1851

Most new franchisors underestimate how different franchising is from running a successful business. Strong unit economics and a good story matter, but they’re only the beginning. The real work starts when a founder transitions from operating a single business to leading a system of owners who invest their savings, trust the brand’s direction and depend on the franchisor’s leadership.<a href="https://www.linkedin.com/in/daniel-feltman-10724a141?utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">Dan Feltman</a>, co-founder of&nbsp;<a href="https://www.thegaragefloorcofranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">The Garage Floor Company</a>, learned that lesson early. His journey from state trooper to franchisor reveals the practical steps every emerging brand must take — and the mindset shift required to do it well. His experience forms a step-by-step playbook other founders can use as they grow.<h2>1. Begin With a Purpose Worth Sharing</h2>A brand’s mission is more important in franchising than in any other business model. For Feltman, the reason he pursued entrepreneurship became the reason he pursued franchising.“I have little kids, and in the beginning, being a state trooper, I missed a lot of their stuff growing up. I always wanted that freedom to be able to go to all their ballgames … and this business actually afforded me that opportunity,” he told&nbsp;<a href="https://www.goodsparkfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">GoodSpark Franchise Growth Accelerator</a> CEO&nbsp;<a href="https://www.linkedin.com/in/charles-internicola/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">Charles Internicola</a> on a&nbsp;<a href="https://www.youtube.com/watch?v=flzsgvGUZYI&utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">recent “Building a Franchise Brand” podcast</a>.When founders understand why they built their business — and why it matters to others — franchising becomes an act of sharing opportunity, not simply selling locations. Your “why” becomes your brand’s cultural backbone. Articulate it clearly before you franchise.<h2>2. Accept That Franchising Is a Separate Business</h2>Many founders mistakenly believe franchising is just a legal step on top of an existing business. Feltman learned quickly that this mindset leads to misplaced spending and slow growth.“We just thought it was a word… We didn’t understand it to the fullest of what it entails. We figured, let’s get an FDD, throw up ads and we’ll get phone calls. We realized really fast that that’s not how it works.”Understanding the franchise model — compliance, messaging, development, support, infrastructure — requires a second education.&nbsp; Treat franchising as a new company you are building from scratch. Learn the model before you try to grow it.<h2>3. Season the Brand Before You Sell Anything</h2>“We jumped into franchising a little too soon, thinking we were ready when we weren’t,” Feltman said. “It takes a year or two to season the brand. You really need to get out there, put boots on the ground, make people know who you are and tell your story.”Seasoning isn’t marketing spend — it’s visibility. It’s consistency. It’s storytelling. It’s founders showing up until the market understands who they are.“Posting regularly, getting on podcasts, telling our story … It doesn’t cost any money. It just takes time," Feltman said.&nbsp;Seasoning builds trust, and trust builds pipelines. Don’t rush into franchise sales before the brand identity is clear.<h2>4. Bootstrap With Intention — Money Won’t Fix Everything</h2>Feltman admits he initially tried to “spend” his way to franchise growth. "We thought money would solve everything … We spent a ton of money, and wasted a lot.”He eventually learned that the franchise model rewards investment in foundation, not shortcuts: brand identity, messaging, founder visibility, strong FDD structure and a development experience that attracts the right candidates.Spend to build assets, not to buy speed. Most early-stage growth comes from founder-led activity, not paid marketing.<h2>5. Make Your Founder Story the Differentiator</h2>Many emerging franchisors worry they need a proprietary product to stand out. Feltman has the opposite view. “A lot of people in our industry … we pretty much do all the same stuff,” he said.&nbsp;Their differentiator wasn’t a coating formula. It was the founders themselves.“You get the first-line communication with owner-operators as the founders. We came from the bottom up, just like you're getting ready to join us.”Founder access, founder humility and founder presence remain key reasons candidates choose the brand. In early-stage franchising, you are the value proposition. Let candidates see who they are partnering with.<h2>6. Support Franchisees Beyond the Operational Playbook</h2>Franchisee support is not just operational or tactical — it’s emotional.“People can get down … They need somebody to say, ‘I’ve been in that situation. I’ve made those mistakes. This is how we overcame it,'" Feltman said.&nbsp;He and co-founder&nbsp;<a href="https://www.linkedin.com/in/jeff-gannon-0b873569?utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">Jeff Gannon</a> personally visit every franchisee and invest deeply in relationships.“We invite their wives, their kids,” Feltman said. “We want to be part of their family as much as they want to be part of ours.”Their approach recognizes that a franchise investment impacts entire households, not just an individual owner. High-touch founder support in the early years sets the cultural tone for the system. It’s harder to rebuild later.<h2>7. Understand the Weight of the Trust Franchisees Place in You</h2>Franchising is not a transaction. It’s a long-term, high-stakes commitment.“People are investing in our brand,” Feltman said. “It could be their life savings. We’ll do whatever it takes to protect our franchisee.”That level of responsibility requires a mindset shift: from entrepreneur to steward. Treat every new franchisee as a long-term partner whose livelihood is tied to your decisions.<h2>8. Build With Honesty and Authenticity — Not Perfection</h2>“I always thought I needed to be better than other people,” Feltman said, “but I realized that’s not who I am. People told me, ‘Just go out there and be real.’”This meant being upfront about his missteps and presenting them as a part of his overall journey. “Had I not made those mistakes, I wouldn’t learn how to make things better,” he said. “It’s how you pivot that matters.”Authentic leadership creates trust, attracts stronger candidates and builds a healthier brand long term. For founders ready to franchise — or already in their early years — know that the heart of franchising isn’t just the business model. It’s the people behind it.Watch the full podcast above or on&nbsp;<a href="https://www.youtube.com/watch?v=flzsgvGUZYI&utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">YouTube</a>.Learn more at&nbsp;<a href="https://www.goodsparkfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=emerging-franchisor-playbook-garage-floor-company-2730683" target="_blank" rel="nofollow">goodsparkfranchise.com</a>.

Emerging Franchisor’s Playbook: Lessons From The Garage Floor Company

1851 Franchise

https://www.youtube.com/embed/flzsgvGUZYI

The lessons Dan Feltman learned while building The Garage Floor Company into a franchise system reveal the real steps emerging franchisors must take to season their brand and grow with authenticity.

The Emerging Franchisor’s Playbook: What Founders Can Learn From The Garage Floor Company’s Growth Journey

emerging-franchisor-playbook-garage-floor-company

Caring Transitions

Celebrating National Women’s Entrepreneurship Day by Honoring the Women of Caring Transitions

celebrating-national-womens-entrepreneurship-day-by-honoring-the-women-of-caring-transitions

Minuteman Press International

Minuteman Press franchise owners Shane, Carlene, and Steve Brunk, Treasure Coast, FL.

Minuteman Press Franchise Owners Across Florida Build Momentum

minuteman-press-franchise-owners-across-florida-build-momentum

Express Employment Professionals

Express Employment Professionals franchise, people talking in a lobby

Express Employment Eyes Palm Springs as a Hot Market for Franchise Growth

express-employment-palm-springs-coachella-expansion-franchise

Mellow Mushroom

image of mellow mushroom FSR Magazine’s NextGen 25 List of Rising Restaurants To Watch Beyond 2025

Mellow Mushroom Lands on FSR Magazine’s NextGen 25 List of Rising Restaurants To Watch Beyond 2025

mellow-mushroom-fsr-nextgen-25-rising-restaurants-2025

Beansquad

BeanSquad Franchise - What BeanSquad Did for This Amazon DSP Owner’s Books and Bottom Line

What BeanSquad Did for This Amazon DSP Owner’s Books and Bottom Line

beansquad-amazon-dsp-bookkkeeping

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

Jobseekers Are Flocking to “Unglamorous” Jobs — And Home Service Franchises Could Benefit

Jobseekers Are Flocking to “Unglamorous” Jobs — And Home Service Franchises Could Be Poised To Benefit

jobseekers-shift-boosts-home-service-franchises

The future of recovery studios, health and wellness franchise

The Future of Recovery Studios: Why Wellness Franchises Are the Next Fitness Boom

the-wellness-boom-recovery-franchises-future-fitness

Design with government building & "Open for Business" sign against American flag backdrop

Government Reopens After 43-Day Shutdown, Bringing Relief to Small Businesses and Franchises

government-shutdown-ends-franchise-impact

As Starbucks and Dunkin’ Navigate a Changing Market, New Coffee Players Keep Gaining Ground

starbucks-dunkin-franchise-coffee-market-trends

Paris Baguette Welcomes Zac Sulma as New Chief Operating Officer

new-coo-zac-sulma

A Practical Playbook: Who To Call First When Franchising Your Business

franchising-your-business-who-to-call-first

CLA: Helping Businesses Navigate Growth, Compliance and Long-Term Success

cla-helping-businesses-navigate-growth-compliance-and-long-term-success

The Ultimate Guide to Franchising Your Business — Phase 2: Creating the Franchise System — How to Build a Training Program and Support System

the-ultimate-guide-to-franchising-your-business-phase-2-creating-the-franchise-system-how-to-build-a-training-program-and-support-system

The Ultimate Guide To Franchising Your Business: How To Build a Scalable, Sustainable Franchise Brand

the-ultimate-guide-to-franchising-your-business-how-to-build-a-scalable-sustainable-franchise-brand

image of jerome hanway from right at home Las Cruces, New Mexico 1851 franchise franchisee spotlight

Jerome Hanway Is Building His Right at Home Franchise Around His Mission To Serve

right-at-home-franchise-las-cruces-jerome-hanway

Photo of group of dogs standing together in day care facility

Top Pet Boarding and Day Care Franchise Opportunities for 2025

top-pet-boarding-daycare-franchises

AI-related job cuts, October U.S. job cuts, American job cut record

AI-Fueled Layoffs Reshape the U.S. Job Market — And Highlight Franchising’s Resilience

The Emerging Franchisor’s Playbook: What Founders Can Learn From The Garage Floor Company’s Growth Journey

MORE STORIES LIKE THIS