In this book Greg Nathan puts the franchise field visit under the spotlight and shows how to improve the effectiveness of this crucial link between franchisors and franchisees.
Backed up by years of research and study of real world franchise businesses, Greg explores the impact that field visits have on your franchise network. Through real life examples of what works and what doesn’t, the book develops a series of models of how to structure field visits, including the specialist and general model and a six step process to improve your field visits.
This is a valuable handbook for both franchise executives and field managers. It identifies the eight specific functions of the field manager and explains how to properly support field managers so they don’t just survive, but thrive in their job.
As a field manager, you will learn how to give feedback constructively and how to get breakthroughs with difficult conversations. There is also a list of 101 specific tips for improving your field visits, including:
- Tips for building and maintaining rapport
- Tips for analysing the drivers of profitability
- Tips for exploring compliance issues
- Tips for coaching and developing franchisees
We’ve also included a high performance franchisee checklist to assist you improve franchisee performance and a skills audit for field managers listing the 60 micro-competencies for effective performance in the role.
This is a unique book which offers practical help with the important but under-rated role of the franchise field visit.
“Greg has done it again. A valuable resource that helps demystify the function and process of field visits, and provides leadership in an area lacking ‘best practice’ information. Excellent value for the franchising community.”
Dr Callum Floyd, Editor, franchise-chat.com
“The Franchisor’s Guide to Improving Field Visits is a must read for all Operations Consultants employed by Primrose School Franchising Company. The guide is well written and follows a logical sequence of ideas and skill sets. It defines the purpose of field visits and the role consultants play in the franchisee relationship. It is also a reference guide that can be used over and over again to gain new insight to franchisee behavior. The better working relationship a consultant has with a franchisee the more potential for success exists. The Franchisor’s Guide to Improving Field Visits takes the Consultant exactly in that direction.”
Robert A. Benowitz, Executive Vice President of Operations, Primrose School Franchising Company
“I’ve just read your Improving Field Visits book and was very impressed. Great stuff — practical and informative.”
Sue Strudwick, Franchise Operations Development Manager, Mortgage Choice