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Franchise Sales IndexHighlights of Key Findings
Thursday, May 18th, 2017
Presented by Keith Gerson, CFE
FranConnect, Inc
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Why Is there a Need for the FranConnect/IFA Franchise Sales Index?-
-Franchisors are struggling in achieving their sales objectives
(survey results of 1,000+ franchisors indicates 46% fail to
achieve quotas)
-Close more franchise sales
-Establish appropriate sales processes and systems
-Improve Marketing ROI
-Increase closing rates for leads already in the database
-Establish brand credibility and rapport, and create a cadence
for advancing candidates through goals in the sales process
-You can’t change what you don’t acknowledge
-Establish accountability
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Franconnect IFA Franchise Sales Index Report 2017 edition
• The Franchise Sales Index is compiled from the sales performance data – lead generation sources, conversion rates, sales cycle stage lengths, response times, etc.
• Data represents 485 franchise brands
• Segmented by comparable size, industry and maturity
• Aggregated & anonymized
• 30+ Critical Metrics
Four Major Components
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Excerpt From Section OneIntegrated Sales Lead Generation
Percentage of Leads by Franchise Size
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Excerpt From Section OneIntegrated Sales Lead Generation
Monthly Leads by Segment YOY
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Excerpt From Section OneIntegrated Sales Lead Generation
Top 5 Lead Generators by Source
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FranchiseGator49%
BizBuySell17%
FranchiseDirect14%
ExecutiveFranchises
13%
BizQuest6%
Excerpt From Section OneIntegrated Sales Lead Generation
Leads by Portal
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Excerpt From Section OneIntegrated Sales Lead Generation
Deals by Source
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Excerpt From Section OneIntegrated Sales Lead Generation
Lead to Deal Ratio by Source
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Excerpt From Section OneIntegrated Sales Lead Generation
Lead to Deal Conversion Rate by Portal
3.0% 2.9%
2.3%
0.6%0.4%
0.6%
0%
1%
1%
2%
2%
3%
3%
4%
BizQuest FranchiseDirect
ExecutiveFranchises
BizBuySell FranchiseGator
Average
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Excerpt From Section OneIntegrated Sales Lead Generation
Leads to Deal Conversion Rates by Broker
4.0% 3.9% 3.9%
2.8%2.3%
2.9%
0%
1%
1%
2%
2%
3%
3%
4%
4%
5%
5%
FranChoice BusinessAllaince Inc.
FranNet TheEntrepreneur's
Choice
InternationalFranchise
Professionals
Average
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Excerpt From Section TwoEffective Lead Management
Average Response Time
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Excerpt From Section TwoEffective Lead Management
Closing Effectiveness by Response Time
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Excerpt From Section TwoEffective Lead Management
Percent of Leads that Received No Calls
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Excerpt From Section TwoEffective Lead Management
Percent of Leads that Received No Activity
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Excerpt From Section TwoEffective Lead Management
Percentage of Duplicate Leads
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Excerpt From Section TwoEffective Lead Management
Top 10 Verticals for Duplicate Leads
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Key InsightEffective Lead Management
How Many Leads to Generate a Sale?
Assuming a 1% closing rate
100 Leads = 1 Deal
50% Drop Off for No Call
200 Leads = 1 Deal
10% of Leads are Duplicates
220 Leads = 1 Deal
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Excerpt from Section ThreeManaging Progress and Nurturing Relationships
Days in sales Status
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Excerpt from Section ThreeManaging Progress and Nurturing Relationships
Campaigns by Stage & Grouping
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2017 FranConect/IFA Franchise Sales Index
Available through
IFA on June 1st, 2017
* All FranConnect sales proceeds to benefit the Franchise Research & Education Foundation
To pre-order the Sales Index, please contact Greg Cook – [email protected].