NEW ‘LEADING-EDGE’ FRANCHISEE SELECTION TOOL PREDICTS TOP PERFORMERS MORE THAN NINE TIMES OUT OF 10

A new selection tool to help franchisors find the most suitable franchisees can predict which candidates will have ‘above-average’ yearly sales more than nine times out of 10, says Fred Berni, President of Dynamic Performance Systems Inc.

The FranchiZe Profile, developed to replace Dynamic’s successful Franchisee Potential Profile, is the result of years of research in the field combined with input from franchisors on what traits should be measured in the search for the perfect franchisee.

Recent validation studies show the FranchiZe Profile has an astounding accuracy rate of more than 90 percent.

"The FranchiZe Profile cuts to the very heart of what it takes to be a successful franchisee, predicting not only sales performance but how well a candidate will fit into a particular franchise system," says Berni. "You often hear that location is the single most important factor in predicting the success of a retail establishment. Interestingly, we have found that if you take a poor performing location and simply replace the franchisee with someone more suited to your business, sales will improve."

Berni notes that his profiles have helped his clients turn around poor performing locations, no matter where they are located, producing sales increases of up to 40 percent.

The FranchiZe Profile predicts the performance level of potential candidates in such areas as:

• Responsiveness to customers.
• Employee involvement orientation.
• Positive attitude for success.
• Drive for success.
• Sales Orientation.
• Social orientation.
• Independence orientation.

"What makes this tool unique is that it has been designed to predict actual performance by comparing each candidate to other successful franchisees and rating them accordingly," says Berni. "It can be easily customized to each franchisor by establishing a benchmark for the system’s ideal franchisee and then predicting how well each candidate will perform against the benchmark."

Dynamic has also developed an interviewing workbook to help its clients further refine their selection process. Each report automatically includes a copy of this workbook.

A third benefit of the FranchiZe Profile is that it results in recommendations on training and developmental issues. "This is important, because it help franchisors further improve the odds of a candidate’s continuing success," says Berni.

An easy-to-use questionnaire takes about 30 minutes to complete, and the analysis is provided to the client via mail, facsimile or on diskette for the Windows operating environment within 24 hours.

Dynamic Performance Systems, based in Etobicoke, Ontario and Buffalo, N.Y. has been working with North America’s leading franchise systems for almost 10 years. Its clients include winners of the Canadian Franchise Association’s coveted "Award of Excellence in Franchise Relations" such as M & M Meat Shops and Color Your World.