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Managing Franchise Resales

How to facilitate the sale of existing outlets.

Earn 50 education credits if enrolled in the Certified Franchise Executive (CFE) program.

Why attend this workshop?

The resale of an existing franchise creates significant demands on a franchisor's limited organisational resources which can often be better deployed on recruiting new franchisees, or supporting existing operators.

Managing franchise resales so that they occur as quickly and efficiently as possible is in the best interests of the franchisor, the franchise network and the franchisee whose business is for sale.

By clarifying and expediting the process, not only can the franchisor reduce the demands on their resources, it can facilitate the exit of selling franchisees (who can often be disengaged or underperforming) with more aligned and higher-performing operators.

This workshop explores how to manage franchise resales to achieve better outcomes for franchisors and franchisees alike.

Learning objectives

  • Understand key steps in the resale process
  • Learn to work with franchisees more effectively for better resale outcomes
  • Improve procedures to maximise franchisee engagement during the sale process
  • Understand common difficulties faced by buyers, vendors and franchisors
  • Smoothing the transition from seller to buyer

Who should attend?

This workshop is suited to all franchisor personnel who are involved in franchisee recruitment, including:

  • CEO's, managing directors and general managers
  • Franchise recruitment and operations managers
  • In-house franchisor legal counsel
  • Master franchisees


It is highly recommended that participants have first completed the Effective Franchise Recruitment workshop before registering for this event.

Workshop Outline

  1. Why do franchisees sell their businesses?
  2. Understanding network resale ratios
  3. Incentivating underperforming franchisees to sell
  4. The vendor's notification of intention to sell
  5. Setting a sales timeframe & managing expectations
  6. The role of business brokers
  7. Preparing the business for sale
  8. Valuing the business for sale
  9. Leasing and future capital expenditure issues
  10. Preparing an Information Memorandum for potential buyers
  11. Buyer / Franchisee selection criteria
  12. Promoting the business for sale
  13. Managing inquiries
  14. Accepting or rejecting a franchisee's buyer
  15. Acquisition by the franchisor
  16. Agreement issues
  17. Buyer due diligence and professional advisers
  18. Managing the operational handover from vendor to purchaser
  19. Training the new franchisee
  20. Common issues for ex-franchisees

Worshop Duration

Half day Workshop (8:30am to 12:30pm or 1pm to 5pm,  depending on location)


$245 per person - single registration

$215 per person - multiple registrations booked and paid together

Course Facilitator

Jason Gehrke, Director, Franchise Advisory Centre

Click here to register

2016 Scheduled Dates

Brisbane 18 May
Sydney 27 May
Melbourne 25 May


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