Dan Brunell: From Dunkin' Donuts Teen Employee to Spherion's Franchise Development Leader

Dan Brunell, senior vice president of franchise development at Spherion Staffing & Recruiting, has had a long and varied career in the franchise industry. His journey began in 1978 with a job at a Dunkin' Donuts franchise, a role he took on at just 13 years old. This early exposure to franchising piqued his interest and set the stage for his future endeavors in the industry. After college, Brunell's first professional role was with a medical recruiting franchise, where he began to understand the complexities and dynamics of the franchising model.

Over the years, Brunell has worn many hats in the franchise industry, including roles as an employee, owner, broker and franchise developer. Brunell's extensive background in the franchise world also involved mentoring and developing new franchise brokers and even authoring a book on the subject. This diverse experience has given him a comprehensive understanding of the industry from multiple perspectives. Throughout his career, Brunell has observed the benefits of working within a franchise system.

“It's really a terrific model and a great way for people to be in business for themselves,” Brunell told 1851 Founder and Publisher Nick Powills in a recent “Meet the Zor” podcast. “As an employee working for a franchise, I think you really have a leg up on a lot of people working for private companies because the training is better, the systems are better and the technology is usually more current.” 

He believes that franchises offer a structured environment that supports employee growth and efficiency. In his current position with Spherion Staffing & Recruiting, Brunell aims to leverage the franchise model to pave the path to success for skilled professionals in the staffing industry.

“A franchise is just a tool for making money and a tool in the hands of a skilled operator can do some wonderful things, and a tool in the hands of an unskilled operator can make a real mess,” he said. “We just try to avoid those messes. We want to focus on the people…that have talent in the industry.”

A summarized transcript of Burnell’s interview with Powills has been included below. It has been edited for clarity, brevity and style.

Nick Powills: How did you accidentally fall into franchising? What is your franchise story?

Dan Burnell: I fell into franchising way back in 1978. My very first job was at a Dunkin Donuts franchise, and that set the pace for me. Strangely enough, my first job after college was also with a franchise; it was a medical recruiting franchise. I've worked with franchises for many years as an employee, an owner, a broker and a franchise developer. I've seen it from many angles for a long time now.

Powills: What was it like working for a franchise in 1978? Did you have any idea what a franchise meant at that time?

Burnell: It took me a number of years to fully understand it. At 13 years old, I only knew that McDonald's, Dunkin Donuts and Burger King were franchises. The guy across the street worked at McDonald's, so I was aware of franchises, but I didn’t understand the relationship until college. Working for a franchise gives employees a leg up because of better training, systems and technology.

Powills: Were you aware of the owner-operator model back then? How long did it take for that to materialize for you?

Burnell: Aside from being a teenage kid, my first job after college at a recruiting franchise made me acutely aware. The owner had put his life savings into the business and left a high-income career. He became a terrific mentor and motivated me to perform well. It's often misunderstood by the general public, but it’s a significant risk for the owner.

Powills: Many people don't understand the risk behind franchising. What are your thoughts on this?

Burnell: Most general consumers and even many legislators don’t understand the dynamics of franchising. They see franchises as monolithic corporations, but it's really a collection of small business owners. This lack of understanding can lead to misguided regulation and policies.

Powills: What do you think about the explosion of the franchise broker community?

Burnell: The broker community has grown because it's a low-cost, low-barrier-to-entry business, especially appealing post-COVID. People are looking for self-employment opportunities, and franchise brokering is accessible. However, the industry has its share of exceptional brokers and those who are not as professional, much like the real estate market.

Powills: What is the current state of your business, Spherion?

Burnell: The staffing industry has faced market distortions from the COVID crisis, losing about 20% of the market in 2020. Companies hoarded employees due to uncertainty, but now the market is stabilizing. Spherion has weathered the storm well, with a strong history and talented team. Owned by Randstad, the largest staffing company globally, we benefit from extensive market knowledge and buying power.

Powills: Are you still growing from a franchisee acquisition standpoint?

Burnell: Yes, but our strategy isn't just about getting as many dots on the map as possible. We focus on market penetration and supporting our existing franchises. We want to ensure their success and only expand into new markets when we find the right candidates.

Powills: What should potential franchisees know about Spherion?

Burnell: If you have a strong B2B sales background or staffing industry experience, you could be very successful with us. The staffing business is about impacting people positively. It's important to enjoy working with people because they are the core of what we do. Spherion has a high-quality rating and a collaborative, family-oriented culture. We grant large territories to avoid conflicts and ensure our franchisees get the support they need.

Powills: Any final thoughts for potential franchisees?

Burnell: At Spherion, we focus on people who enjoy helping others and have the necessary skills to succeed. Our franchisees benefit from large territories, a collaborative environment and strong corporate support. If you have the right background and a passion for people, Spherion offers an excellent franchise opportunity.

To watch the full video, click here.