franchise sales index highlights of key findings · campaigns by stage & grouping. 2017...
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Franchise Sales IndexHighlights of Key Findings
Thursday, May 18th, 2017
Presented by Keith Gerson, CFE
FranConnect, Inc
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
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
Excerpt From Section OneIntegrated Sales Lead Generation
Percentage of Leads by Franchise Size
Excerpt From Section OneIntegrated Sales Lead Generation
Monthly Leads by Segment YOY
Excerpt From Section OneIntegrated Sales Lead Generation
Top 5 Lead Generators by Source
FranchiseGator49%
BizBuySell17%
FranchiseDirect14%
ExecutiveFranchises
13%
BizQuest6%
Excerpt From Section OneIntegrated Sales Lead Generation
Leads by Portal
Excerpt From Section OneIntegrated Sales Lead Generation
Deals by Source
Excerpt From Section OneIntegrated Sales Lead Generation
Lead to Deal Ratio by Source
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
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
Excerpt From Section TwoEffective Lead Management
Average Response Time
Excerpt From Section TwoEffective Lead Management
Closing Effectiveness by Response Time
Excerpt From Section TwoEffective Lead Management
Percent of Leads that Received No Calls
Excerpt From Section TwoEffective Lead Management
Percent of Leads that Received No Activity
Excerpt From Section TwoEffective Lead Management
Percentage of Duplicate Leads
Excerpt From Section TwoEffective Lead Management
Top 10 Verticals for Duplicate Leads
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
Excerpt from Section ThreeManaging Progress and Nurturing Relationships
Days in sales Status
Excerpt from Section ThreeManaging Progress and Nurturing Relationships
Campaigns by Stage & Grouping
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].