1851

The retail and restaurant climates are getting increasingly more competitive &ndash; with new concepts coming into the market, challenges finding and maintaining top talent and a surge in both the price of real estate and the cost of goods. It takes creativity and a strategic growth strategy to survive.

But this environment can become even more challenging in a small market, where competition from local businesses might be lower, but so is the population. So how do you target the limited number of consumers in a small market to help your business grow? 1851 connected with franchisees and corporate development representatives that have found ways to create an impactful business no matter the market size.

1. Understand the target demographics of your brand and your city.

<a href="http://checkersfranchising.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=3-ways-to-generate-big-business-in-a-small-market-2704953" target="_blank" rel="nofollow">Checkers &amp; Rally&rsquo;s</a> currently has a presence in 37 states across the country, and while the majority of these locations are within larger metropolitan areas, the brand has also found success growing in smaller suburbs based on the preference of franchisees.

&ldquo;The markets that our franchisees choose are often within their hometowns - areas where they have family and friends or where they currently work,&rdquo; said Bruce Kim, Checkers &amp; Rally&rsquo;s Director of Franchise Development. &ldquo;While we ultimately want to be in a metropolitan market, we understand the needs and desires of our franchisees and work with them to determine the most successful location possible.&rdquo;

In order to help zero in on a market, the brand uses an industry tool called <a href="https://www.buxtonco.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=3-ways-to-generate-big-business-in-a-small-market-2704953" target="_blank" rel="nofollow">Buxton</a> to analyze the success of a site based on demographics, income and economic conditions.

&ldquo;When we analyze the success of market entry, we look for the presence of other QSR restaurants,&rdquo; said Kim. &ldquo;If there are none in the area, we have to ask ourselves, why not? Is this a major growth opportunity or do people in the area prefer to eat in rather than out? On the opposite side of the spectrum, if there are a lot of QSR restaurants in the area, we wonder if we can compete by being a value player.&rdquo;

The Nashville DMA is an example of an area where Checkers has started targeting suburban development.

&ldquo;The Nashville economy is booming and has proven to be a great growth opportunity for our brand,&rdquo; according to Kim. &ldquo;We&rsquo;ve recently opened locations in Smyrna and Laverne, which are smaller cities on the outskirts of Nashville. They&rsquo;ve been doing really well because the demographics are a good fit for our brand and we&rsquo;re well known in the market.&rdquo;

Utilizing a similar approach, Checkers &amp; Rally&rsquo;s is now looking at growing throughout Dallas, Chicago, Milwaukee, Columbus, Houston, Pittsburgh and Cleveland, targeting smaller suburban areas along with their metropolitan development.

2. Become active in your community.

Hitting the pavement is always a viable way to get your name out in the community, and few people know this better than <a href="http://www.gymguyzfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=3-ways-to-generate-big-business-in-a-small-market-2704953" target="_blank" rel="nofollow">GYMGUYZ</a> franchisee Debbie Morikawa. Morikawa recently opened the brand&rsquo;s first Hawaii location in Honolulu &ndash; the capital city of the island state with a fairly large population but limited growth potential. In order to improve brand recognition to find success in the market, Morikawa became the face of the franchise on Oahu.

Utilizing connections from previous jobs, self-promoting with local businesses and finding partnership opportunities, Morikawa has already built a base of loyal clients since opening in the fall.

New concepts in smaller markets can find similar ways to differentiate themselves from the competition by sponsoring local events, getting involved with a charitable campaign or joining the local Chamber of Commerce. The more people that see the brand name and associate your face with the business, the better opportunity you have at gaining new customers.

3. Find new revenue streams by expanding your market.

FSC Franchise Co., the parent company of <a href="http://www.beefobradysfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=3-ways-to-generate-big-business-in-a-small-market-2704953" target="_blank" rel="nofollow">Beef &lsquo;O&rsquo; Brady&rsquo;</a>s and <a href="http://thebrasstapfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=3-ways-to-generate-big-business-in-a-small-market-2704953" target="_blank" rel="nofollow">The Brass Tap</a>, launched a partnership with UberEats earlier this year and one of the first locations to jump on board was the Cooper City, Florida Beef &lsquo;O&rsquo; Brady&rsquo;s, a Fort Lauderdale suburb with a population of about 35,000 residents.

Owner Brent Ginsburg recognized the shift from sit down to delivery in the casual dining industry and volunteered to be a test location.

&ldquo;Consumers today expect us to have clean facilities, good food and great customer service,&rdquo; said Ginsburg. &ldquo;Our hope through the launch of UberEats was that we would do a good job with the food and that the drivers would do a good job with delivery. If everything ran smoothly, then we thought we&rsquo;d be able to gain new customers outside of those within a one to two-mile radius.&rdquo;

Since launching UberEats just six months ago, Ginsburg noticed immediate results. Not only has he reached new customers, but delivery sales have added an extra day of revenue to the restaurants forecast almost every week.

By adding new services to expand beyond your small market, it may help you gain more clients and ultimately make more money.

&nbsp;

Generating Big Business in a Small Market

3 Ways to Generate Big Business in a Small Market

1851 Franchise

How these franchisors and franchisees have found success in suburban areas

This brand page has been paid for by 1851. Content within this page that is paid will showcase a Sponsored icon. This means the brand has engaged 1851 FRANCHISE to write the content. Content without the Sponsored Icon is aggregated media placements the brand earned. Questions can be sent to editorial@1851franchise.com

3-ways-to-generate-big-business-in-a-small-market

Comfort Keepers

Comfort Keepers - Midyear Press Release 2025 - 1851 Franchise

Comfort Keepers® Hits Mid-Year Stride With Strong Franchise Growth and Rising Demand for In-Home Care

comfort-keepers-franchise-midyear-momentum-2025

petbar

petbar - Garrett Dewan - Why I'm Investing - 1851 Franchise

Why Garrett Dewan Is Choosing To Reinvest in petbar

petbar-franchise-austin-garrett-dewan-multi-unit

Paris Baguette

NJBIZ: Paris Baguette Ramps Up Expansion With New Franchises, Facility and 2030 Growth Target

njbiz-paris-baguette-ramps-up-expansion-with-new-franchises-facility-and-2030-growth-target

Busy Bee Jumpers

Top 10 Reasons To Buy a Busy Bee Jumpers Franchise in 2025

top-10-reasons-to-buy-a-busy-bee-jumpers-franchise-in-2025

Home Halo

home-halo-former-athletes-frachisees-image

Why Former College Athletes Can Make Winning Home Halo Franchise Owners

former-college-athletes-home-halo-franchise

Buying a Franchise Masterclass

 Franchise Opportunities

Get Support Buying a Franchise

How to Buy a Franchise White Paper

How to Buy a Franchise

How to Sell Franchises

How to Grow a Franchise

Find a Franchise Supplier

1851 Franchise Opportunities

Franchisor News

Franchisor Power Rankings

FranCamp Mastermind Summit

Franchise Development Website Builder

Franchise Resources

What ALEC-Laffer's Report Means for Franchising

Website Awards

Power Rankings

About 1851

Advertise on 1851

Contact 1851 Editorial

Terms of Use

1851 Login

GROWTH CLUB LOGIN

facebook

instagram

twitter

linkedin

youtube

Wendy's CEO Kirk Tanner Steps Down - Breaking News - 1851 Franchise

Wendy’s CEO Kirk Tanner Steps Down Amid Challenges, Leaving Franchisees Facing Uncertainty

wendys-ceo-transition-kirk-tanner-franchisee-uncertainty

"Come in, We're OPEN" sign against abstract background

Small Business Optimism Dips, Raising Concerns for Franchise Owners

small-business-optimism-dips-raising-concerns-for-franchise-owners

Photo of Roof Scientist truck and trailer

Roof Scientist Expands Into Northern Indianapolis as Entrepreneur Dale Speckman Launches New Business in Fishers

roof-scientist-expands-into-northern-indianapolis

Image of Donald Trump pointing with red stripes in the background

August 1 Tariff Deadline Is Said to Have ‘No Extensions’: What This Could Mean for Franchises

august-1-tariff-deadline-franchise-impact

What June’s Jobs Report Means for the Franchise Industry

what-junes-jobs-report-means-for-the-franchise-industry

Unlocking Superpowers: How KidStrong Is Building the Next Generation of Confident Kids — and Thriving Franchise Owners

kidstrong-franchise-confident-kids

Image of a kid growing up, developing with kidstrong, high fiving and smiling. 

How KidStrong has Become the Franchise Disrupting Child Development by Partnering with Purpose-Driven Franchise Owners 

kidstrong-franchise-opportunity-child-development

Picture of kids for franchise business Kidstrong which focuses on child development and fitness

KidStrong Is Pediatrician-Recommended for Raising Confident, Capable Kids and Families Can't Get Enough

kidstrong-child-development-program

Bringing Robots to Main Street: How Elad Inbar’s RobotLAB Franchise Is Powering the Local AI Revolution

bringing-robots-to-main-street-how-elad-inbars-robotlab-franchise-is-powering-the-local-ai-revolution

The Ultimate Guide to Selling Franchises: How To Create a Strong Incentive

how-to-build-strong-incentives-to-attract-prospective-franchisees

From Prescriptions to Pastries: Kari Khandelwal Creates a Comforting Community Bakery 

From Prescriptions to Pastries: Kari Khandelwal Creates a Comforting Community Bakery in Overland Park, Kansas

paris-baguette-franchise-overland-park-khandelwal

Kansas Couple Revitalizes Local Childcare With Children’s Lighthouse

From Corporate Careers to Community Roots: Kansas Couple Revitalizes Local Childcare With Children’s Lighthouse

kansas-couple-opens-childrens-lighthouse-gardner-olathe

Hooters Leans Into Franchising With Closure of 30 Company-Owned Stores - Agg - 1851 Franchise

Hooters Leans Into Franchising With Closure of 30 Company-Owned Stores

hooters-franchise-model-company-owned-closures

Hely and Hiral Patel Bring Their Longtime Dream to Life With The Brass Tap

brass-tap-franchise-pasadena-maryland-hely-hiral-patel

Franchisee spotlight graphic with photo of Ricki Oberoi and Layne's Chicken Fingers logo

3 Ways to Generate Big Business in a Small Market

MORE STORIES LIKE THIS