1851

The coronavirus continues to have dire effects on businesses across the country, and the franchising industry is no exception. Franchisors across segments are strategizing new ways to support their franchisees, keep customers satisfied, help local communities and come out stronger on the other side of this crisis.To that end, 1851 Franchise publisher Nick Powills and Charles Internicola, founder and partner of the <a href="https://www.franchiselawsolutions.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=coronavirus-and-franchising-ben-terrill-of-frannet-2712682" target="_blank" rel="nofollow">Internicola Law Firm</a>, are covering the coronavirus and its impact on the franchising industry through a <a href="https://mbf6e734.clickfunnels.com/webinar-registration1584137477175?utm_source=1851franchise.com&utm_medium=article&utm_campaign=coronavirus-and-franchising-ben-terrill-of-frannet-2712682" target="_blank" rel="nofollow">webinar series titled “Coronavirus and Franchising: Mindset + Strategy to Recover and Grow.”</a>In today’s afternoon webinar, Powills and Internicola spoke with <a href="https://frannet.com/franchise-consultant/ben-terrill/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=coronavirus-and-franchising-ben-terrill-of-frannet-2712682" target="_blank" rel="nofollow">FranNet broker Ben Terrill</a> to discuss how franchisors and franchise consultants have pivoted to better serve customers and franchisees.&nbsp;Here are some of the key insights from their discussion.<h4>How Brokers Can Adapt</h4>If our trajectory is anything like Italy’s, we may soon see a dip in reported COVID-19 cases. After this dip, franchise brands are likely going to shift from bracing for impact to recovery strategies. It will be important for brokers and consultants to keep up with the news to create a successful strategic timeline.Consultants should talk to all clients on a regular basis and hold their hands through this crisis. You don’t want clients making rash decisions in crisis mode; they need to be thinking long term.&nbsp;Franchise brokers should be prepared to answer questions from every franchisor and client in their network. When it comes to business development, networking, looking for clients, talking to referral partners and moving clients through the process, brokers need to have an open mind to changing practices.&nbsp;Be prepared for networking and client meetings that used to take place in coffee shops to take place online instead.For franchise brokers, selling franchises isn’t the only goal right now; it is also about consulting and being an honest partner with the clients. The honest recommendation in certain cases may be a pause. The broker model is about getting clients to buy a franchise, but brokers shouldn’t be scared to consult people out of franchising if it is not the right move. It is never good to push a prospect into making a decision.<h4>What Franchisors Should Be Doing Now</h4>It is important for brokers to ask franchisors about what they are doing for those already in the system. The most effective franchisors are the ones prioritizing communication and supporting partners, whether it be through deferring royalties, special marketing initiatives or other supports.&nbsp;Remember, nonstop and unnecessary communication from a franchisor can simply add to the noise if there isn’t anything real and meaningful to say. No need to constantly inundate consumers and franchisees with emails.&nbsp;The pressure to get sales recorded may soften a bit for franchisors during this period. Many prospective franchisees who are close to the finish line are taking a two-week pause. Rather than trying to convince them to close the deal, franchisors and brokers should acknowledge their uncertainty and be there for support. Don’t be scared to slow down and take the time to develop a business foundation.The development pipeline will always have candidates at different parts of the franchise journey. The conversations should change depending on where they are in the process. For example, those in the early stages are less concerned right now and are taking the downtime to do their due diligence.If a prospective candidate has questions, show them that they are being heard and that the leadership team is available to communicate.&nbsp;The franchise brands that will have the best validation in the future will be the ones who had prospects successfully come through the system during this crisis. Future candidates are going to ask brokers for the brands that were truly essential and supportive during coronavirus.&nbsp;Franchisors that aren’t franchisee-driven aren’t going to survive in the long run. There may be franchisors who think they made it through this crisis but will actually be doomed from a franchise growth standpoint because of a lack of trust, adaptability or prospective interest.<h4>The Mindset for the Future</h4>Much of the franchising industry’s future success comes down to confidence. If it looks like the country is making progress, the stock market slide will likely stop and people will start to get used to the new normal. Everyone just wants to know that we are moving forward in some way.No matter what, we are going to emerge differently as a society. In addition to responding to today’s consumer needs, brands need to pivot their business model to be ready for post-crisis consumer and franchisee trends. In the next three months, there will be a whole new group of people looking for business ownership and a whole new space in the industry for emerging concepts.There are a lot of brokers that just sell franchises, regardless of their viability. Not only will the unviable franchisors fall out during this crisis, the bad brokers will as well. The best franchise brokers will represent the best interest of both the franchisor and the prospect.For franchise consultants, the thriving job market used to be an incredibly robust competitor as franchisee prospects had many different career choices. Now, with unemployment skyrocketing, it is time for brokers to step up and be there for prospective business owners who are looking for accurate information during this uncertain economic time.

Coronavirus and Franchising: Ben Terrill of FranNet 

1851 Franchise

Nick Powills and Charles Internicola are joined by FranNet broker Ben Terrill to learn how brands are tackling the challenges of the COVID-19 crisis.

coronavirus-and-franchising-ben-terrill-of-frannet

TruBlue Home Service Ally

TruBlue Featured in USA Today as Key Player in Helping Seniors Age Safely at Home

trublue-featured-in-usa-today-as-key-player-in-helping-seniors-age-safely-at-home

Right at Home

Right at Home Marks 30 Years With Continued Franchise Growth

Right at Home Marks 30 Years With Continued Franchise Growth, Tech Advancements, and Strong System Engagement in First Half of 2025

right-at-home-franchise-growth-2025

KidStrong Franchising, LLC

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

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

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

Drone Delivery Takes Flight in QSR: The Future of Franchise Operations?

drone-delivery-takes-flight-in-qsr-the-future-of-franchise-operations

Chick-fil-A Tops Customer Satisfaction Rankings for 11th Year as Challenger Brands Gain Ground

chick-fil-a-tops-customer-satisfaction-rankings-for-11th-year-as-challenger-brands-gain-ground

Technomic Releases Annual Ranking of the Top 15 Fast-Food Chains in the U.S.

technomic-releases-annual-ranking-of-the-top-15-fast-food-chains-in-the-us

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

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

Top 25 Franchise Marketing Leaders: Kelsey McManemin — Vice President of Marketing, HTeaO

top-25-franchise-marketing-leaders-kelsey-mcmanemin-vice-president-of-marketing-hteao

Photo of a large group of people standing in a circle, placing hands together in center

Franchise Opportunities for Minorities: Expanding the Franchise Network

franchise-opportunities-for-minorities

Amanda Evans - Stellar Service Brands - Franchise Marketing Leaders 2025 - 1851 Franchise

Top 25 Franchise Marketing Leaders: Amanda Evans — Senior Vice President of Marketing, Stellar Service Brands

stellar-service-brands-marketing-leader-amanda-evans

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

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

Multi-Unit Wendy’s Operator Signs 12-Unit Deal With Layne’s Chicken Fingers

ricki-oberoi-laynes-chicken-fingers-growth

How Vishal Juneja Turned a Family Tradition Into a Paris Baguette Franchise

How Vishal Juneja Turned a Family Tradition Into a Paris Baguette Franchise Built on Heart and Community

paris-baguette-franchise-rockaway-new-jersey-vishal-junjea

Franchisee spotlight graphic with photos of Danielle Rosemond & Usman Khan & TruBlue logo

Family Members of Local Physicians Bring TruBlue Franchise to North Central Nassau, Long Island: A Health Care-Inspired Approach to Aging in Place

family-brings-trublue-franchise-to-north-central-nassau

Coronavirus and Franchising: Ben Terrill of FranNet

MORE STORIES LIKE THIS