Franchise Advisory Board | Expert Franchising Advice for Franchise Leaders

🎙 Welcome back to The Advisory Board Podcast! In this episode, we explore the transformative power of data in the franchise world with Christian Pillat, founder and CEO of Transitiv. Christian, a seasoned entrepreneur and former multi-unit franchise owner, shares his journey of building tools that help franchises harness the potential of collaboration, peer benchmarking, and analytics. With a passion for data and a knack for pickleball, Christian is a true champion of empowering franchisees to thrive.This episode is proudly brought to you by ClientTether, our amazing sponsor, making client management seamless and effective for franchise brands. A big thanks to them for supporting the show!Christian opens the conversation by discussing the need for franchisees to break free from operating in silos. Too often, franchise systems rely on anecdotal coaching and scattered data sources, which leave operators without a clear picture of how they stack up against their peers or the potential opportunities they’re missing. Transitiv changes the game by bringing all relevant data into a single platform, normalizing it, and presenting it in a way that’s both actionable and empowering. Franchisees no longer have to guess what’s working—they can see it.A major theme of the episode is the shift from lagging indicators, like month-end financial reports, to leading indicators that provide actionable insights in real time. Christian recounts a story where a franchise avoided a revenue catastrophe because Transitiv flagged a drop in website sessions. This early warning allowed the franchise to pivot and recover before the month’s end. It’s these leading indicators, such as website traffic, conversion rates, and customer feedback, that have the power to save franchises from preventable losses.The discussion dives into the challenges of traditional franchise coaching. Without access to normalized data, coaches often rely on subjective analysis and anecdotal evidence. This not only wastes time but also breeds frustration among franchisees, who may already feel disconnected from the corporate office. Christian explains how data-driven coaching creates consistency and objectivity. When a coach can point to clear metrics—like a 20% lower conversion rate compared to peers—it eliminates guesswork and opens the door to meaningful, actionable conversations.Peer collaboration is another area where Transitiv shines. By enabling franchisees to see how their peers are performing, the platform fosters a sense of community and shared growth. Christian shares a compelling example of a brand that hesitated to share pricing data among franchisees. Once they did, underperforming operators realized they could raise their prices to match their peers. The result? A 15% revenue increase across the system. This transparency, as Christian puts it, builds trust and helps franchisees feel empowered rather than dictated to.The conversation also touches on the importance of creating context around data. Metrics alone aren’t enough; they need to be segmented and benchmarked in meaningful ways. By grouping franchisees by region, life stage, or performance, franchisors can provide relevant comparisons that help operators make smarter decisions. Christian emphasizes the value of tracking franchisee performance over time, particularly in the crucial first year of operation. By comparing a new franchisee’s trajectory to historical benchmarks, brands can identify early successes and potential red flags.Christian and host Dave Hansen agree that the real magic of data lies in its ability to foster collaboration and transparency. Data that’s scattered across marketing, operations, and financial platforms becomes a source of confusion. When it’s unified, it creates a single source of truth that franchisors and franchisees can trust. This shared clarity not only boosts operational efficiency but also builds a culture of trust and continuous improvement.The episode concludes with a powerful reminder: data can make or break a franchise. When used effectively, it can identify blind spots, drive efficiency, and empower franchisees to succeed. As Christian succinctly puts it, “Transparency builds trust, and trust drives growth.”If you’re looking to future-proof your franchise system, this episode is packed with insights you can’t afford to miss.

Episode Title: The Women Leading Franchising’s Future with Sherri FishmanSponsored by: ClientTether – The Ultimate Franchise Sales & Client Retention PlatformIn this episode of The Advisory Board Podcast, host Dave Hansen is joined by Sherri Fishman, a trailblazer in franchise PR and the founder of Fishman PR. Sherri’s warmth, wisdom, and wit make her a true standout in the industry, and her insights on the evolving role of women in franchising are both inspiring and practical. Sherri’s new title, Chief Visionary Officer, perfectly captures her forward-thinking approach as she continues to shape the franchise industry.The conversation begins with Sherri reflecting on her journey, from starting Fishman PR in 1991 to building a powerhouse agency that specializes in media relations, content marketing, and strategic support for franchisors and franchisees alike. Sherri credits much of her success to collaboration and community—values that have become hallmarks of franchising and especially of women leaders within the industry. Alongside her talented team and long-standing collaborators like Deborah Vilches, Sherri has helped create a company culture that thrives on connection and innovation.A significant theme of the episode is the unique role of women in franchising and the supportive culture that has allowed so many women to rise to leadership positions. Dave and Sherri explore how the franchise model naturally fosters mentorship, inclusivity, and collaboration—traits that align with the strengths women often bring to leadership roles. Sherri shares examples of powerhouse women in franchising, from franchisees to C-suite executives, who have shattered glass ceilings and paved the way for others. She attributes much of this progress to the willingness of franchisors to recognize talent, regardless of traditional gender norms, and to the tight-knit community of women who support and uplift one another.Sherri also highlights the leadership styles that set women apart. Women, she notes, often lead with empathy, connection, and a focus on enabling others to succeed. This nurturing approach fosters trust, loyalty, and collaboration, creating stronger teams and more resilient businesses. Sherri emphasizes that many of the most successful women in franchising have achieved their positions by empowering others, mentoring peers, and embracing vulnerability—qualities that resonate deeply in the franchise world.The conversation also touches on the power of networking and the importance of building relationships within the franchise community. Sherri shares how events like the International Franchise Association (IFA) Leadership Conference and informal gatherings like the “Franchise Women’s Happy Hour” have become invaluable spaces for connection, mentorship, and problem-solving. These gatherings exemplify the spirit of franchising: competitors coming together to share advice, celebrate wins, and support one another.Dave and Sherri close with actionable advice for those looking to harness the power of women in franchising. For leaders, it’s about recognizing and nurturing talent within your organization—sometimes the best candidates for new roles are already on your team. For women in the industry, Sherri encourages active networking, attending conferences, and reaching out to peers and mentors. She offers her own support as a resource, emphasizing the importance of finding people who share your values and can guide you on your journey.This episode is a celebration of the franchise industry’s culture of connection and a call to action for leaders to continue supporting and empowering the women who make franchising stronger.Thank You to Our Sponsor: A special thanks to ClientTether, whose tools make franchise sales and client retention easier than ever. Their innovative platform empowers franchisors and franchisees to build stronger relationships and grow their businesses.Tune in next time for more expert insights to help you thrive in the franchise world!

In this exciting episode of The Advisory Board Podcast, we dive deep into the evolving world of franchise compliance and regulations with none other than Lane Fisher, co-founder and senior partner at Fisher Zucker law firm. Lane is a stalwart in the franchise community, representing over 150 brands and spearheading transformative initiatives such as the Franchise Springboard Conference. Host Dave Hansen masterfully navigates this insightful conversation, ensuring the franchise community gains clarity on critical regulatory changes that will impact brokers and franchisors alike.Lane sheds light on the nuances of compliance and education in the franchise sector, emphasizing the importance of foresight as regulatory landscapes evolve. From the intricacies of the newly minted California broker regulations to the ongoing initiatives by the North American Securities Administration Association (NASAA), the discussion is a wake-up call for industry players to stay informed and proactive. Lane also underscores the pivotal role of education in mitigating risks, sharing details about his team's franchise sales compliance training program and upcoming franchise events like the Unconference and Springboard. These events aim to foster a collaborative, forward-thinking ecosystem for emerging and established brands.Lane doesn’t shy away from highlighting challenges, such as navigating varying state requirements and managing potential liabilities for franchisors and brokers. He also reflects on the broader implications of broker compensation transparency, litigation disclosures, and the increasing scrutiny of lead generation practices. Throughout the conversation, Lane’s depth of knowledge and commitment to ethical franchising shine, making this episode a treasure trove of insights for anyone in the industry.A special thanks to our episode sponsor, ClientTether, whose support enables discussions like this that empower the franchise community. Their dedication to innovation and excellence mirrors the values we champion on this podcast.Tune in to hear why now, more than ever, franchise professionals must unite, stay educated, and advocate for responsible growth. With Lane’s expertise and Dave’s engaging hosting, this episode delivers invaluable lessons to help you build a thriving, compliant franchise brand. Don’t miss it!

Episode Summary for The Advisory Board PodcastWelcome back to another episode of The Advisory Board Podcast, where we dive deep into actionable insights to help franchise owners and business leaders build thriving systems. This week, Dave Hansen hosts Iris Grimm, founder and CEO of Leaven Zest, who brings over two decades of experience as an executive and leadership coach. Iris’s unique journey from East Germany to the United States and her passion for unlocking human potential set the stage for a thought-provoking discussion on leadership, relationships, and success.Episode Highlights:Iris shares her incredible personal story, growing up in East Germany during the Cold War and navigating life-changing events like the fall of the Berlin Wall. With nothing but determination and two suitcases, she moved to Western Germany, and later to the U.S., where she eventually discovered her calling as a coach. Her experiences, including her early career in corporate America and her decision to leave it behind, reflect the entrepreneurial spirit and drive to help others that fuel her coaching philosophy today.The heart of the episode revolves around leadership as a set of behaviors rather than a role. Iris emphasizes that true leadership requires an equal commitment to relationships and results. Leaders must inspire trust, foster growth, and create environments where teams thrive. She offers a fresh perspective on leadership by drawing parallels to her work training competitive dogs. Iris explains how both people and animals respond best to environments of trust, positive reinforcement, and clear expectations—a concept that applies seamlessly to modern organizations.Dave and Iris explore the three pillars of effective leadership. Iris argues that leaders must prioritize their own personal growth, serve as coaches rather than micromanagers, and master the art of meaningful conversations. Leadership, she asserts, is about more than getting results; it’s about building the relationships that drive those results. Leaders who embrace this mindset create high-performing teams and lasting organizational success.Iris shares fascinating anecdotes, including her observations of how trust and distrust manifest in teams and how these emotional dynamics can make or break a workplace. Drawing on neuroscience, she explains how leaders set the emotional "thermostat" for their teams, shaping workplace culture through their actions and attitudes.The discussion also touches on the unique challenges faced by franchise leaders, who must juggle the dual responsibilities of running their businesses and managing relationships with franchisees. Iris’s advice? Build trust and prioritize conversations that nurture mutual understanding. By investing in relationships upfront, leaders can unlock better results and long-term success.

In this episode of The Advisory Board Podcast, host Dave Hansen is joined by Ryan Parsons, CEO of eVive Brands and co-founder of Brothers That Just Do Gutters, to unravel the intricacies of franchise growth powered by technology and data. Ryan brings his two decades of experience in franchising and a wealth of hard-earned wisdom to the conversation, offering insights into how brands can achieve operational excellence and scale effectively.From his humble beginnings in a family-run gutter business to overseeing a multi-brand franchise platform with over 600 units, Ryan’s journey is nothing short of remarkable. As someone who has seen both the challenges and opportunities of franchising, Ryan explains why building the right tech stack isn’t just a logistical decision—it’s a strategic necessity. He recounts lessons learned from piecing together systems early on and highlights the costly mistakes brands make when they underestimate the importance of integrating technology from the start.Dave and Ryan explore the “Franken-stack” dilemma, where brands patch together disjointed systems, and why it’s essential to adopt a scalable and cohesive tech infrastructure before it’s too late. They discuss how leveraging data effectively can empower franchisees, giving them the visibility to improve performance, make informed decisions, and thrive in competitive markets.The conversation shifts to the consumer side of the equation, where technology can make or break the customer experience. Ryan shares his philosophy of reducing friction in every interaction, from scheduling appointments to providing seamless follow-ups. He explains how brands can meet modern customer expectations by embracing automation tools while preserving the human touch for moments that matter.Ryan and Dave also delve into the importance of future-proofing your tech investments. As AI and automation evolve at lightning speed, businesses must balance innovation with reliability, ensuring that their systems remain adaptable for years to come. Ryan emphasizes the importance of selecting platforms that align with your brand’s long-term vision and growth trajectory while avoiding the temptation of unproven, “flashy” tech.In the final moments, Ryan offers his actionable advice for franchisors: prioritize technology as a foundational pillar of your brand, just as you would with marketing, sales, or franchise development. With the right tools, franchisors can foster franchisee independence, improve operational efficiency, and ultimately strengthen the entire network.Special thanks to ClientTether for sponsoring this episode! Their franchise-focused CRM and automation tools make managing leads and growing your business a breeze.

In this episode of The Advisory Board Podcast, host Dave Hansen is joined by franchise community expert Cassidy Ford for an inspiring conversation packed with practical advice and meaningful life lessons. Cassidy, a seasoned franchise professional with over a decade of experience, shares her unique insights on navigating challenges, embracing change, and finding personal and professional success.The discussion kicks off with Cassidy's journey in the franchise world, from her whirlwind start with a Shark Tank-featured brand to her current role at EverSmith. Cassidy also opens up about living with Tourette’s syndrome, offering a candid look at how she’s turned adversity into strength. She shares how vulnerability, transparency, and a willingness to adapt have been crucial in her journey—not just in overcoming challenges, but in thriving through them.Key takeaways include:The Power of Feedback: How seeking and embracing constructive criticism can propel your growth.Navigating Challenges: Why the choice to “become better or bitter” shapes every struggle you face.Leadership and Listening: Lessons from Cassidy’s time managing franchisee relationships and the importance of truly hearing others.Embracing Change: Practical strategies for moving forward in times of uncertainty.Building Your Network: The value of creating a trusted circle of advisors and mentors.Cassidy’s relatable stories—like throwing a fork at a potential franchisee due to a tic—and her unshakable positivity shine through, making this episode a must-listen for anyone navigating hurdles in their business or personal life.Special Thanks to ClientTether!This episode is proudly sponsored by ClientTether, the ultimate CRM and lead follow-up platform for franchise professionals. ClientTether simplifies customer engagement and helps businesses grow with powerful tools for success. Learn more at clienttether.com.Connect with Cassidy:Cassidy invites listeners to connect with her on LinkedIn or via the contact details shared in her profile. Whether you're seeking advice or simply want to connect with a franchise leader who has walked the walk, she’s here to help.Don’t miss this insightful episode filled with wisdom, humor, and actionable advice!

Episode Summary for The Advisory Board PodcastWelcome to another insightful episode of The Advisory Board Podcast! We’re thrilled to have Monica Rothgery with us, an industry trailblazer and the powerhouse behind “Lessons from the Drive-Thru.” She joins us with years of experience in frontline leadership and growth strategy, spanning from her early days at Taco Bell to her pivotal role leading 4,000 KFC locations. From her journey, Monica shares transformative insights on empowering frontline leaders to drive business growth through people-focused leadership.Monica opens up on a foundational truth: people are the secret sauce. She urges businesses to see frontline managers not only as essential operators but as integral contributors to growth. By nurturing these leaders and investing in their success, brands can unlock a substantial 2-3% growth—without extra marketing or product rollouts. And in a sector with tight margins, that’s a game-changer.Throughout the episode, Monica explains why genuine engagement with staff at all levels can turn goals into fun, achievable milestones. Whether it’s a sales goal, an upsell, or an efficiency target, Monica advocates breaking these into bite-sized, trackable goals to build momentum and excitement on every shift.Plus, Monica doesn’t just stick to restaurants. Her advice spans all sectors, from food service to pet care, elderly care, and home services. She shows how universal the principles of capability-building and culture are, making this episode a must-listen for leaders across industries.A big thank you to our sponsor, ClientTether, for supporting this episode and helping us share this valuable wisdom with you. Don't miss Monica’s fantastic book, Lessons from the Drive-Thru, available on Amazon, or reach out to her at MonicaRothgery.com for personalized insights or speaking engagements. And as a special treat, text “HAPPY SUMMIT” to 33777 to receive Monica’s list of top frontline engagement tips gathered from over 150 franchise leaders.Tune in and learn how a little investment in your frontline team can make a world of difference!

Welcome to another episode of The Advisory Board Podcast, where we bring together the best minds in franchising to share real-world insights that help you build a successful franchise brand. Big thanks to our episode sponsor, ClientTether, for making today’s conversation possible!In this episode, we had the pleasure of speaking with John Hewitt, a true legend in the world of franchising. John has spent 55 years in the industry, building not one but two of the top 100 franchise brands—Jackson Hewitt and Liberty Tax. Now leading Loyalty Brands, John is working towards creating a third household name with ventures in tax preparation, construction, and mobile grooming.John shared his incredible journey, from starting at H&R Block in 1969 to becoming a trailblazer in computerizing tax returns and scaling franchise empires in both the U.S. and Canada. His experience offers unique insights into why some franchise brands thrive, while others fail. We dove into John’s three key reasons franchises often struggle:Diluted Focus: Many business owners try to grow their franchise while still running their core business, leading to divided attention and suboptimal outcomes in both ventures.Franchise Management Skills: Managing franchisees is vastly different from managing employees. Franchise owners are independent-minded and require a nuanced leadership approach.Overly Burdensome Fees and Rules: Excessive fees and onerous regulations can crush a franchisee's ability to succeed. John stressed the importance of prioritizing “happy, successful franchisees” as the cornerstone of any thriving franchise system.John's honesty was refreshing, as he advised budding franchisors to reconsider their ambitions unless they are fully aware of the financial, managerial, and strategic challenges ahead. With the sobering statistic that 80% of franchises started today won’t last a decade, John’s candid advice offered both a reality check and a roadmap for those determined to succeed.Tune in to hear John’s reflections, lessons learned, and invaluable advice on navigating the franchise world. And once again, thanks to ClientTether for sponsoring today’s insightful episode!

Welcome to another insightful episode of The Advisory Board Podcast! In today’s episode, Dave Hansen sits down with Paul Ebert, President of Two Maids and a leader at Home Franchise Concepts (HFC), to unpack actionable strategies that help franchise owners elevate their businesses. Paul, a finance-driven, tech-savvy leader, shares his expertise on improving franchise performance, growing AUV (average unit volume), and using data to shape success.Paul and Dave dive deep into the ins and outs of running a modern franchise system, from maximizing territory potential to implementing cutting-edge technology. With 140 units and climbing, Two Maids has made significant strides in increasing AUV by honing in on territory management, customer retention, and personalized franchisee coaching. Paul also gives us a peek into HFC’s newest project: streamlining the customer experience by fully digitizing the journey—making it easier to book, reschedule, and manage services from your phone. This is a huge win for both franchisees and customers!Paul also shares his approach to helping franchisees scale their businesses effectively, breaking down long-term goals into smaller, more manageable steps. By leveraging data and automating lead nurturing (thanks to the incredible support of ClientTether!), franchise owners can focus on growing their businesses without getting bogged down by day-to-day inefficiencies.A big shout-out to ClientTether, the sponsor of today’s episode. Their lead nurturing and customer relationship management tools are game-changers in helping franchises boost their revenue and efficiency.Tune in to discover more about the exciting developments in the franchise world and learn from Paul’s years of experience as he discusses real-world solutions for boosting franchise success! 🎧Catch you on the next episode!

In this lively episode of The Advisory Board Podcast, host Dave Hansen sits down with Chris Baker, President of Franchise Flippers, to discuss the pressing issue of the "Boomer Retirement Crisis" and its significant impact on franchising. Chris shares how nearly 60% of all franchises are currently owned by baby boomers, many of whom are nearing retirement, presenting both challenges and opportunities for the industry. The episode delves into the importance of succession planning, the growing number of franchise resales, and the need for proactive franchise strategies to navigate this "gray tsunami."Chris kicks off the conversation with a fun anecdote about how he lost his first job in the U.S. — thanks to a long-awaited $50 tip from none other than Bill Murray. From there, the episode transitions into more serious discussions on franchise resales, exploring how unplanned exits and non-renewals can damage brand equity. Chris explains the importance of helping franchisees exit gracefully and with dignity, which in turn preserves the health of the overall franchise system.The two also cover how new franchisees can inject fresh energy and raise average unit volume (AUV) after acquiring underperforming territories. The episode is filled with actionable advice for franchise owners and franchisors, like the importance of proper exit planning, using valuation data to set realistic expectations, and offering various resale strategies to franchisees. Dave and Chris emphasize that, with nearly half a million franchises needing to transition in the next 5-10 years, now is the time for brands to get ahead of the curve.Finally, a big thank you to our sponsor, ClientTether, for making this episode possible. If you're looking for ways to enhance your franchise's sales and operational efficiency, ClientTether's lead management and CRM solutions are here to help you scale successfully! Tune in to gain key insights on how to prepare your brand for the future and take actionable steps toward growth.