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FOOTWEAR FORUM - If you build it, they will come
Published in "FOOTWEAR FORUM - Voice of the Canadian footwear industry" on October 8, 1993
Excerpted from:
"If you build it, they will come"
by Amanda Kreidié
Who makes a good franchisee? An individual who is people-oriented, enterprising and who enjoys working within set parameters. "What most franchisors need is an intrepreneur," says Fred Berni of Dynamic Performance Systems, Toronto, Ont.
Berni should know. He assesses prospective franchisee for some of Canada's leading franchisors and predicts their performance capabilities. "To be a successful franchisee doesn't mean you have to have brilliant selling skills," he says. What you do need is tremendous self-motivation, a genuine desire to help people and a limited interest in independence.
"These are the major things a franchisor should look for when screening applicants," he says. "Every time a franchisee fails, it's going to cost the franchisor a minimum of $ 100,000 and potentially hurt the reputation of his organization, so he'd better be very careful when choosing his franchisees."
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