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Scaling the Soon-to-Be Famous: How Layne’s Chicken Fingers Leveraged a Mainland Franchise Assessment to Fuel a 110% Growth Surge

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For franchisors, choosing a&nbsp;<a href="https://1851franchise.com/how-to-find-the-best-crm-software-for-your-franchise-2723030">customer relationship management (CRM) system</a> is beyond a technology decision. It is an operational decision. The right platform influences everything from franchise development and lead conversion to unit-level execution and long-term scalability.As brands grow across markets and operators, the need for centralized data, standardized processes and real-time visibility becomes critical. Without it, even strong concepts can lose momentum.<h2>Why CRM Matters in Franchising</h2>Franchising is inherently complex. Unlike single-unit businesses, franchisors must manage relationships across dozens of independent operators while maintaining brand consistency. A CRM sits at the center of that ecosystem. It tracks leads, manages pipelines, automates follow-ups and provides the data franchisors need to make informed decisions.But not all CRMs are built for franchising. “The right CRM isn't the one with the most features,” said&nbsp;<a href="https://www.linkedin.com/in/brad-strawbridge-75214615b/">Brad Strawbridge</a>, founder and CEO of&nbsp;<a href="https://www.capitalcityroofing.net/licensing">Capital City Roofing</a> and co-founder and chief strategy officer of&nbsp;<a href="https://builderlync.com/">BuilderLync</a>, a CRM platform built for the home services franchise industry. “It's the one that enforces consistency across every location without slowing operators down.”That balance of control without friction is what separates high-performing franchise systems from those that struggle to scale.<h2>Purpose-Built vs. Off-the-Shelf Platforms</h2>Many emerging franchisors default to well-known, general-purpose CRMs. While these platforms can be powerful, they often require significant customization to fit a franchise model.Strawbridge experienced that firsthand. “We use BuilderLync, which we built ourselves after running two CRMs in parallel and watching leads slip through the cracks,” he said. “Off-the-shelf platforms forced us to overbuild or underuse. Purpose-built beat general-purpose every time.”For franchisors, the decision often comes down to three options:<ul><li>Adapting a general CRM with heavy customization</li><li>Selecting a franchise-specific platform</li><li>Building a proprietary system</li></ul>Each path has trade-offs tied to cost, flexibility and control. What matters most is whether the system aligns with how franchisees actually operate day to day.<h2>Speed-to-Lead and Conversion Rates</h2>One of the most immediate impacts of a CRM is on&nbsp;<a href="https://1851franchise.com/how-to-sell-franchises-in-2026-guide-speed-to-lead-benchmarks-in-2026-minutes-matter-2731175">lead conversion</a>. In competitive categories, speed often determines who wins the customer.“We needed speed-to-lead under 60 seconds,” Strawbridge said. “Speed-to-lead alone lifted conversion measurably, because the first contractor to respond wins the job more than half the time.”Enforcing response-time standards across all locations is nearly impossible without a centralized system. A CRM can automate alerts, assign leads instantly and track response times in real time.<h2>Creating Systemwide Visibility</h2>As a franchise grows, visibility becomes one of the most valuable and often overlooked advantages of a CRM. “Our CRM enforces three non-negotiables across every licensee market: sub-minute lead response, standardized pipeline stages, and real-time visibility for the franchisor,” Strawbridge said.Without that visibility, franchisors are effectively operating blind. They cannot see where deals are stalling, which operators are underperforming or where additional support is needed.“Pipeline visibility is what separates franchise systems that scale from those that stall,” Strawbridge said. “If I can't see deal velocity, stuck stages, and rep-level close rates across every licensee in one view, I can't coach, forecast, or intervene.”<h2>Standardizing Processes Across Locations</h2>Consistency is another one of the biggest challenges in franchising. Each operator brings their own habits, workflows and experience level.&nbsp;A CRM helps standardize how leads are handled, how sales pipelines are managed and how customer interactions are tracked.&nbsp;<a href="https://1851franchise.com/franchise-brand-protection-long-term-success-2730580">That standardization protects the brand</a> and improves performance across the system.“That’s the difference between a franchise system and a loose network of operators sharing a logo,” Strawbridge said.<h2>Key Considerations When Choosing a CRM</h2>So, how can emerging franchisors make sure they are choosing the right CRM?“Pick the CRM that matches how your franchisees actually sell, not how a software company thinks they should sell,” Strawbridge said. “Adoption dies the moment the system fights the operator.”Finally, data ownership is critical. “Franchisees come and go,” he said. “Your lead history, customer records, and performance data are franchise assets the franchisor should control. If your stages, automations, and KPIs aren't documented, no CRM will save you.”<h2>The Role of CRM in Franchise Development</h2>Beyond unit-level operations, CRM systems also play a key role in&nbsp;<a href="https://1851franchise.com/leveraging-technology-in-modern-franchising-2726374">franchise sales and development.</a>They help track candidate pipelines, automate follow-ups and provide visibility into where prospects are in the process. For brands actively growing, this can significantly improve close rates and reduce time to award.More importantly, it creates accountability across the development team.<h2>Practical Takeaways for Franchisors</h2><ul><li>Prioritize usability and adoption over feature lists</li><li>Ensure the system supports multi-location reporting and visibility</li><li>Enforce speed-to-lead and standardized processes across the system</li><li>Define workflows, KPIs and pipeline stages before implementation</li><li>Maintain ownership and control of all systemwide data</li></ul>For franchisors, the right system becomes a competitive advantage. It improves conversion and gives leadership the visibility needed to scale with confidence.“If you can’t see what’s happening across your system, you can’t grow it,” Strawbridge said.For more information on CRM platforms in franchising, check out these related articles on 1851 Franchise:<ul><li><a href="https://1851franchise.com/how-to-find-the-best-crm-software-for-your-franchise-2723030">How to Find the Best CRM Software for Your Franchise</a></li><li><a href="https://1851franchise.com/best-franchise-industry-crm-systems-2703202?fb_comment_id=2687573567926839_3127541783930013">Best Franchise Industry CRM Systems</a></li></ul>

From lead management to systemwide visibility, the right CRM can define how effectively a franchise scales or whether it struggles to maintain consistency across locations.

What CRM Should Franchisors Use? An Expert Insider Look

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Some franchise models are easier to grow than others, especially for operators looking to expand beyond a single market. For&nbsp;<a href="https://www.linkedin.com/in/jesse-keyser-sdmf-94513b10">Jesse Keyser</a>, who now owns more than 30&nbsp;<a href="https://sportclipsfranchise.com/">Sport Clips Haircuts</a> locations in the Midwest, that ability to scale has been central to his success.“While I was in college, I started working for a technology company until 2005,” Keyser said. “Then, I opened up my first Little Caesars Pizza with my younger brother and we ended up opening up five of those. We eventually got into other franchises and made the decision to build our portfolio with Sport Clips.”That early exposure to franchising shaped his mindset as an operator and set the stage for a multi-brand, multi-unit portfolio. But it was Sport Clips that ultimately stood out as the most scalable concept in his experience.<h2>From First Units to a 30+ Location Portfolio</h2>Keyser entered the Sport Clips system when the brand still had significant availability nationwide. “They had just over 700 locations open, but there was a lot of white space,” he said. “We got to cherry-pick great locations by getting in early. We have really great numbers.”Starting with a small initial investment, he quickly proved the model worked.“We originally bought a three-pack, and when we opened our third location, it broke the grand opening record, and then we did it again with our next location,” Keyser said. “I then started buying licenses and groups of 10. Eventually, we got into buying some existing locations too.”Over time, that mix of new development and acquisitions allowed him to build a portfolio spanning five states, positioning him as one of the system’s most experienced multi-unit operators.<h2>Built for Semi-Absentee, Multi-State Growth</h2>One of the defining advantages of the Sport Clips model is its support for semi-absentee ownership, a critical factor for operators scaling beyond a handful of units. For Keyser, that flexibility has been essential. “I manage these things remotely,” he said. “There is no need to be there every day because I can see what is going on based on the data.”The brand’s manager-driven structure allows franchisees to focus on leadership, performance and growth rather than cutting hair or managing daily operations themselves. Combined with strong reporting tools, this creates the visibility needed to support scale.“The operation is pretty simple, inventory is pretty simple,” Keyser said. “I can see what time they took their first client, what time they took their last client, etc. At the end of the week, I can look at the productivity numbers and track that.”That level of operational clarity is what enables multi-unit franchisees to expand confidently, even across multiple markets.<h2>Operational Simplicity Meets Recurring Demand</h2>Beyond the structure, the underlying business model plays a major role in scalability. Haircuts bring customers back regularly, giving operators a steadier flow of traffic than many other service businesses. Combined with a straightforward service model, this makes Sport Clips easier to grow across multiple locations.For Keyser, simplicity has been one of the biggest differentiators. “After being in six different franchise systems, Sport Clips stands out because the model is so simple and easy to manage that I can focus on the big picture instead of the day-to-day,” he said.That simplicity translates directly into scalability. Instead of reinventing operations with each new location, franchisees can replicate a proven system again and again.<h2>A Support System Built for Growth</h2>While the model itself is designed for scale, Keyser credits the franchisor’s support as a key driver behind his long-term success. “Of the six franchises I’ve been a part of, Sport Clips is the best when it comes to support,” he said.&nbsp;The brand supports franchisees at every stage, from site selection and store openings to day-to-day operations. That becomes especially important when operators start adding markets or taking on more locations.Another factor contributing to Keyser’s growth is the strength of its franchisee network.“One thing we always did when we got into the brand was reach out to as many franchisees with the brand as we could,” he said. “We were looking for a good mix of people who were wiser than us and people who were giving us growth opportunities.”That collaborative culture allows operators to share best practices, identify expansion opportunities and learn from one another — a key advantage for those looking to scale quickly.<h2>Thinking Bigger: Leadership Beyond the Unit Level</h2>As his portfolio has grown, Keyser has also expanded his role within the broader franchising community, serving on executive boards and engaging in industry advocacy.“In September, the IFA has the advocacy summit,” he said. “That is one of the most beneficial things I’ve learned and experienced in franchising in general. They will set up all your appointments to speak with all the elected reps where you have businesses.”His involvement has even extended to legislative efforts to support franchisees across industries.“For three years, we spoke about the tax rebate that bars and restaurants got since 1993, but salons didn’t,” Keyser said. “Through our own work on our own dime, we went to D.C. several times, and an updated policy got rolled into the Big Beautiful Bill — that was a great experience.”<h2>Why Sport Clips Works for Multi-Unit Operators</h2>For experienced franchisees looking to build large portfolios, Keyser’s journey highlights what makes Sport Clips a compelling platform for growth.It starts with a simple, repeatable operating model and is reinforced by strong unit economics, recurring customer demand and a manager-driven structure that supports semi-absentee ownership. Layer in a robust support system and a collaborative franchisee network, and the result is a brand built not just for single-unit success, but for long-term, multi-unit expansion.For Keyser, that combination has made all the difference.To find out more information on costs to buy this franchise, please visit&nbsp;<a href="https://sportclipsfranchise.com/">https://sportclipsfranchise.com/</a>.

Keyser explains why Sport Clips proved to be a scalable fit for his long-term growth plans, helping him build a portfolio of more than 30 locations.

Why Multi-Brand Franchise Operators Are Scaling Fast with Sport Clips Haircuts: Inside Jesse Keyser’s Growth into Five States 

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JEI Learning Center Franchise Deep Dive 2025 - 1851 Franchise

Franchise Opportunity Deep Dive: The low-cost supplemental education franchise leverages diagnostic testing and a unique Self-Learning Method to support students’ growth.

JEI Learning Center Franchise Costs, Fees, Profit and Data for 2026

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Visiting Angels Franchise Costs, Fees, Profit and Data for 2026

Franchise Opportunity Deep Dive: Visiting Angels is a senior home care franchise focused on in-home support for seniors and individuals with disabilities.

visiting-angels-franchise-costs-fees-profit

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


Newk’s Eatery Franchise Costs, Fees, Profit and Data for 2026

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Understanding&nbsp;<a href="https://1851franchise.com/how-much-money-do-i-need-to-buy-a-franchise-a-guide-2730910">the total investment</a> required for a franchise is one of the first questions prospective franchise owners ask. While the answer can vary widely depending on brand, industry and market, knowing what goes into it can help entrepreneurs evaluate opportunities realistically (and avoid costly surprises).So, what&nbsp;is the total investment required for a franchise? The total investment reflects everything needed to open and operate the business and adequately navigate its early stages, from buildout to working capital.<h2>Why The Total Investment Matters</h2>Transparency is important. Investment details should be front and center early in the discovery process. It should also be a significant element of the franchise development website for any business opportunity.“The most visited page is the initial investment/start-up cost,” said&nbsp;<a href="https://thejointfranchise.com/">The Joint Chiropractic</a> Senior Vice President, Development&nbsp;<a href="https://www.linkedin.com/in/cmsherwood/">Craig Sherwood</a>. “This is not a surprise. This question is almost always the first a candidate will ask during the initial phone call. It’s critical for a brand to be transparent with not just the initial investment information but the royalties and fees associated with becoming a franchisee.”Developing an accurate understanding of the full financial picture required allows potential zees to assess affordability, tolerance for risk and long-term expectations (before moving ahead or signing a franchise agreement).<h2>What Goes Into The Total Investment?</h2>While every franchise system is different, the total investment required typically includes several core components. “The investment range includes three months of operating costs, the franchise fee and related expenses,” said&nbsp;<a href="https://www.simplycabinetryfranchising.com/">Simply Cabinetry</a> owner and CEO&nbsp;<a href="https://www.linkedin.com/in/dianasimmons-simplycabinetry/">Diana Simmons</a>. So, what is the total investment required for a franchise?&nbsp;Here are five components:<ul><li>Franchise Fee – The upfront fee paid to join the franchisor system and access the brand, training and support available. &nbsp;</li><li>Buildout and Equipment – Costs tied to general construction, leasehold improvements, signage, fixtures and equipment. &nbsp;</li><li>Inventory and Opening Supplies – The initial product, materials or inventory required to open. &nbsp;</li><li>Working Capital – The funds needed to cover payroll, marketing and operating expenses during the first few months of operation. &nbsp;</li><li>Ongoing Fees – Royalties, marketing contributions, technology expenditures and other recurring fees outlined in the franchise disclosure document (FDD).</li></ul><h2>Making An Informed Investment Decision</h2>So, what is the total investment required for a franchise?&nbsp;<a href="https://1851franchise.com/how-much-capital-is-needed-to-buy-a-franchise-2716989">The amount required</a> to launch a franchise opportunity can range from tens of thousands to several hundred thousand dollars, or more, depending on the industry, concept and recognition of the brand. That’s why a thorough review of FDD Item 7 (estimated initial investment) and consultation of experienced franchise counsel is crucial.A clear understanding of the total investment required to start a franchise can help candidates navigate the process more effectively. By asking questions early and thoroughly evaluating costs, franchisees can determine whether a brand aligns with their financial goals, laying the foundation for long-term success.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.

What is the total investment required for a franchise?

What is the total investment required for a franchise? In this guide with expert tips, learn the costs of starting a franchise, including the fees, buildout, capital and ongoing expenses required.

What is the Total Investment Required for a Franchise? A Guide For Prospective Franchisees

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