FRANCHISING FIELD VISITS
Developing an effective field visit programme

Field visits are an essential element of every franchise system. They play an important role in the successful management of franchisee and company-owned operations.

Field visits are conducted by franchisor representatives, normally called ‘field managers’ – but sometimes also referred to as field representatives, franchise consultants, regional managers, franchise support managers, regional managers, and a variety of other names.

A field manager has several roles – and these are critical to running a successful franchise system. And a field manager is more than just an inspector. Indeed, as outlined in the adjacent book written recently by Greg Nathan, a field manager can also be a financial consultant, IT consultant, operations expert, marketer, coach, trainer and facilitator to franchisees. Importantly, field managers and franchisees must develop mutual confidence, respect and trust in order to maintain a positively rewarding working relationship.

The advantages of implementing an effective field visit programme are compelling, and include:

• Improved franchisee profitability
• High customer service standards
• Keeping the franchisor in touch with the coal face
• Maximising local market share
• Building commitment to system wide vision and brand values
• Enhancing the franchise relationship

Importantly, however, a franchise field visit programme must be structured well to achieve these benefits. Franchisors need to develop or have an infrastructure in order to effectively establish, develop and manage field managers/consultants.

For more information on evaluating or developing a franchise field visit programme, we strongly recommend reading Greg Nathan’s book “The Franchisor’s Guide to Improving Field Visits.” [To read a review of the book, written by one of our consultants, click here].

For more information on our field visit development and implementation services, please contact Win Robinson by phone (09 523 3858) or email (win@fcnzl.co.nz).

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