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The restaurant franchise marketplace has never been more competitive than it is now. Not only are there more concepts for investors to choose from than ever before, development teams have powerful new tools to find qualified leads. Each year, franchisors are dedicating more money and resources to franchisee acquisition, but the pool of qualified prospects remains the same size. As a result, many development teams are engaged in an arms race to reach the best candidates. But reaching candidates is only half the battle. To convert a qualified candidate to a successful owner, a franchise has to appeal to the candidate on a personal and professional level.

1851 reached out to development professionals from seven&nbsp;fast-growing restaurant franchises to learn how a restaurant franchise can effectively position their brand to attract and convert prospective franchisees. Here are their top 10 tips.

1) Know that prospects are consumers

Most prospects are going to become aware of the brand as a consumer before they ever consider becoming a franchisee. The best candidates are going to have a strong personal connection to the brand, so careful consumer marketing is an invaluable component of the franchisee acquisition strategy.

&ndash; Rob Elliot, Executive Vice President of Marketing, <a href="http://franchising.hungryhowies.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Hungry Howie&rsquo;s</a>

2) Speak to the lifestyle

The franchisee has to be able to think about their day-to-day work with the brand and know that they&rsquo;ll be able to get up and every morning and believe in what they are doing and enjoy doing it. On top of that, they have to be secure in the knowledge that, if run correctly, the business is going to provide the income and support to accommodate the lifestyle they want for themselves. Of course, that may not come in year one, but the franchisee has to see a clear path to that goal.

&ndash;Tom Monaghan, Chief Development Officer at <a href="http://www.ownappf.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Philly Pretzel Factory</a>

3) Speak to the culture

The most important thing that drives a prospective franchisee to sign up is the culture of the franchisor. The culture has to appeal to the franchisee on a personal level, and they have to be able to see themselves playing a meaningful role in that culture.

&ndash;Greg Vojnovic, Chief Development Officer, <a href="http://arbysfranchising.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Arby&rsquo;s</a>

4) Define your brand

Discipline is extremely important, especially for a growing franchise. You have to have patience and a clear, practical long-term vision of what your brand is.&nbsp; You have to define exactly what your brand is to yourself, to the corporate team, to consumers, and to franchisees. If you are saying your brand is one thing but it looks like another thing to prospects, you are going to lose them.

&ndash;Philip Schram, Chief Development Officer, <a href="http://www.ownabuffalo.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Buffalo Wings &amp; Rings</a>

5) Show that you can support the franchisee

An existing passion for both the industry and the brand is very important, but franchisees are also looking at what kind of support the franchisor can provide. If a brand demonstrates to a prospect that they can provide a high level of training and support, that can assure the prospect that they are not going to be on their own and can often be the deciding factor when a prospect is selecting a brand.

&ndash;Terri Harof, Director of Franchise Development, <a href="http://franchising.shoneys.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Shoney&rsquo;s</a>

6) Know that every franchisee is unique

It&rsquo;s important to remember that every franchisee is unique. Development teams need to recognize that fact and know that there is no one way that a good franchise is going to look or act. At the same time, they have to know what traits are going to work for their system. You can&rsquo;t market to just one type of personality, you&rsquo;ve got to make your brand attractive to all types of people, and then try to find the ones who are going to be successful.

&ndash;Philip Schram, Chief Development Officer, <a href="http://www.ownabuffalo.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Buffalo Wings &amp; Rings</a>

7) Highlight the brand equity

The number one intangible asset I think people subconsciously look for when investing in a franchise is the reputation, or the brand equity of that brand among not just consumers, but also current franchise owners and the franchise and business community. Their research can take the form of seeking validation among existing owners, friends, investors, landlords, lenders, trade publications, brand&rsquo;s website, Google searches, social and traditional media, and even on consumer review sites, such as Yelp. Great reputations are earned over time through a lot of hard work and the commitment to doing the right things, in the right way, at the right time, with the right people. Once earned, it acts as a magnet to other high-quality potential owners and investors looking to join a truly great brand. These brands have the ability to attract the best owners, get the best sites, and inevitably obtain the attention and admiration they deserve.

&ndash;David Bloom, Chief Development Officer, <a href="http://ownacapriottis.com/start-a-new-franchise/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Capriotti&rsquo;s</a>

8) Take excellent care of your existing owners

When you have a system full of happy owners, the brand will sell itself. I devote six to eight weeks to walking a candidate through the franchise sales process. I conduct face-to-face meetings, host dinners, and more. None of my efforts matter if the franchise owners are not sharing positive experiences during the validation process. We have amazing owners in our system and we are grateful that each one of them has chosen to be a part of the Chicken Salad Chick family.

&ndash;Carrie Evans, Director of Franchise Development, <a href="http://www.chickensaladchick.com/franchising?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Salad Chick</a>

9) Show your brand&#39;s Today and Tomorrow

Every business needs to have a strong sense of two things: their Today and Tomorrow. Today is defined largely by execution&mdash;how well are you doing the things you are trying to do. Tomorrow is your vision of the brand and where you see it going. Those are two things every prospect is going to be looking at, so you need have them clearly defined.

&ndash;Philip Schram, Chief Development Officer, <a href="http://www.ownabuffalo.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Buffalo Wings &amp; Rings</a>

10) Promote strong referrals

Strong referrals and validation from existing franchisees are essential. It&rsquo;s no secret that franchisee referrals are the best lead source. This has a lot to do with the fact that you&rsquo;re getting a prospect from someone who has already seen success in our system. Franchisee validation carries a lot of weight because it&rsquo;s a meaningful conversation with someone living and breathing the business daily. Anytime you can get someone to speak about your brand positively from an insider&rsquo;s perspective, that&rsquo;s ultimately better than any print advertisement can buy.

&ndash;Todd Peterson, Vice President of Franchise Development, <a href="https://twinpeaksfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=10-tips-for-positioning-your-restaurant-franchise-for-prospective-owners-2704896" target="_blank" rel="nofollow">Twin Peaks Restaurants</a>

10 Tips for Positioning Your Restaurant Franchise for Prospective Owners

1851 Franchise

Restaurant franchise development professionals share their tips for attracting the strongest qualified leads

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Jersey Mike's Takes First Steps Towards Initial Public Offering

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Prince St. Pizza Partners With Dave’s Hot Chicken Franchisee for National Growth

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<a href="https://princestreetpizza.com/">Prince St. Pizza</a> has partnered with a&nbsp;<a href="https://1851franchise.com/franchise-deep-dive-daves-hot-chicken-franchise-costs-fees-profit-and-data-2723529">Dave’s Hot Chicken</a> franchisee to support its national expansion,&nbsp;<a href="https://www.pizzamarketplace.com/news/prince-st-pizza-partners-with-daves-hot-chicken-franchisee-for-national-expansion/#:~:text=Prince%20St.%20Pizza%2C%20a%20New%20York%2Dbased%20pizzeria,the%20country%2C%20according%20to%20a%20press%20release.">Pizza Marketplace recently reported</a>. The New York-based brand has joined forces with&nbsp;<a href="https://www.linkedin.com/in/lawrencekourie/">Lawrence Kourie</a>, founder and largest franchisee of Dave’s Hot Chicken, to grow its footprint across the country. Kourie’s experience opening and operating locations in multiple markets will help the brand as it enters new territories."Lawrence has built and operated one of the fastest-expanding restaurant concepts in the country, but what stands out is his disciplined approach to growth and brand integrity," said&nbsp;<a href="https://www.linkedin.com/in/lawrence-longo-342856/?skipRedirect=true">Lawrence Longo</a>, CEO of Prince St. Pizza. "He understands how to develop a concept without losing what made it special in the first place, which is critical as we enter this next phase."The expansion will use Kourie’s existing infrastructure and operations to introduce Prince St. Pizza into new markets. Each location will aim to reflect the same experience as the brand’s original Nolita shop."I have spent years evaluating restaurant concepts, and it is rare to find one that delivers both a strong product and a clear identity," Kourie said. "What Prince St. has built is difficult to truly replicate. The focus now is on growing the brand in a way that preserves that foundation while introducing it to new communities."Kourie is a key operator within the Dave’s Hot Chicken system,&nbsp;<a href="https://1851franchise.com/daves-hot-chicken-sold-to-roark-capital-in-1-billion-deal-to-fuel-global-expansion-2729557#stories">which Roark Capital acquired in a $1 billion deal in 2025</a>. The partnership connects Prince St. Pizza to an operator with experience scaling a brand that has attracted major private equity investment.Read the full article&nbsp;<a href="https://www.pizzamarketplace.com/news/prince-st-pizza-partners-with-daves-hot-chicken-franchisee-for-national-expansion/#:~:text=Prince%20St.%20Pizza%2C%20a%20New%20York%2Dbased%20pizzeria,the%20country%2C%20according%20to%20a%20press%20release.">here</a>.Want to learn more about how 1851 helps franchisees find the right franchise opportunity? Visit&nbsp;<a href="http://www.1851growthclub.com">www.1851growthclub.com</a> and start your journey.

Prince St. Pizza is teaming up with a leading Dave’s Hot Chicken franchisee to expand nationwide, tapping proven operator experience to drive growth.

Private equity firm&nbsp;<a href="https://skylineinv.com/">Skyline Investors</a> has acquired rent-to-own franchisor&nbsp;<a href="https://buddysfranchising.com/">Buddy’s Home Furnishings</a> in a deal that signals continued investor confidence in franchise-based retail models, according to a&nbsp;<a href="https://www.retailtouchpoints.com/features/mergers-and-acquisitions/rent-to-own-franchisor-buddys-home-furnishings-purchased-by-private-equity-firm">report from Retail TouchPoints</a>. The transaction, announced Feb. 4, brings new ownership to a system of more than 220 locations across 18 states and Guam, positioning Buddy’s for its next phase of growth within the franchising sector.Financial terms of the deal were not disclosed, but the acquisition reflects a broader trend of private equity firms targeting established franchise brands with recurring revenue and strong unit-level performance. For Buddy’s, which specializes in furniture, electronics and appliances, the partnership is intended to strengthen its operational platform and expand long-term opportunities for franchisees.“This is an exciting new chapter for Buddy’s,” CEO&nbsp;<a href="https://www.linkedin.com/in/michael-bennett-cfe-a9309538/">Michael Bennett</a> said in a statement. “Skyline brings a collaborative mindset that our franchisees and customers will feel immediately. We’re not just changing ownership; we’re gaining committed partners who understand our business, value our franchise network and are ready to invest in our collective success.”Skyline structured the investment alongside&nbsp;<a href="https://www.linkedin.com/in/jeffrey-jaeger-bb48b43/">Jeffrey Jaeger</a> and&nbsp;<a href="https://www.linkedin.com/in/scott-alter-7aa99311/">Scott Alter</a>, co-founders and principals of affordable housing developer&nbsp;<a href="https://standard-communities.com/">Standard Communities</a>. Their involvement adds financial and strategic expertise aimed at supporting capital formation, balance sheet management and disciplined expansion.For franchise operators, the deal offers potential benefits in the form of increased corporate resources, enhanced systems and renewed investment in technology and infrastructure. Private equity-backed franchisors often prioritize scalability, data-driven decision-making and operational consistency, all of which can influence franchisee performance and long-term brand stability.Skyline brings prior experience in the rent-to-own space, including investments in&nbsp;<a href="https://www.gomajik.com/">Majik Rent-to-Own</a>, which may help accelerate Buddy’s development efforts and refine its franchise support model. Company leaders say the firm’s approach is centered on partnership rather than short-term returns.“Buddy’s represents exactly the type of platform opportunity we’re built to support,”&nbsp;<a href="https://www.linkedin.com/in/kevintom/">Kevin Tom</a>, founder and managing partner at Skyline Investors, said in a statement. “With Buddy’s proven brand and strong franchise network, there’s a clear runway for growth.”As private equity continues to expand its footprint in franchising, deals like this highlight the sector’s appeal to institutional investors. For Buddy’s franchisees, the acquisition marks a transition that could shape everything from marketing strategies to multi-unit development in the years ahead, reinforcing the brand’s position in the competitive rent-to-own marketplace.Read the original article&nbsp;<a href="https://www.retailtouchpoints.com/features/mergers-and-acquisitions/rent-to-own-franchisor-buddys-home-furnishings-purchased-by-private-equity-firm">here</a>.Want to learn more about how 1851 helps franchisees find the right franchise opportunity? Visit&nbsp;<a href="http://www.1851growthclub.com">www.1851growthclub.com</a> and start your journey.

Buddy's Home Furnishings Acquisition - Skyline Investors - 1851 Franchise

Skyline Investors’ acquisition highlights how rent-to-own operators with dense unit networks and steady demand are drawing long-term capital and operational playbooks.

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The&nbsp;<a href="https://www.franchise.org/">International Franchise Association</a> has released its annual&nbsp;<a href="https://www.franchise.org/franchising-economic-outlook/">Franchising Economic Outlook</a> report for 2026, painting the picture for a positive year of growth after notable economic turbulence in 2025.“The resilience of franchising has enabled our model to adapt, endure and thrive in the face of challenging macroeconomic headwinds,”&nbsp;<a href="https://www.linkedin.com/in/matthewhaller">Matt Haller</a>, IFA president and CEO, said in a release. "After a year of recalibration, franchising is better positioned to navigate an improving economic environment than independent businesses due to tax certainty, lower interest rates and investments in AI that will propel brand growth, franchisee unit-level economics and wage growth for the franchise workforce."The report features key industry projections for the year, including:<ul><li>The addition of over 12,000 new franchised businesses</li><li>The addition of over 150,000 jobs — meaning the industry will represent nearly 8.9 million jobs</li><li>An increase in total franchise GDP from $549.9 to $558.4 billion</li><li>An increase in multi-unit ownership as current single-unit franchisees pursue scale</li></ul>In addition to the strength of the industry as a whole, the organization highlighted segment-specific trends.&nbsp;<ul><li>This year, child services and commercial and residential services are recognized as top performers, expected to achieve a 3.2% year-over-year growth rate.</li><li>A focus on experiential dining, rather than value alone, may drive full-service restaurants to outpace quick-service brands in output growth.</li><li>Preventive health care has risen to be the third-largest franchised industry, and it represents strong opportunities as consumer awareness surrounding preventive health care persists.</li></ul>In terms of growth markets, Texas continues to lead the country as the fastest-growing state for franchising, followed by Florida, Georgia, Arizona and North Carolina. Michigan, Ohio and Utah have joined the top 10 this year thanks to their relative affordability and the potential they offer for market leadership and long-term growth.The outlook for 2026 is upbeat, and the drivers behind it look different than they did a few years ago. More brands are putting AI and automation to work in day-to-day operations, which helps franchisees move faster on basics like scheduling and inventory and stay tighter on margins.The growth in multi-unit ownership points to a shift in how people are approaching franchising. More operators are treating it like a scalable investment, focused on building an asset, not just buying themselves a job.As the year ramps up, IFA’s data suggests growth in 2026 will be driven by those leveraging the scale of the franchise model, embracing a tech-forward approach to business ownership, and staying agile in an evolving business landscape.Find the full 2026 Franchising Economic Outlook report&nbsp;<a href="https://www.franchise.org/franchising-economic-outlook/">here</a>.

Highlighting child services and commercial and residential services as top performers, the organization predicts the industry will add over 150,000 jobs and increase its GDP by billions this year.

IFA Releases 2026 Franchising Economic Outlook Report, Predicting Over 12,000 New Franchised Businesses This Year

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<a href="https://www.jerseymikes.com/franchise">Jersey Mike’s</a> is preparing for a potential initial public offering after confidentially filing an S-1 with the U.S. Securities and Exchange Commission,&nbsp;<a href="https://www.prnewswire.com/news-releases/jersey-mikes-announces-confidential-submission-of-draft-registration-statement-for-proposed-initial-public-offering-302746694.html">according to a recent press release</a>.&nbsp;The brand’s rapid expansion is a key driver behind this decision. Jersey Mike’s has grown from 2,387 locations at the start of 2023 to more than 3,200 stores in early 2026, positioning itself as a serious challenger to&nbsp;<a href="https://1851franchise.com/what-subway-reviews-reveal-about-the-brands-franchise-experience-2729934">Subway</a> in the sub sandwich category. This growth has been further accelerated by&nbsp;<a href="https://1851franchise.com/blackstone-acquires-majority-stake-in-jersey-mikes-signaling-ambitious-growth-plans-2727945">Blackstone's acquisition of a majority stake in 2024</a>.A major differentiator for&nbsp;<a href="https://1851franchise.com/franchise-deep-dive-jersey-mikes-franchise-costs-fees-profit-and-data-2720908">Jersey Mike’s is its strong unit-level performance</a>. The brand reports an average unit volume of about $1.4 million for mature stores, significantly higher than&nbsp;<a href="https://1851franchise.com/franchise-deep-dive-subway-franchise-costs-fees-profit-and-data-2722471">Subway’s estimated $500,000 AUV</a>.&nbsp;While IPO activity was relatively quiet in 2025, the successful public debut of&nbsp;<a href="https://ir.br.coffee/news-releases/news-release-details/black-rock-coffee-bar-announces-closing-initial-public-offering">Black Rock Coffee Bar</a> has raised optimism that more brands could follow. At the same time, several restaurant companies, such as&nbsp;<a href="https://1851franchise.com/dennys-franchise-outlook-triartisan-acquisition-2731234">Denny’s</a>, have moved in the opposite direction, going private or exploring alternatives to avoid public-market pressures.Read the full press release&nbsp;<a href="https://www.prnewswire.com/news-releases/jersey-mikes-announces-confidential-submission-of-draft-registration-statement-for-proposed-initial-public-offering-302746694.html">here</a>.&nbsp;Want to learn more about how 1851 helps franchisees find the right franchise opportunity? Visit&nbsp;<a href="http://www.1851growthclub.com">www.1851growthclub.com</a> and start your journey.

With more than 3,200 locations and backing from Blackstone, Jersey Mike’s positions itself as a top contender for investor interest amid shifting restaurant market dynamics.

How much can franchisees make? It’s a question many prospective owners ask before investing in a franchise. While earnings tend to be driven by variables such as industry, location and general management skills, a proper understanding of the key factors driving profitability can help franchise owners develop expectations that are realistic.&nbsp;Multi-unit franchisee&nbsp;<a href="https://www.linkedin.com/in/mangesh-patel-9368569/">Mangesh Patel</a>, who’s readying the launch of six&nbsp;<a href="https://www.beefobradysfranchise.com/">Beef ‘O’ Brady’s</a> restaurant locations in the Macon, Georgia area, shares insights from his franchising experience.<h2>Understanding Franchise Income</h2>Keeping operational costs in check can have a major impact on overall earnings. Taking a proactive approach to expenses such as food and labor, as well as payroll and scheduling, can help align actual franchise income with general expectations for the business.“I just had a meeting with a couple of people, and they said, ‘You talked about a 25% profit margin, but I’m only doing 12%.’ So, I looked at the figures they sent me,” Patel said. “Their&nbsp;<a href="https://1851franchise.com/calculate-restaurant-franchise-profit-2730476">restaurant</a> food cost was running at 37%, which should be around 30%. The national average is about 32%. If I do things correctly, my average food cost needs to be at or below 30%. And payroll should run around 18%. But many people run 25 to 28%.”So,&nbsp;<a href="https://1851franchise.com/unraveling-franchise-earnings-how-much-can-you-really-make-2723935">how much can franchisees make</a>? Here are five areas to consider.<h2>Practical Tips for Prospective Franchisees</h2><ol><li>Control Costs From Day One:&nbsp;It’s important to monitor payroll, food and supply costs closely. Overstaffing and inefficiencies can quickly reduce profits.</li><li>Plan For The Opening Surge:&nbsp;Traffic within the first few months of opening is likely to be higher. It’s important to adjust staffing and inventory accordingly, and pay close attention to how those levels change as time goes on.</li><li>Invest In Training:&nbsp;Properly trained workers can help reduce waste and improve overall service, which has a direct effect on net income.</li><li>Understand Your Market:&nbsp;Each market is unique and revenue potential will vary depending upon location, demographics and competition.</li><li>Track Metrics Regularly:&nbsp;Food cost percentages, labor ratios and weekly sales data act as key indicators operations may need to be adjusted.</li></ol><h2>What Profitability Really Comes Down To</h2>Patel notes that if franchise owners manage labor and costs properly, it’s not impossible to achieve strong cash flow even in the first year, bucking some franchising trends.So,&nbsp;<a href="https://1851franchise.com/how-much-can-you-make-as-a-franchise-owner-2724761">how much can franchisees make</a>? While results tend to vary, careful planning, disciplined operations and a proactive approach to assessing initial costs are essential. But by grasping and guiding the elements that drive franchise profitability, franchise owners can maximize overall business earnings, scaling a business that’s sustainable financially over the long term.Want to learn more about franchise opportunities on 1851 Franchise? Be sure to visit our&nbsp;<a href="https://1851franchise.com/power-rankings">Power Rankings</a> to read more on brands making moves.

How much can franchisees make? This guide explains what drives franchise earnings and how to manage costs, with expert tips from multi-unit owner Mangesh Patel on maximizing your franchise income.

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Franchise Opportunity Deep Dive: A fast-casual restaurant brand serving made-from-scratch sandwiches, salads, soups and pizzas rooted in Southern hospitality.


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