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Franchisee Renewal Rates: Here We Go Again!

IFA President Steve Caldeira recently wrote a letter to the Wall Street Journal complaining that a recent article about the perils of franchising “ignores that more than 90% of franchisees renew their contracts with their franchisers at the end of their terms.”  The obvious claim is that more than 90% of franchisees are successful and happy. 

Here we go again!

Twenty years ago, the IFA was claiming a 95% success rate for franchisees, a claim that was thoroughly ‘debunked’ in study after study.  It was discovered that the IFA was not counting failed franchise systems, failed businesses where the franchise was transferred (and thus preserved), or franchisees who were simply losing money but hanging on.  If a store didn’t close (even though it may have changed hands a dozen times) it was claimed as a success! 

Now we see a ‘rebirth’ of a false suggestion of franchising success by the seemingly happy statistic that ‘more than 90% of franchisees renew.’  The misrepresentation built into this statistic is every bit as draconian as the false ‘franchise success rates’ we exposed in the 1990’s. 

Even if the claim was ‘technically true’ – and it cannot be so – the reason behind many renewals is more of a fact of ‘bondage’ than ‘delight.’  Virtually every franchise agreement contains a ‘covenant against competition’ that prevents a franchisee from continuing in business EXCEPT by renewing the franchise.  Too often, franchisees have no effective choice but to renew, even though they may be deeply dissatisfied with the terms of their franchise agreement and/or their relationship with their franchisor. 

But take a careful look at the technical claim.  Does it not assume that a franchisee reaches the end of the contract term?  Does it not assume that the franchisee is offered renewal?  Does it not assume that agreement wasn’t terminated prior to ending the term?  That the franchise still exists? Or that the franchise has not been transferred one or more times?  What is the percentage of franchise owners who have happily decided to remain in business, without any form of coercion, following a term of financial success (as defined by suitable financial rewards and job satisfaction)? 

All of the same defects that existed in the old ‘franchise success rate’ claims are renewed in this new ‘renewal rate’ claim. 

My book, The Franchise Fraud: How to Protect Yourself Before and After You Invest, focused on the franchising industry’s false claims that most franchises succeed.  The truth is that franchising per se is not a guarantee of success.  All franchises are not created equal – the path to success in franchising remains investing in a strong brand that has a collaborative culture, a strong voice for franchisees and a franchise agreement  that respects the legitimate business interests of both the franchisor and franchisee.

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About Robert Purvin

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Public Profile

Robert Purvin is the Chairman and CEO of the American Association of Franchisees and Dealers, a national non-profit trade association that is dedicated to supporting and protecting the rights of franchise owners.

The AAFD's mission is to define, identify and promote Total Quality Franchising practices, and the AAFD supports is mission by:

  1. Promoting strong and effective independent franchisee associations as affiliated chapters of the AAFD.
  2. The development of the AAFD's Fair Franchising Standards, the most comprehenisve body of negotiated principles of recommended franchise practices in existence.
  3. The advocacy of fair and balanced franchise agreements and relationships that respect the legitimate business interests of both franchisors and franchisees for the good of the franchise relationship.
  4. The education of franchisees and prospective franchisees by the development and publication of the AAFD Fair Franchising Standards and the promotion of the AAFD Franchisee Bill of Rights.

The AAFD is actively forming independent franchisee associations as fully managed and supported chapters of the AAFD of all franchise systems operating in the United States.  For more information:

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Franchise Consultant