Jun 7, 2022

Unit Level Economics for Franchise Businesses

Written by FranConnect

We have all heard that Unit Level Economics is important in franchising but going from understanding it in theory to transforming it into action is a big step.  According to QSR Magazine, “the success or failure of a franchise concept can pivot off of how well unit economics are tracked, managed, and improved.” After working with over 900 brands a common practice among them is working together with their franchisees to improve their unit-level economics: not only their top-level sales but also their bottom line. If you’re not doing this today, you will have trouble selling franchises in the future.

But what do we mean by unit-level economics? Unit-level economics is a means by which franchisors and franchisees identify, measure, track & manage the performance of their businesses at individual unit levels. Applying these principles effectively translates into managerial accounting skills as well as applying correlation analysis to determine key drivers—often referred to as “KPIs”- that will allow them to achieve an acceptable level profitability for this particular unit. Identifying the key drivers that will determine whether or not you can achieve an acceptable level of profitability for a specific unit is important when seeing where operations can improve.

Common business knowledge tells us that you can’t improve what you don’t measure. Thus, franchisors need access to data to help their franchisees continuously improve. What data? Sales, cost of goods sold, labor, customer satisfaction scores, field audit scores, number of proposals sent out last month, territory information, etc. The basic premise of continuous franchise improvement is that you can take a snapshot of these key performance metrics in one unit and compare them to not only past results but also the franchise average (or any comparable segment of stores within the franchise). These comparisons give you tremendous insights into the nitty-gritty of your business, allowing you to iteratively address your weaknesses and continuously improve. In this blog, we are diving deeper into why unit-level economics are so important in franchising, and how you can put them in place in your organization.

Why Unit Level Economics for Franchise Businesses

Having strong unit-level economics is the foundation upon which all business success sits. Even though most franchisors get royalties from revenue, not profit, having franchisees succeed in the long run creates genuine referrals and organic growth. Those who want sustained growth for both the franchisor and franchisee pay close attention. Strong unit-level economics can also help in Franchise Development as franchise candidates look for the following:

  • Does your business make money?
  • Is the business sustainable? Will it continue to make money in the foreseeable future?
  • Can I see myself in the business?

A focus like this can build your franchise business from many angles.

Core Measurements

The starting point of a Unit Level Economics initiative will take the following into account:

  • Unit profit and loss (P&L)
  • Break-even point
  • Payback period

Key Performance Indicators (KPIs) take center stage when it comes to any program rollout.

Sample Unit-Level Economic Program Rollout

Are you ready to roll out a program? Surprisingly, we have found that sometimes more established systems are behind newer systems that may have set up strong programs from the beginning. The best rollouts start from the top, where the owner or CEO sets the tone, and the franchisor team is full of people who care about franchise success on an emotional level.


Step 1: Determine the Key Performance Indicators (KPIs)

Every business is different, so using the wrong KPIs can do more harm than good. Develop these benchmarks with the input of the franchisees and industry experts. As a starting point, we have KPIs for RestaurantHealth and FitnessSpa and Salon, and Education.

Step 2: Track and Improve KPIs

Now that you have the information that you need, you can manage your KPIs jointly with your franchisees. Franchisors who have a “corporate location” have more skin in the game and can experiment with the business model. Having franchise committees or forums can also help develop and share best practices. Another way to encourage performance is to have part of your franchise consultant’s salary variable based on franchisee KPIs.


Step 3: Share Information About Your KPIs

Sharing information about KPIs is key to an organization’s success. In fact, at FranConnect we now have an increasing amount of customers tracking scorecard performance on a monthly basis as well as getting information from their POS or online reviews.

Today, franchisors who work to improve individual unit-level profitability do more than what is expected of them. They also reap the benefits of their hard work as their system outperforms others and their franchisees are more engaged. In turn, this helps them sell more franchise units – a perfect example of a virtuous cycle. After a few years of small improvements which compound to have dramatic impacts, it will become obvious to prospective franchisees which franchise is the best fit for them.


Looking for more information on how you can improve the health of your franchise business? Download our exclusive The Executive’s Guide to Franchising Tech in 2022 – CFO Edition today.

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About the author

FranConnect

FranConnect is the leading franchise management software provider. Based on an analytics approach, only its award-winning, unified FranConnect platform engages stakeholders to grow, scale and optimize franchise systems through a connected and complete view of the business from sales to multi-unit and multi-brand performance. Over 800 brands — including 40 of the Entrepreneur’s Top 100 Global Franchises — in 18 countries count on FranConnect to successfully grow their franchise systems. FranConnect customers span all sizes, growth phases, and industries and have grown 44% faster than the broader franchising market. Backed by private-equity investor Serent Capital, FranConnect is headquartered in Herndon, Virginia, with global follow-the-sun operations.

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