Proven Nuggets

Liquid Capital: Factoring - Franchising

2012-01-27T23:55:00.000-08:00

Tightened bank lending policies have affected many businesses. Brian Birnbaum, founder and director of Liquid Capital says “Statistics show that nine out of ten businesses that apply for a bank loan are getting denied.”
At Proven Match we are advocates of business and franchise ownership. We are grateful to Liquid Capital on of our franchise clients for stepping up to the challenge and assisting businesses of all sizes and shapes with cash flow managment.

More on Liquid Capital and Factoring

CEO of Domino's shares insights on Autocratic Leadership Style

2012-01-26T18:15:00.000-08:00

This article hit home for me. As many of you know one of the 7 assessment we use to determine the Top Performer Model for a franchise organization is "Leadership Style". We break Leadership Style into 4 categories: Autocratic (which is Patrick Doyle's topic in this article), Paternalistic, Democratic and Laissez-Faire. Each of course has its pros and cons depending on the business itself. Each when applied inappropriately can have a detrimental effect on performance and profitability.

Patrick Doyle, president and chief executive officer of Domino's Pizza Inc. (NYSE:DPZ), speaks with Blue MauMau about why he pays so much attention to franchise owners and what style works best in leading them. Read More

Webinar: The Science of Attracting Top Performers

2012-01-20T13:45:00.000-08:00

This 1-hour webinar scheduled September 1st at 11:00 Pacific, is sure to provide some valuable insights into the psychology of attraction. Our conversation will lead us into color psychology, values-based marketing and the most effective ways to attract your ideal franchisee candidate.

Please click here to learn more about our speakers and participate in a FREE webinar that will make you think twice about your existing recruitment practices. Special thanks to our webinar sponsor www.guidantfinancial.com

Rocco Fiorentino and His DIVCO Milk Truck

2012-01-06T14:38:00.000-08:00

I just had to share this photo of Rocco Fiorentino, President of Swiss Farms. The DIVCO milk truck you see - Rocco recently refurbished. I love it! Many of you know I was born and raised in a small village in Switzerland. I spent many days at my best friend's dairy and apple farm. The farm has been in Annalee's family for over 350 years. When Rocco shared this photo with me a rush of wonderful memories filled my head and a smile crossed my face. I hope it does the same for you.

Also, check out Little Rocco, age 15 - named one of America’s top ten youth volunteers for 2011 in a ceremony at the U.S. Chamber of Commerce: http://www.musicbyrocco.com

Yum! Brands Chairman David Novak Shares Break-Through Leadership Strategies

2012-01-05T09:46:00.000-08:00

Wanted to share a recent press release from Smart Brief.

Whether starting a business, developing or launching a new product, moving a company in a new direction or raising money for a good cause, TAKING PEOPLE WITH YOU has the answers to empower people at all levels personally and professionally. The book offers a step-by-step guide to setting big goals, getting others on board, achieving break-through results and celebrating after people “shock the skeptics.” Specific tools are included at the end of each chapter that challenge readers to reflect on how they are doing on key aspects of leadership. Read More Here >>>

Welcome Aboard Fabutan!

2012-01-04T10:14:00.000-08:00

Those Canadians know how to turn grey skies and cold winters into a day at the beach with a simple visit to a Fabutan Sun Tan Studio.

Today, we welcome Fabutan to the Proven Match family of franchise clients. For those south of the Canadian border or in a land far away, let me introduce Tracey Warren, Director, Franchise Operations and Fabutan a franchise system with over 130 locations.

Fabutan is a privately owned Canadian company that has been helping people look and feel better through the benefits of indoor tanning since 1979. Being not only Canada's premier indoor tanning company, but also the largest, allows Fabutan to guide over 2.5 million people through the process of smart tanning each year.

Speaking about a smart process, Tracey is looking forward to using the Personal Franchise Assessment to gain greater insight into a prospective franchisee’s business building personality. The goal of course is selecting franchisees with the compatibility and competencies necessary to build profitable businesses. The PFA is designed to help her franchise development team sell more deals – to the right people.

Welcome Aboard Fabutan - We look forward to many sunny days together as you continue to grow market share.

OC Franchise Business Network - Meeting at LA Boxing

2011-12-26T14:02:00.000-08:00

Rebecca Monet, President of Proven Match, is to speak at the Franchise Business Network Event on How to Manage System Change. The event is to take place at the LA Boxing Franchise Corporation in Santa Ana on January 10th.

According to Monet, “All businesses experience common problems that arise at similar stages of development. Familiarity with this concept allows franchisors to attain valuable insights to effectively manage change and ensure that their organizations will continue to thrive.”

The 2-hour speaking engagement, which is hosted by LA Boxing, will commence at 7:30 a.m. and include a continental breakfast. Seating is limited, so register early to get the best seats in the house.

Click HERE to register now!

Stages of Growth Predictive Model Helps Franchisor Expand Business

2011-12-20T08:07:00.000-08:00

"The ability to foresee consequences before you act is the mark of the profound person." - Ralph H. Blum
Since the 1920’s, economics and business management professors have been teaching about the Stages of Growth. This model of business growth is based on the fact that all businesses experience common problems that arise at similar stages of development. Familiarity with this concept allows business owners to attain valuable insights into their organization to ensure that their business will not only continue to survive, but to thrive as well.

What Makes Stages of Growth Important to Franchisors?
According to Rebecca Monet, President of Proven Match, “Understanding a franchise system's Stage of Growth is a critical element relative to a Franchisor’s expansion.”

A number of business and management theorists have alluded to these developmental stages – and they have been the subject of considerable research. Some early practitioners include proponents of the Organizational Life Cycle, (OLC), the Greiner Curve and other models based on the work of James F. Moore or Haire’s Modern Organizational Theory.

Regardless, by the 1970s and 1980s the model became an accepted reference as it pertained to overall organizational growth. But it wasn’t until Neil Churchill and Virginia Lewis’ 1983 article in Harvard Business Review that this concept garnered the attention of management consulting firms around the world including Arthur Andersen (now Accenture), Deloitte and McKinsey.

For Monet, a behavioral scientist, the Stages of Business Growth made great sense for franchising. Monet set out to research and write algorithms that would accurately predict a companies stage of growth and assess individuals most likely to embrace and adapt to each of these stages. These algorithms have since proven successful in its application to franchising.

Kitchen Solvers -- a national franchising company that specializes in kitchen remodeling -- is just one example. Like many of us, Gerry Henley, General Manager of Kitchen Solvers, has seen great change throughout his industry as well as within his company in the last decade.

Fast Company: Kitchen Solvers

Kitchen Solvers initially focused on providing cabinet re-facing services to La Crosse, Wisconsin homeowners. As demand for cabinet re-facing and remodeling grew, the company expanded their service area to include all of Western Wisconsin.
In 1984, the Baldners established the first franchise division of Kitchen Solvers in Janesville. Soon thereafter, Kitchen Solvers grew internationally in 1999 with the opening of its first Canadian franchise in Ottawa, Ontario. Today, Kitchen Solvers has established itself as an industry leader in both cabinet re-facing and new cabinetry.

Henley learned about the 5 predictable stages of growth all companies go through at a webinar hosted by Proven Match. He quickly recognized that some of the challenges his company was dealing with could be attributed to “growing pains.”

The 5 Stages of Growth in a Nutshell

Basically, all companies pass through a recognizable life cycle -- or sequence of developmental stages -- from existence through maturity. The number of life cycle stages has been the subject of considerable debate over the years. While some analysts have delineated as many as ten different stages, others have consolidated the model into as little as three stages.

Says Monet, “Most models -- including the classic Harvard Business Review Study – support the view of the organizational life cycle as a period comprised of five stages.”

At Proven Match, the 5 Stages of Growth are as follows:

Stage 1: Entrepeneurial
Stage 2: Partnership
Stage 3: Systematic
Stage 4: Bureaucracy
Stage 5: Intrapenuerial

According to Monet, “Within each stage of growth, a franchisee’s motives and skill sets need to complement a franchisor’s strategic plans and market expansion strategies.” In other words, says Monet, “the Franchisor’s Stage of Growth and the Franchisee’s Stage of Life need to be aligned.”

The Moral to the Story

Fast-growing companies can often be chaotic and demanding. According to Henley, Kitchen Solvers – with its rapid expansion was certainly no exception. “As market share increased exponentially, our systems and needed to change to accommodate and support our growing number of franchisees.”

Proven Match helped Gerry at Kitchen Solvers to identify what Stage of Growth they were in, and perhaps more importantly, better determine what the franchisee needed to succeed within that Stage of Growth. This allowed him to tackle the complex problem associated with systemizing the company.

A Useful Metaphor

Mason Haire’s 1959 work Modern Organizational Theory is generally recognized as one of the first studies that used a biological model to illustrate business growth from a developmental standpoint. Essentially, it serves as a useful metaphor in terms of developing the framework outlining the 5 key stages of small business growth.

“Child development specialists will tell you that a child who skips crawling will face developmental challenges – and the same holds true of a company that forces growth or systemic changes before it’s ready,” says Monet.

Additionally, to sustain and grow a franchise system, there must be a clearly defined and interdependent relationship between the Franchisor and Franchisee. By analyzing the issues and growth patterns of small business, companies are able to take a step back and better assess the needs of the franchisee. Monet cites “The Greiner Curve” as it proves helpful in thinking about the common misconceptions that organizations face as they grow. “Systems and procedures must adapt to support an evolving business model, the needs of your franchisee as well as satisfy end-user demand.

Says Henley, “By understanding Stages of Growth, you can quickly grasp the root cause of the problems you are likely to experience in a fast-growing business. Furthermore, you can troubleshoot problems before they occur, so you can meet them head on.

Proven Match Stages of Growth algorithms are based on empirical research and allows companies to better prepare for the next growth transition, as well as ensure everyone is operating in tandem.

“The fundamental questions are centered on whether the franchisee’s life stage matches the franchisor’s stage of growth,” says Monet. “Are we compatible? If so, are we all on the same page? Sometimes it’s a case of diagnosing problems and matching solutions. In other instances, it’s a case of outgrowing a franchisee that is not able to adapt or keep up.”

Monet presents a compelling case for the business model. “The Stages of Growth helps franchisors to determine their stage of development to ensure a prosperous future.”

Crisis to Expect at Each Stage:

STAGE 1:

Limited resources and under staffed
Support and training short
Dynamic systems causing chaos and errors
Overly liberal franchise agreements

STAGE 2:

Franchisee resistance to change
Reporting and royalty problems
Franchisee validation issues
Increased competition

STAGE 3:

Franchisee retention problems
Franchisee validation issues
Increased litigation
Increased costs due to franchisee demands

STAGE 4:

Poor shareholder value and franchisor profitability
Poor internal and franchisee-franchisor communications
Disconnect from end-user
Franchisee's loss of hunter instinct

STAGE 5:

Many systemic changes
Increased marketing and support costs
Compliance and regulation issues
Lack of agility and speed to market

Mark Potoki of Spring-Green on Fox Business!

2011-12-16T21:08:00.000-08:00

Spring-Green Lawn Care's Franchise Development Director, Mark Potocki, was recently interviewed on Fox Business, and was able to share several key points about the lawn care business.

Go Mark! Go Spring-Green!

Looking for a low-risk, low-capital path to astounding growth?

2011-12-14T11:37:00.000-08:00

Shelly Sun, CEO and Co-Founder of Brightstar Care shares the lessons learned from explosive growth from one location to 250 Franchise locations in just 5 years. Shelly shares her practical advice, insights and her own compelling experiences, to help you discover the power and avoid the pitfalls of franchising your business. Grow Smart, Risk Less features a low-risk, low-capital path to astounding growth -- and is an indispensible guide for franchisors and entrepreneurs alike.

HOLIDAY PROMOTION: Grow Smart, Risk Less is now 20% Off

Code is: GROWSMART

Special Offer

Additionally, a portion of proceeds go to the Women's Initiative organization to help low-income, high-potential women realize their entrepreneurial dreams: Women's Initiative for Self-Employment

“I wanted to share that my book, Grow Smart, Risk Less, which documents my journey as a female entrepreneur, is now 20% off! I will also be donating a portion of proceeds to the Women's Initiative for Self-Employment.” – Shelly Sun

To learn more, please visit web site: GrowSmartRiskLess

Shelly Sun's Credentials:
Shelly Sun was selected as the International Franchise Association’s (IFA) Entrepreneur of the Year for 2009, becoming not only the youngest recipient of this impressive award, but also only the second female recipient. In 2011, Shelly and BrightStar were featured on the hit CBS series “Undercover Boss.” She was also recognized by the Women Presidents Organization and American Express Open as #1 in their Top 50 Fastest-Growing Women-Led Organizations in 2011, moving up from #2 in 2010.

Shelly Sun has also published a book entitled Grow Smart, Risk Less. Unlike many authors of books on franchising, Shelly Sun has been through the process, growing her business from $1 million to $100 million in five years in system-wide sales.

The Foundation of Leadership

2011-12-09T23:56:00.000-08:00

The most important quality of leadership, the one quality for which you want to be known, is extraordinary performance, with the goal of achieving extraordinary results. These results then serve as an inspiration to others to perform at equally exceptional levels. People ascribe leadership to those men and women who they feel can most enable them to achieve important goals or objectives.

Accept Complete Responsibility

When you take complete responsibility and accept ownership, without making excuses or blaming others, you experience a sense of control that leads to the personal power that is the foundation of charisma. When you look like a winner in every respect, when you have the kind of external image that others admire, you build your charisma. When you develop your character by setting high standards and then disciplining yourself to live consistent with
the highest principles you know, you become the kind of person who is admired and respected everywhere. You become the kind of person who radiates charisma to others.

Elements Completes Top Performer Model!

2011-12-07T16:12:00.000-08:00

Proven Match is please to announce that Elements Therapeutic Massage has recently completed a Top Performer!

With upscale facilities that appeal to both male and female clients, Elements Therapeutic Massage franchises offer a total wellness approach as well as a variety of pricing structures and memberships. In over 80 locations nationwide, Elements is staffed with professional massage therapists offering a variety of massage styles -- therapists who listen to client needs and employ the proper techniques to deliver a truly therapuetic experience.

Elements Therapeutic Massage is so committed to the success of their franchisees that they have recently completed a Top Performer Model on their current franchisees to determine what differentiates "A" players from "C" players.

Jeff Jervick, Kris Nieb and Scott Wendrych will use the Top Performer data to recruit, select and support prospective franchisees.

We look forward to growing with Elements Therapeutic Massage!

For more nformation on how a Top Performer can help your franchise organization, please contact Mick Herrera at: 949-278-0052.

What Have You Done For Me Lately?

2011-11-29T14:47:00.000-08:00

According to the Franchise Performance Group, franchisors who grew the most in the past year attributed it to strong unit level economics and trusting relationships with franchisees. Recruitment Takeways.

Science has shown that whether a marriage, partnership or franchisee-franchisor relationship, relationships having shared values provides for a satisfying, sustainable and profitable relationship. That is why it is critical that franchisors determine what type of franchisee they are looking for and stay focused on attracting candidates who are compatible to ensure they fit well within their system.

Regardless, over the course of any relationship, perceived slights or misunderstandings arise that may breed mistrust and resentment. Often times as the franchise system evolves, the franchisee becomes less and less grateful, and their initial gratitude is replaced by an attitude of entitlement. After providing all of the systems, support and processes to ensure the success of the franchisee – it is only natural for Zors to feel like they have been “taken for granted.” Especially when the Zee makes continuous demands, in a time of economic scarcity.

It is no secret that assessment tools in the Proven Match system allow franchisors to quickly identify candidates who are strong matches as well as those who are not a fit. Psychometric profiling tools can also help determine if there are any areas of weakness that the franchisor can bolster through training.

Regardless, when a franchisee encounters a problem with a system or a process, or needs an answer in order to proceed – Zors still feel an obligation to respond – and that can prove stressful for both parties. It is important to bear in mind that “giving support” may provide an opportunity to exchange information that will ultimately help to contribute to the success of the franchise system overall.

In this manner, we can have a deeper appreciation for the mutual challenges we face, as well as strengthen the bond the bond between the Zor and Zee.

Gratitude makes sense of our past, brings peace for today and creates a vision for tomorrow. What are you thankful for? With an attitude of gratitude, anything is possible...

West Coast Franchise Expo

2011-11-12T22:46:00.000-08:00

Proven Match made the rounds at the Los Angeles Franchise Expo Nov. 4-6. The annual event sponsored by the International Franchise Association (IFA) offers individuals a means to explore franchise opportunities, as well as to engage in a dialogue with executives from leading franchise organizations. The event provides franchise brands the opportunity to showcase their products, services and business opportunity.

It was great to see our leaders,experts and sages - another warm thank to Scott Lehr, Steve Olson, Jerry Darnell, Marty Greenbaum, MaryAnn O'Connell, Rhonda Sanderson, Kim Ellis and numerous others who support our common goal of empowering franchisors and business owners alike.

Retention and RoyaltiesWhat did we notice? Companies being very picky in awarding franchises. It seems counter-intuitive since lead flow is down doesn't it? Yet, that's exactly what is happening. Smart franchise companies are focusing on the profitability and retention of their current franchisees; while carefully selecting franchisees with a greater likelihood of performance.

It's no longer about bodies and buildings today's mindset is one of sustainability and strategic growth. Companies recognize the success of a franchise system lies in strong validation, attracting and retaining top performers and long-term royalties – its all about compatibility and complementary competencies.

PS: thank you Debbie Shwetz and Jenna Barber for delicious pumpkin spice bundt cake ... we made 3 rounds!

Welcome Aboard Goddard Schools!

2011-11-11T10:33:00.000-08:00

Proven Match is pleased to announce that we have just added The Goddard School ® to our client roster.

The Goddard School ® of Early Childhood Development is ranked 142nd on the 2011 Franchise Times list of Top Franchise Systems. And for good reason: the school offers educational childcare in beautiful, state-of-the-art learning centers at 375 locations nationwide.

Accredited early childhood education programs offered by The Goddard School support the healthy development of children from six weeks to six years. In business since 1988 – and franchised since 1989 – the Goddard School provides the foundation for a lifelong love of learning through their educational childcare programs.

The Goddard School is so committed to the success of their prospective franchisees, that they have recently completed a Top Performer Model on their current franchisees.

The Top Performer Report assesses all franchisees within your system to determine what differentiates your “A” players from your “C” players. This 100+ page report offers 7 assessments in one comprehensive tool, and includes marketing recommendations for attracting top performers.

Tony Padulo, VP Franchise Development and his team will be able to launch and manage prospect assessments and reports 24/7 from the dashboard of their Electronic Profiling System.

We look forward to growing with The Goddard School!

Monet to Speak at FranNet Conference

2011-10-17T15:45:00.000-07:00

FranNet hosts a number of informational seminars on a quarterly basis -- although Spring and Fall are the biggest events for Franchisors. The fall event is scheduled to take place at the Marriot in downtown Louisville, Kentucky from Wed. October 19 – Friday October 21st.

FranNet consultants specialize in helping their clients find the right franchise through their exclusive matchmaking process -- in part using the Personal Franchise Assessment provided by Proven Match.

As president of Proven Match, Monet is frequently asked to speak on how to use the Personal Franchise Assessment to better determine compatibility and predict performance of prospective franchisees. This conference should prove unique as franchisor partners are invited to observe the behind the scenes consultation and week-by-week High Touch Process of the FranNet consultant.

The PFA tool is currently employed by FranNet consultants to advise high-level executives who are considering franchising as well as to provide leads to qualified leads to franchisors.

The seminar with Jack Armstrong and Rebecca Monet will feature an hour on Using the PFA when Consulting with Prospective Franchisees plus two hours on The High Touch Follow-up Process. The three hour session will take place at the Mariott on Friday, Oct. 21st at 1:00 PM.

Armstrong of FranNet New Jersey -- conducts more than 50 seminars per year on franchising, many in close cooperation with leading outplacement firms and Small Business Development Centers.

According to Monet, “Franchisee performance is greatly dependent on cultural compatibility and other complementary competencies within a franchise system. Our tools promise a higher quality candidate, better retention, stronger validation and reduced costs for recruiting, selling, training and supporting franchisees.”

Glad to Have Met You At the Conference!

2011-10-05T16:51:00.000-07:00

Proven Match is pleased to present special introductory offers to attendees of the Franchise Update 2011 Franchise Leadership and Development Conference in Atlanta and the Fall FranNet Conference in Louisville.

Unlike other profiling tools, Proven Match assessments were developed exclusively for franchise organizations. Our tools predict compatibility and performance and promise a higher quality candidate, better retention, stronger validation and reduced costs for recruiting, selling, training and supporting franchisees.

Special Introductory Offers

Unlimited Profiles for 1 -year at a monthly subscription fee of $495 per month.*

30% discount off of your Top Performer Model

*For companies with up to 250 franchisees using the Personal Franchise Assessment. Individual Comparison Reports slightly higher.

For more information on how Proven Match assessment tools can help improve franchisee compatibility and performance, please see: Conference Blog Below or visit our web site.

Proven Match profiling tools are designed exclusively for franchise companies – we have a 17-year history of predicting franchisee performance. Our assessments have been market validated by over 60,000 business owners in all major industries. These assessments are based on statistical analysis with a high degree of accuracy.

Proven Match supports leading franchise brands including BrightStar Care, Spring-Green, Max Muscle, Kitchen Solvers and Martinizing.

858.222.0228

PM Appoints New VP of Sales and Strategic Development

2011-10-03T10:33:00.000-07:00

Proven Match is pleased to announce that Mike Herrera, CFE has joined the organization as it's VP of Sales & Strategic Development. Herrera, a seasoned franchise sales and operations professional, assumes a key leadership role within the organization in terms of forging strategic alliances with franchisors, franchise solutions providers and other prospective partners.

“Mike's 20 years in Franchise development and operations management will provide many opportunities for our company to expand aggressively into the Franchise industry,” says Proven Match, Founder and CEO Rebecca Monet.

Proven Match -- a premier provider of top performer reports, business builder profiles, franchisee assessments, risk and resource index and franchisee training tools -- has been the exclusive provider for FranNet consultants for 15 years.

According to Herrara, “With over 20 years of experience in franchise sales, I would have paid for this service out of my own pocket. I figure I would have earned another $500,000 in commissions.”

Please Join Us in Welcoming Mike Aboard!

Mike Herrera's LinkedIn Profile

Proven Match - It's Given Us a Competitive Advantage

2011-09-27T10:55:00.001-07:00

With lead flow down and money tight, every prospect and franchisee is invaluable. For BrightStar Care, theProven Match assessments have been a vital selection tool since 2009, and according to Shelly Sun, co-founder and CEO, they have enabled her team to experience rapid growth. “It’s given us a competitive advantage.” Sun continues, “The franchisee-franchisor relationship is complex, and costly if a mistake is made,” explains Sun. “Attempting to use employee-based personality tests fall short.”

Proven Match is not a personality test. Personality tests cannot accurately predict franchisee compatibility or performance. However, there is a correlation between a franchisee’s revenue and their Social and Emotional Intelligence scores (SQ and EQ). Dr. Daniel Goleman’s work in EQ and SQ is revolutionary and explains EQ and SQ are trainable competencies and directly affect performance.

Want to learn more about how Proven Match can immediately help your franchise? Give us a call.

Proven Match to Attend Annual Meet and Greet in Atlanta

2011-09-23T18:18:00.000-07:00

With the annual Franchise Leadership and Development Conference just a couple of weeks away, the sales team at Proven Match is already busy gearing up for the event. At Proven Match, our goal is to help franchise companies select a better quality candidate, increase validation, retain top producers, reduce costs and increase profitability.

The 13th Annual “must-attend” Conference – which is to be held at the InterContinental Buckhead in Atlanta -- offers an unparalleled opportunity to network with other franchise sales and development executives. In fact, attendance to the event is exclusively limited to franchisors only.

Not only that, but the Conference offers an array of professional development opportunities for attendees to exchange information and best practice solutions, to help them improve their standing and gain a competitive advantage in the marketplace.

With that in mind, Proven Match is extending special introductory offers to conference attendees. Unlike other predictive analysis tools, Proven Match assessment tools were developed exclusively for franchise executives. Our assessments are proven tools that allow you to recruit, select and qualify prospective franchisees.

Do You Know What Your Top Performer Looks Like?

At Proven Match, we help you discover what sets a top performing franchisee apart from a low performer. We offer assessments and reports on your Top Performers, individual comparisons to Top Performers, as well as franchise development and training plans. These comprehensive reports offer the kind of intelligence to help the Franchisor make more educated business decisions that can ultimately mean the difference between franchisee success and failure.

Are You Using an Employee Profiling Tool When Selecting A Franchise?

A franchisee is not an employee. Thus, it’s not surprising that what makes for a successful franchisee is determined using a very different set of criteria – and is a greater indicator of behavior and performance. Our reports allow you to see instantly which candidates have the greatest potential for success.

Is Your Training Designed with Franchisee Performance In Mind?

Imagine being able to replicate the skills of your Top Performer. The Top Performer Report delineates the precise skills and competencies your franchise needs to succeed within your system – providing a basis to compare, train and support current and incoming franchisees.

Special Introductory Offers

We are extending special introductory offers to attendees of the Conference. Through these special offers, franchise executives may gain access to a vital tool that will enable them to better determine compatibility and predict franchisee performance.

If the answer to any of the aforementioned questions is no, reach out to Mike or Rebecca at Proven Match while at the Leadership Conference to learn more about how take advantage of this unprecedented opportunity.

Mike
C: 949-278-0052
mike@provenmatch.com

Rebecca Monet
C: 760-207-2214
rebecca@provenmatch.com

We look forward to seeing you at the show!

Proven Match profiling tools are designed exclusively for franchise companies – we have a 17-year history of predicting franchisee performance. Our assessments have been market validated by over 60,000 business owners in all major industries. These assessments are based on statistical analysis with a high degree of accuracy.

July Webinar: Evolution of a Franchise System

2011-07-27T23:24:00.000-07:00

If the shoes fits, let them wear it. July webinar registration is open.

2011-07-21T17:06:00.000-07:00

This month's webinar on Wednesday, July 27 at 10a pacific/1p eastern is all about understanding a franchisor's stage of growth and a Franchisee's natural evolution.

Every company goes through five distinct stages of growth. A stage one, or start up franchisor, is probably wearing many, if not every, hat within the company while a stage five has acquired several smaller brands and the leadership and staff have grown to accommodate the growing franchise system.

Organizations grow, individuals evolve and business practices change. Learn what stage of growth your franchise is in and what attributes a franchisee needs to have to be successful with your brand.

Click here to register.

We've updated our website

2011-07-12T18:02:00.000-07:00

Good evening, faithful Proven Nugget followers. A quick note letting you know we've updated our website ... more reason to visit again, and again ... and again! ProvenMatch.com is quickly becoming a go-to resource for sound advice on franchisee development and, specifically, understanding how to find and qualify the best franchisees using our proven system, the Individual Comparison Report and Top Performer Models. What are some of the updates we've made to make the site more valuable?

Our blog has moved from a separate site to ProvenMatch.com
We've added helpful videos helping to explain the 5 Stages of Business Growth and understanding Franchisee Values and Why Franchisee Fit Matters
You can register for our monthly webinars on the site
Did you have a conflict and were unable to attend the last webinar? Each webinar is recorded and also available on the website for instant playback.

Enjoy the improvements, and please let us know if there's anything we can do help.

The first stage of growth in franchising

2011-07-05T19:01:00.000-07:00

Are you a start up franchise carving out a special niche in the marketplace? Do you have a few employees all wearing different hats? A franchisee for a stage 1 business needs a different skillset than in later stages. How do you know that a franchisee candidate has the skill-set and temperment to be sucessful? Check out this quick video to find out - http://youtu.be/FeD1tQI5IJI.

FranNet franchisee interviewed in Detroit

2011-06-27T06:24:00.001-07:00

Mark Cory, a FranNet business consultant based in Detroit, and Ed King, an entrepreneur, were recently interviewed by Crain's Detroit Business and offers up some advice on choosing the right franchise. Both of the gentlemen mentions several great tips for researching the franchisor's Franchise Disclosure Document and other helpful tips. One other added advantage of working with a FranNet consultant is they use Proven Match and our system will immediately help match the franchisees qualities and business acumen with the right franchise - not just any franchise.

"Before buying a franchise, said business expert Ed King, an entrepreneur should make sure that he or she couldn't duplicate the business' success without paying hefty franchise fees and royalties.

Also, he said, be sure to investigate outstanding litigation against the franchisor, be careful to note the size of the territory you're purchasing, the proximity in which the agreement allows the franchisor to locate new franchisees, and what the process is for dealing with franchisees who aren't meeting corporate standards."

Read the rest of the article - http://www.crainsdetroit.com/apps/pbcs.dll/article?AID=/20110619/SUB01/306199998/food-restaurants-boast-big-names-carry-big-risks

Take advantage of franchise brokers with assessment tools

2011-05-17T14:03:00.000-07:00

Steve Olsen with Franchise Update recently completed a three part series on achieving better returns with franchise brokers. Part 3, also featuring a Top 10 Tips for Broker Success, is available here if you’d like to take a look. #7 on the list, View Your Active Broker as a Part of Your Sales Staff, really makes a lot of sense. Does your franchise use any profiling tools to help see if one franchise prospect is a better fit compared to another? If so, you probably want to consider giving your broker access to your tool. And why not partner with a broker organization like Frannet that already uses Proven Match? Frannet publishes a simple five-step process for prospective business owners:

1 – Complete a quick, six question form requesting name, address, email address and phone
2 – FranNet Consultant meets to determine your goals and needs
3 – Receive your Personal Franchise Assessment Profile
4 – Decide if franchise business ownership is for you
5 – Get matched to the right franchise business for your goals and lifestyle

Interested in learning about how your franchise can implement a similar Assessment tool? Contact jerry@provenmatch.com.

Small Business loan recovery? That doesn’t mean open the flood gates.

2011-05-09T17:56:00.000-07:00

A recent news release from JP Morgan shows there’s a light at the end of the lending tunnel. On April 26, the bank announced that it would increase its commitment to lend $12 billion to U.S. small businesses in 2011, a 20 percent increase over 2010. You can read the full story onTheStreet.com.

Although the nation’s other two biggest banks, Bank of America and Wells Fargo, don’t have a similar commitment to lend to small businesses, they say they’re optimistic about keeping up a robust effort. Already, in the first quarter of 2011, Wells Fargo made $3.7 billion in new loan commitments to U.S. small businesses. “This is a 27 percent increase over the first quarter of 2010,” according to Marc Bernstein, head of Wells Fargo’s Small Business Segment.

So what does all this mean for franchising? Small businesses and franchises rely on loans for start up, expansion, store renovations and countless other needs. And when franchisees don’t qualify for or can’t find funding, franchise growth slows to a standstill, qualified investors don’t have the capital to open new businesses and the entire small business economy gets restless. Do you have several dozen interested investors in the pipeline? You may want to make sure they really are a good fit with the Proven Match Top Performer analysis and Individual Comparison Report before signing them up. Change your typical interview and application process into a system that’s 94% accurate. Interested in free trial? Contact Jerry Gilmore for more information.

BrightStar Care on Undercover Boss

2011-04-19T18:36:00.000-07:00

Two nights ago Proven Match experienced a tiny victory. One of our favorite clients and biggest advocates, BrightStar Care, was featured on Undercover Boss on CBS. Miss it? You can watch the full episode on the CBS website.

BrightStar is an amazing story. Founded in 2002 by Shelly and JD Sun, BrightStar provides the full continuum of homecare, (including adult and elder care) childcare (including newborn care, babysitter and nanny services) in addition to medical staffing services for individuals, families and healthcare facilities. They’ve quickly grown to over 130 franchises and $100 million in total revenue.

One of the only ways to achieve that kind growth is by partnering with the best franchisees. And that’s where Proven Match comes into the picture. BrightStar recently completed the second Top Performer assessment and consistently uses the individual comparison report to evaluate if a new candidate is a good fit for the BrightStar family.

Interested in seeing a sample Individual Comparison Report and learning more about Proven Match? Contact Jerry Gilmore @ jerry@provenmatch.com.

How do your NCAA brackets look?

2011-04-04T10:13:00.001-07:00

The NCAA Tournament is coming to a close, and according to ESPN over 5.9 million brackets were completed in the annual Tournament Challenge. Office pools, friend pools, knockout brackets … it seems like this is one of two sporting events each year (the Super Bowl is the other) gambling opponents turn the other cheek, office managers become bookmakers for our $10 or $20 entry fees and millions of people attempt to predict the future.

Of the 5.9 million+ ESPN bracketologists, only TWO PEOPLE predicted the the four teams that would make the Final Four – amazing. And less than 7% predictedVCU and Butler would make the Final Four. Here’s an interview with one of the two, Joe Pearlman.

What if we told you Proven Match can predict a prospective franchisee’s success 93.6% of the time?

How many successful entrepreneurs would fail an IQ Test?

2011-03-31T08:18:00.000-07:00

We ran across a blog entry posted by a psychology professor at the University of London and thought we would share. Have you ever measured your IQ? Did you ever think that your IQ has a direct relationship to your decision to becoming a franchisor, franchisee or investing in a franchise opportunity?

Take a look at the article by clicking here.

At Proven Match, we believe in measuring Social and Emotional Intelligence; it’s a more accurate science than IQ and is much easier to test. We also think:

IQ might have a correlation to traditional job success, but not to buying a franchise.
We might even argue that buying a franchise and entrepreneurship are two different things (and we’ll leave that explanation for a future blog post).
There are several other factors that affect entrepreneurial success.

Creating Your Personal Brand

2011-02-10T18:08:00.000-08:00

By Brian Tracy (reprinted)

Just as surely as building a powerful brand is the key to differentiating a product in the marketplace and thus building a successful business, so creating a strong personal brand is the key to differentiating yourself from your competitors, thereby ensuring your own success as well as that of your business. Your personal brand determines how people respond to you, whether they listen to you, buy from you, how much they buy, what they are willing to pay, and so on. Promises You Make

Your personal brand makes a promise: “If you buy from me, you will receive a specific value in return.” This promised value will be born from the values, virtues, qualities, and attributes by which you become known. For example, you may want to create a personal image—a brand—of a person who always operates at a high level of integrity, consistently walks the talk, is an exemplary leader, and goes the extra mile to ensure customer satisfaction. Who is your ideal customer? What values, virtues,qualities, and attributes will he be looking for in a supplier of your product? Do you match this profile? If not, do you have a burning desire to be this kind of person? These are the key questions you must ask yourself when beginning to build your personal brand. Promises You Keep

Unmet expectations are the arch enemy of any relationship. This is no less true in the relationship between you and your customers. Your brand as a person is determined in large part by whether you consistently deliver on your promises. Do you keep your word? Do you follow up? Do your words and actions match with the image you want to create—that is, with the values, virtues, qualities, and attributes you claim as your own? Constantly examine your behavior. When you slip, resolve to get back on track. To build and sustain a powerful personal brand, your message must be an accurate reflection on you, the messenger.The Whole Package

Pay close attention to your entire image. Of course, your character is of paramount importance. But you make an impact on people in other ways as well. Your appearance—the clothes you wear, your personal grooming, your posture—has an enormous emotional impact on how other people see you, think about you, and relate to you. Your attitude is vital. If you are genuinely pleasant and cheerful in your interaction with others, they will enjoy being with you. They will be more inclined to trust you and do business with you. Overall Behavior

Your overall behavior strongly influences the impressions others have on you. Be punctual for meetings and appointments. Be absolutely reliable, always keeping your word and your commitments. Should you fail in this area, communicate with the other person as quickly as possible, offering your apology, explanation, and assurance that it will not happen again. Pay close attention to the quality of your work. In the long run, there is nothing that will so determine your success in building and sustaining a powerful personal brand as turning out high-quality work, over and over again, and over a long period of time. Action Exercise

What words do people use when describing you? What words do you want people to use when describing you?

Self-Motivation: Keep on Keeping On!

2010-12-22T12:41:00.000-08:00

What motivates a business owner to carry on no matter the challenges? What is it that keeps a franchisee striving to improve, excel and perform? What engages a franchisee’s commitment to your organization’s vision and goals? Is there a way to determine in advance of awarding a franchise if a prospect has what it takes to achieve goals and be motivated against all odds?

Inner strength comes from a desire to succeed; an ambition to achieve goals. Those goals are as individual as the franchisee who set them but research into how successful franchisees motivate themselves can be defined using three categories within Dr. Daniel Goldman’s Emotional Intelligence “Self-Motivation” model including:

Achievement drive: This competency measures your prospective franchisee’s ability to strive to improve or meet a standard of excellence.

Commitment: This competency measures a prospective franchisee’s ability to embracing your organization’s vision and goals.

Initiative and Optimism: These are twin competencies that measures a prospective franchisee’s ability seize the opportunities and allow them to take setbacks and obstacles in stride.

People with a high degree of “Self-Motivation Competence” are results-oriented, with a high drive to meet their objectives. They set challenging goals and take calculated risks. They pursue information to reduce uncertainty and find ways to do better. They learn how to improve their performance.

The Proven Match 7 Elements of Performance, including Element 2: Social and Emotional Intelligence assessment can assist you to determine if your prospect has what it takes to excel within your organization.

Fear is a Perception

2010-12-06T19:53:00.000-08:00

Fear makes man believe the worst. Yet, the science of what triggers fear in one person and not another continues to baffle and confuse. How can one prospect be fearless while having few resources, while another is unable to risk even a small portion of their vast resources? Equally, interesting is how greatly varied the stimuli that triggers fear and prevents one from taking action.

Maslow Said it Best

According to Abraham Maslow’s Hierarchy of Needs, safety is as important as food, water, air and shelter. How long can someone survive without food, water or air? This reminds me of a story. A young man wanting to understand the secret to success left his big city life and travelled to Omaha to seek the advice of Warren Buffet. A naturally generous man Mr. Buffet granted him audience and agreed to answer his question.

“Mr. Buffet, what is the secret to success?” asked the young man.

“The answer lies just beyond the barn; come walk with me,” said Mr. Buffet while pulling on his boots.

Tromping through the melting snow, the young man grew increasingly curious what lie just around the corner.

“There. There is the secret to success,” said Mr. Buffet pointing at an abandoned feeding troth.

Traversing as best he could the mud and snow in his fancy Ferragamo shoes the young man finally found himself standing upright at the edge of the troth filled with icy waters.

“Here? The answer is here?” He asked pointing at the troth as if beginning to doubt the sanity of the rich old man.

“Yes. There beneath the water. Look closely,” said Mr. Buffet.

Just as the young man leaned over the troth to get a closer look, the older man grabbed his head and dunked it in the icy water holding him there for what seemed an eternity.

When finally able to wriggle free from the old man’s tight grasp the young man came out sputtering, gasping for air and ready to fight.

“What are you doing?” The young man yelled.

“Sharing the secret of success,” said Mr. Buffet. “The secret is in wanting success as much as you wanted to breathe.”

There you have it a cute but impractical and counter human instinct story. No one wants success as much they want safety and security. The need to have and maintain safety will always outrank the willingness to risk it for success.

Why is this important when it comes to selling franchises?

Because no matter how lovely the idea of owning a business, until our prospects feel safe they will encounter fear. Fear is hardwired within us to alert us to dangerous. It empowers us to fight the enemy i.e.: project timelines, sales quotas or mortgage payments or run like a gazelle from stupid bosses, disappearing industries or competition too big to battle.

Here’s the twist. People neurologically register ‘safety’ and thus trigger fear (fight, freeze and flee) differently. Yes, both fear and safety are perceptions. What is safe to one person may be risky to another. Remind me later to tell you about a 66 year old multi-gadzillionnaire friend who went back to work when she lost $30,000 in the stock market. Yes, I know gadzillionnaire is not a word.

So what causes your prospects to experience fear and back away from your business opportunity? This is the first of six articles on the Fear Factor addressing ways to recognize your prospect’s Set of Fears and avoid the landmines that can prevent a sale. Yes, fears come in SETS.

Is Multi-Unit Franchising Right for Everyone?

2010-11-05T20:46:00.000-07:00

"Historically unprecedented." That's what Darrell Johnson, President and CEO of FRANdata, says about the fact that about 50 percent of all franchise units are now owned by multi-unit franchisees. In her article: Multi-Unit Franchising is on the Rise Patricia Schaefer asks the question: "is multi-unit franchising right for everyone?"

The Proven Match assessment identifies those prospective franchisees cut out for multi-unit operations and/or to be investors in a multi-unit strategy. To learn more about the psychological and social markers of a multi-unit franchisee ask for a sample Personal Franchisee Assessment Report.

Perception Matters

2010-10-22T22:29:00.000-07:00

Perception is everything, especially when it comes to branding. Here's an example borrowed from MSN on Tropicana attempting to rebrand orange juice. On the right the familiar juicy orange with inserted straw carton and on the left the failed rebranded simplified more 'green' carton. Are we surprised Tropicana orange juice sales dropped dramatically?

Let's look at this scientifically from the concept of Buyer Motives. The trend today from food to furniture and clothes to cars is clean and green, organic and practical and of course simple and socially aware. The carton to the left attempts to do just that: colors subdued, fonts and graphics less bodacious, screw cap removed so as to not end up in the landfill. However, it falls short in many ways.

In the new design, the Tropicana logo uses a much smaller and narrower font. It is also displayed vertically which makes it really difficult to read. The slogan “100% Orange” is what is displayed horizontally and feels as the brand name. In addition, the main visual element was changed to a photo of a partial glass (visual illusion?), full with orange juice. There is also very little white area, so less contrast and more blurring of the visual elements. And when you actually look at the juice, it looks as someone spent hours in Photoshop trying to remove any sign of pulp and freshness. Overall, the box looks synthetic and of a no-brand orange juice made out of concentrate.

It seems the attempt by Tropicana was to go after a different market share: the Societal. The Societal is well-educated, successful, typically 55+, health conscious, and desires to make a difference in the world. The Societal likes things simple, uncomplicated, hates to be 'sold' and demands authenticity. The Societal probably went to a health food store yesterday and is now eating a freshly peeled orange along with a slice of whole grain bread for breakfast.

One customer said he had been buying Tropicana orange for his grandmother for 2 years, because she said it was the best. When he brought home the new carton his grandmother she insisted the juice was nothing more than water and told him to never bring that cheap stuff home again. It was the SAME orange juice the only thing that had changed was her perception because the carton was washed out and rebranded.

So, I had to ask myself who is the end-user of Tropicana orange juice? Is it the Societal? If so, what percentage? Or is it a product better suited for the ever busy, up and coming two-income, two-executive, two children household? Thus, convenience a driver in their buying decision. They want healthy children but let's do it pronto - give the kid a straw we don't have time to squeeze oranges and/or pour it into a glass (figuratively speaking of course). The Emulator and the Achiever have lifestyles that require quick thinking and decisions as they juggle family and career . . . Tropicana has seconds to attract their attention and communicate: healthy convenience. The carton on the right does that. Perception matters.

Compassion: are we too self-absorbed to recognize the needs of others?

2010-10-22T21:57:00.000-07:00

It is no secret one's Emotional Intelligence plays a large role in success or failure in life and in business. Listen to Dr. Daniel Goleman, author of Emotional Intelligence, as he asks why we aren't more compassionate more of the time.

Gossiping and Confidence

2010-10-17T23:48:00.000-07:00

There is no disputing the connection between self-confidence and performance and success. I was recently asked by a franchisor how do you build a franchisee's self-confidence - for that matter what effects one's self-confidence? The Focus Preference Module of the Proven Match Top Performer Inventory measures self-confidence yet we do not address how to build self-confidence. Our franchisor was wise to ask.

We know feeling competent makes a difference in self-confidence. Thus, training, support and experience, in time will build a franchisee's confidence. Yet, science tells us it's the intangibles that seem to have a greater impact on self-confidence in particular a clear conscience and strength of character. A life lived with self-discipline, courage and integrity has another benefit, more happiness.

This video by Gretchen Rubin author of the the Happiness Project a Scientific Approach ... highlight at least one way to increase confidence and achieve what you want: Stop Gossiping.

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What Motives Your Prospective Franchisee?

2010-10-06T12:14:00.000-07:00

The only true predictor of behavior is one's motivation or value sets. A prospective franchisee's value set determines what business they will be attracted to and how they will spend their time, money and energy to build that business. There are 4 distinct Value Sets. Learn more about the Belonger Value Set Here.

Marketing: Mr. Rogers Neighborhood Style

2010-09-30T01:34:00.000-07:00

Borrowed from Fast Company expert blogger Sam Ford here are a couple of lessons we (franchisor and business owner alike) can learn from Mr. Rogers.

1.) Relationship-Building Trumps Flashiness: It's hard to imagine a children's show getting less flashy than Fred Rogers. Most of the time, it was him directly addressing his viewers. He took us on trips to see a few guests. And he had people stop by. Even his "make-believe world" was of the decidedly low-tech sort. Yet, I don't remember ever feeling bored when spending time with Mr. Rogers, because he replaced that flashiness by building an honest relationship with his viewers, by making the show constantly address "our" concerns...at least as best a television personality might do in the days of a one-way medium.

2.) Don't Promise More Intimacy than You Can Deliver: A few months back, I distinctly remember stumbling upon an episode of Mr. Rogers' Neighborhood in a hotel room somewhere when the most extraordinary thing happened: Fred looked into the camera, and he said something along the lines of, "I've really enjoyed talking with you this week. I hope I have answered a few of the questions you've had. I really wish I could know each and every one of you personally, but unfortunately this television show is the only way we have to talk. If you have other questions that I haven't answered, find someone you love and who loves you in your own life and ask them." Really, is there a more perfect mindset that brands should take, online or off?

Want more?

Stages of Growth of Franchise Systems

2010-09-28T22:54:00.000-07:00

There are 5 predictable stages of growth in every franchise system. Learn about stage one here:

Great Leaders are Effective Psychologists

2010-09-12T23:34:00.000-07:00

"Almost by definition to be a great leader you need to be an effective psychologist", Mark Suster two-time successful entrepreneur says. I agree great leaders are folks with a strong understanding of people: what motives and inspires them or causes them fear and hesitancy.

Mark Suster started his first company in 1999 and was headquartered in London, leaving in 2005 and selling to a publicly traded French services company. He founded his second company in Palo Alto in 2005 and sold this company to Salesforce.com, becoming VP of Product Management. He joined GRP Partners in 2007 as a General Partner focusing on early-stage technology companies.

READ ARTICLE HERE.

Scientists identify the brain’s fairness spot

2010-09-08T15:44:00.000-07:00

Fair and equitable are foundational principles within a franchisee-franchisor relationship. Without it one can expect unhappy, poor performing and at times litigious franchisees. An interdependent and equitable arrangement provides strong system-wide validation, greater franchisee satisfaction and in turn greater performance. Together franchisee and franchisor grow market share, increase brand recognition and profitability.

I recently read an article on the brain ... okay I'm always reading articles on the brain ... this one I thought I would share with you regarding 'equity or fairness' written by Life Science staff writer Rachael Rettner. Here's a small exerpt:

• It is human nature for us to dislike unequal situations, and we often try to avoid or remedy them. Now, scientists have identified the first evidence of this behavior's neurological underpinnings in the human brain.

• "Our study shows that the brain doesn’t just reflect self-interested goals, but instead, these basic reward processing regions of the brain seem to be affected by social information," said study author Elizabeth Tricomi, a professor of psychology at Rutgers University in New Jersey. "That might explain why what happens to other people seems to matter so much to us, even when it might not actually directly affect our own situation."

READ ARTICLE HERE

Read more from

The Culture of Fear

2010-08-06T10:33:00.000-07:00

In case you didn't see it, a report in the New York Times earlier this week offers a stark example of what can happen when the culture of an organization discourages open and honest dialogue. Read more of FEAR KILLS in Scott Eblin's Next Level Blog.

How to Build a Culture of Trust

2010-08-03T04:32:00.000-07:00

If you choose to read any of the extensive literature in your local bookstores or online that address team effectiveness, it will almost always center on the simple fact that trust is the most important element in building a winning team. Read this aritcle in Inc Magazine by Lou Dubois: How to Build a Corporate Culture of Trust.

Boot Camp Boogie

2010-07-21T21:35:00.000-07:00

Just returned from FranNet's 2010 Boot Camp. What a fabulous turnout. Old friends and faces and new friends and faces all focused on assisting potential business owners in the process of franchise selection. Each time I attend one of these meetings I feel like I'm coming home. Each time I say 'see you soon' I feel like I'm saying goodbye to family. As with all families we come in various shapes and sizes, ages spanning from 20'something to crones, sages and mentors dedicated to empowering those within the organization and franchising. Thought I'd share a few insights and ah ha's from the seminars, group outings and social get togethers.

Wise and Simple Frequently Go Together
Not certain if simplicity opens the door to wisdom or wisdom enables us to see how simple things can be. Nonetheless the message was clear from the simple message of 'attitude creates' that Dave Hiatt from Sandler Sales Training shared, to Jania Bailey's point within her presentation regarding 'authenticity', to the Signworld do you really know your colleague game we played aboard our dinner cruise which stimulated conversation about what really matters in life 'intimacy' - the safety and receptiveness of truly knowing others.

Integrity Always Trumps Recognition
I looked about the room that first day at Boot Camp and saw wise, wrinkled, graying and aging FranNetters sprinkled amongst the young, aspiring and up and coming. These are men and women whose moment in the spotlight had passed and recognition no longer forthcoming. Although considered dated and past their prime...they were there. They were there not for the recognition but to share, inspire and encourage others. Integrity is like that it has no need to be center stage but instead basks in having blazed the trail so others might have the benefit of their inertia.

A sales business is often a culture of 'what have you done for me lately' or 'you're only as good as your last sale'. And as you know I'm fascinated by culture its value, limits and expression. I look forward to studying various sales cultures and their results both short term and long within franchise organizations in an upcoming assessment module: sales styles and aptitude. Stay tuned.

Proven Catalyst

2010-04-11T22:13:00.000-07:00

Strategic Alliance: Process Peak and FranNet

FranNet and Process Peak announced at FranNet’s Spring Conference on March 25th in San Antonio, they have formed an alliance featuring FranNet’s new profiling software tool named Proven Match. Proven Match provides the only science based and statistically validated menu of franchisee-franchisor psychometric assessments. This outstanding profiling tool coupled with Process Peak’s franchise awarding platform Pipeline Catalyst will take awarding new franchises to a new level.

Jania Bailey, President of FranNet stated, “FranNet is committed to finding the best possible candidates for our Franchisor Partners and helping those candidates move through the franchise evaluation process in a logical and professional manner. The combination of Proven Match and the Pipeline Catalyst provide the Franchisor and the prospective Franchisee with the information and tools necessary to reach the best possible decision for everyone concerned”. Steven Rosen, Chairman of FranNet added "We have partnered with Proven Match because we believe that the software tools developed by Proven Match represent a revolutionary as well as scientific way for the franchise industry to profile franchise candidates who will become the top performers in their system. It is a state-of-the art approach to statistically measuring attributes which enhance the probability of success".

“We are frequently asked if we offer a profiling tool with our well principled awarding platform, when Proven Match was unveiled to us we were immediately impressed and knew it would complement our process” said Mark Franklin CEO of Process Peak. In today’s business environment it is critically important that prospects understand the franchise opportunity they are considering and franchisors know if a candidate is a good match for their system. Together, Proven Match and Process Peak do just that. To request a demonstration on Proven Catalyst click this link: Proven Catalyst

Promotional Announcement
Proven Match and Process Peak are pleased to announce promotional pricing to all FranNet Franchisors. This promotion reduces regular pricing by 25% and will be good until May 1st 2010. To take advantage of this promotion all you have to do is provide a 20% deposit and begin to build out these tools by July 1st 2010. If you would like a demonstration on these incredible tools please click on the link provided and a representative will contact immediately.

Great Leaders Thrive in Difficult Times

2010-04-05T10:36:00.001-07:00

Tough times are when great leaders show their stuff. If you look at many of the famous leaders throughout history, you'll notice they became famous because they navigated through seemingly impossible times. They held the flashlight at the end of the tunnel ... read more at Inc.com.

Heart of a Racehorse

2010-04-05T10:33:00.000-07:00

All thoroughbred horses slow down after running a quarter-mile. But in 1972, a horse named Secretariat provided the exception to that rule. He actually ran faster with each succeeding fraction after the first quarter-mile. His freakish record was due to the fact that he had a heart larger than the average racehorse.

The average thoroughbred racehorse's heart is 8.5 pounds. After his death, Secretariat's heart was found to weigh 22 pounds. That is probably the secret to wining long races. It has been often said that success is 25 per cent hard work and 75 per cent heart.

The bigger your heart the better your chances are of sustaining momentum through stretching distances. And even if you have faltered in the middle, don't worry, there is such a thing called a second wind.

Results of Culture?

2009-04-20T22:39:00.000-07:00

Efficiency and productivity are strategic imperatives in every corner of industry—from energy consumption to business processes and everything in between. How any and everything connects to the bottom line is fair game for scrutiny…or is it?

What about the effects of executive leadership style and resulting corporate culture? Do certain leadership styles have a competitive edge? Could “CEO as brand” actually kill a company? What are your thoughts?

Business Psychology

2009-04-12T20:35:00.000-07:00

The performance of business organizations depends on the performance of employees and the needs and expectations of the consumers, and so the ‘human’ factor is central to the success of any business. In recent years, say from the last part of the 20th century, there have been several changes in our understanding of human nature as it relates to work and performance in organizations and the primary focus in now on communication, leadership skills, and employee satisfaction. All these factors are important in enhancing the overall performance of any business organization. Read more about the psychology of employees and consumers here.

We Are Maven's

2009-03-20T19:31:00.000-07:00

According to Wikipedia, the term Maven was first recorded around 1952. It is derived from a Yiddish word (meyvn) which means understanding.

It was later popularized by Malcolm Gladwell, in Tipping Point who suggested that "mavens may act most effectively when in collaboration with connectors - i.e., those people who have wide network of casual acquaintances by whom they are trusted, often a network that crosses many social boundaries and groups. Connectors can thus easily and widely distribute the advice or insights of a Maven".

It is no secret!

As Mavens we use knowledge, science and understanding as raw material to forge new ideas and workable solutions for the new challenges we face every day; the solutions that will determine whether we rise above the the challenge, or slip into a tailspin. The challenges facing franchisors today include recognizing and attracting prospective franchisees that fit within their culture and system. Franchisees that will performer year over year, validate well and grow market share. It is no secret a franchisee that is compatible will outperform someone who is not a good fit. Now the question is who is your compatible prospective franchisee and how will you know without some measurement?

The Age of Culture

2009-03-17T16:25:00.000-07:00

What you stand for is as important as your product or your service. We have moved from an Agricultural age, to an Industrial age, to an Information age and are now in the Culture age. Studies show a company that has a clearly defined culture and set of values is more successful. Listen to Elmdea Bean as she speaks on Values, Executive Integration and Coaching. Listen >>>

Social Intelligence and Leadership

2009-03-15T19:10:00.000-07:00

What does Social Intelligence have to do with Leadership. A lot! Hear it from Deborah McGarth of Millar McGarth Associates. Even Columbia Business School has figured out success and leadership has much to do with Social Intelligence. The study of achievement and performance regularly points to ones social and emotional skill sets. Want a top performer here are some tips: Read More >>> Proven Match using the science of Emotional Intelligence measures a franchisee's competencies within the social and emotional dynamic of building a business.

Top Performer Process

2009-03-09T22:26:00.000-07:00

Step 1 - Determine Reference Model
Reference models are customized ideals for your franchise organization. Ideals can include but are not limited to: ramp-up time, sales performance, attitude, validation, etc. When reviewing top performing franchisees within your system determine factors your company considers must haves to be compatible. We are delighted to assist in clarifying your reference model.

Step 2 – Benchmarking
Carefully select franchisees that meet the factors you consider to be the ideal reference model for compatibility and performance. Do not make exceptions or compromise. Separate your franchisees into 3 categories, top, average and low performers. Then profile all franchisees within your system.

Step 3 – Build Campaign
Using our website you will build a step-by-step campaign to assess your best performing franchisees. Within minutes of competing campaign your top performer selectees will receive an email with a link to take the assessment. Assessment takes only a few minutes and individual results are immediate. Campaign progress is managed from website.

Step 4 – Top Performer Report
Once all assessments are complete Noodle Metrics will provide and review your company’s Top Performer Model. Your Top Performer Model will outline the indicators that set your top performer apart from you low performer as well as offer suggestions for attracting more compatible top performers.

Step 5 – Compare Prospective Franchisee to Top Performer
Using a customized link or portal the Top Performer assessment tool will screen prospective franchisees for compatibility and performance and compare them to your current Top Performer. The Top Performer allows you to make intelligent decisions using proven science.

Cultural Index

2009-03-07T22:06:00.000-08:00

The major distinguishing feature in comparing company’s success or non-success is in their most important competitive advantage and key ingredient to success – organizational culture. The long term success of companies has had more to do with company values, vision, and beliefs then market focus, competitive positioning, and resource advantage (Palmer, 1999).

Schein (1992) defines organizational culture as: A pattern of shared basic assumptions that the group learned as it solved its problems of external adaptation and internal integration, that has worked well enough to be considered valid and, therefore, to be taught to new members as the correct way to perceive, think, and feel in relation to those problems

Daniel Denison and William S. Neale (2003) conducted several studies examining the impact of organizational culture on performance and has identified four organizational culture traits that impact performance.

Seven Dimensions of Compatibility

2009-03-05T22:18:00.000-08:00

The Noodle Metrics integrates 7 key behavioral dimensions into one comprehensive psychometric assessment. Thus, it achieves a much greater ability to accurately predict behavior and business success. The Top Performer Inventory is a state-of-the-art assessment tool that enables franchise companies to predict the success of their candidates with 90% - 95% accuracy, compared to most personality tests that only produce about 55% accuracy.

The Noodle Metrics Top Performer Inventory goes one step further by assessing compatibility. By determining your franchise company’s unique reference model we are able to effectively predict franchisee-franchisor compatibility.

1. Values
2. Prime Directives
3. Business or Work Style
4. Business Focus Preference
5. Core Competencies
6. Meta Programs
7. Cultural Index