due diligence--again -- Mixing Industries, Mixing Brands -- Buying more from the same franchisor -- Starting fresh with a new company -- Meeting the challenge -- Co-Branding -- Setting up a one-stop shop -- Combining your resources -- The End Has Come -- Renewing the Franchise -- Getting the goods -- Putting together a new deal -- Negotiating change -- Exiting Gracefully -- Timing is everything -- Leaving it to your children--maybe -- Selling Out -- Getting the most out of your business -- Valuing the company -- Playing by the franchisor's rules -- Selecting a sales method -- The Party's Over -- Learning from your experience -- Keeping noncompete clauses in mind -- Making your next move -- But I Want to Be a Franchisor! -- From Small Business to Franchisor -- Feasibility -- Deciding whether your business can be franchised -- Meeting the legal requirements -- Looking at the criteria for a good franchise -- Franchisee Marketing Objectives and System Support Programs -- Selecting the right markets -- Defining the franchisee profile -- Marketing for franchisees -- Supporting your franchisees -- Becoming an effective franchisor: Tactical Execution -- Making changes to take advantage of e-commerce -- Helping your attorney prepare your legal documents -- Getting Help in Developing Your Franchise Program -- Franchise packaging: One size fits all? -- Finding professional advisors -- Building the Network: Expanding Wisely -- Heeding the Expansion Rules of the Road -- Understanding the markets -- Establishing a network -- Taking Your Franchise International -- Facing the complexities and frustration -- Deciding when to go international -- Finding the right partner -- Entering a foreign market -- Negotiating the deal -- Bringing Foreign Franchises to the United States -- The Part of Tens -- Ten Keys to Franchise Success -- Make Sure That You Have Enough Money -- Follow the System -- Don't Neglect Your Loved Ones -- Be an Enthusiastic Operator -- Recruit the Best Talent and Treat Them with Respect -- Teach Your Employees -- Give Customers Great Service -- Get Involved with the Community -- Stay in Touch with Your Franchisor and Fellow Franchisees -- Watch the Details -- Ten Questions to Ask Yourself Before You Buy a Franchise -- Do You Know the Franchisor? -- Can Your Hobby Turn Into Your Business? -- Personal Inventory--Are You Ready to Be on Your Own? -- Can You Afford a Franchise? -- Do You Have the Support of Your Loved Ones? -- Do You Understand the Terms of the Contract? -- Are the Other Franchisees Happy with Their Investments? -- Does the Franchisor Have a History of Litigation? -- Can You Make Money with This Franchise? -- Is the Franchisor Making Money, and Where Is the Money Coming from? -- Does the Franchisor Understand Franchising? -- Making the Franchise Decision -- The Franchisor -- Franchise Costs -- Franchisor Services -- Common Franchise Terms.

Entrepreneurs eager to capitalize on the fast-growing franchising market can find everything they need to know in this definitive guide to all types of franchises by Wendy's International founder. Illustrations, cheatsheet.