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How to Negotiate Your Franchise Agreement
Learn how to negotiate a franchise agreement and avoid signing a contract that can obligate you to some provisions that may be difficult to meet. Follow these steps and you’ll protect yourself from potential problems and disputes.

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Dont NOgotiate Negotiate Master the science of good negotiating
Closing a sale doesn’t always happen as easy as we hope. It’s great when it does, but there are times when the prospect wants to negotiate. Sometimes, they need to negotiate because they have a true requirement that still needs to be addressed. Other times the prospect just wants to feel like they won something and negotiate just for the sport because it feels good when they win. Whatever the reason, there are ways to handle a negotiation that lets everyone win.
Master Franchisee vs. Franchisee?
Q: What is a Master Franchise or Area Representative? A: The BEST kept secret in business today…. Imagine sharing in the royalty income generated by all of the Subway Sandwiches’ or Domino’s Pizza’s operating within your city. A Master Franchisor shares in the income generated from the units operating within his/her territory. A Master Franchisor (also referred to as a sub-franchisor) is someone in the unique position of owning the rights to sell business franchises in a given area. This territory can be a major metropolitan area, an entire city or in some cases the whole State. The Master franchisor rarely works in the day-to-day operations of the unit; rather your job is primarily a business consultant to the franchisees.

Ending the Franchise Relationship
Sooner or later, every franchisor is faced with the difficult task of ending, or terminating, a franchise. How should the franchisor proceed? What rights does the franchisor have? What rights does the franchisee have? This article is a primer on what the franchisor needs to know to avoid problems. peter macrae dillon Siskinds franchise franchisor franchising lawyer attorney Toronto Ontario Canada www.franchiselaw.ca
Franchisee/Franchisor Relationship Requires Mutual Trust, Respect
Trust is the foundation of any good franchisor/franchisee relationship. The franchisee is entrusting his livelihood to the franchisor. The franchisor, in turn, is trusting the franchisee to protect the reputation of the franchise brand.

Qualities to Look for in a Franchisor
The franchisor is the person who helps you to succeed as a franchisee. So, look for leadership qualities, experience and integrity while searching for a franchisor.
Negotiating the Terms of Your Franchise Agreement
It is of course up to the franchisor to decide whether one not its franchisees can negotiate the terms of a franchise agreement. Unsurprisingly, the majority of large, established franchisors will not allow franchisees to make changes to the franchise contract.
What You Should Know About Your Franchisor Before Signing On
You are required to choose the right franchisor, if you want to succeed as a franchisee. For that, check out the brand-name of the franchisor as well as the litigation history of the franchise.
Stress-Free Selling® - Stop Giving Deals!
Do you know why most people ask for discounts? Because they can! Sometimes, it's that simple. No one wants to be taken advantage of, and if they think they'd be foolish not to negotiate, they will. This does not mean they will not pay full price!!!! As long as you are willing to bargain, you will be asked to do so. If you do not negotiate, negotiation becomes a non-issue. . . even if everyone else in your market gives in. Here's proof...

Is Your Franchise a 20-Year
The typical franchise agreement is usually for an initial term of 5 to 10 years with a right to renew for an additional term. This means that at some point in time the franchise relationship may end if the franchisee does not exercise a right to renew or where the franchisee has no additional right to renew and the franchisor refuses to renew. In representing prospective franchisees, I have had numerous occasions to ask the franchisor: “What happens after 20 years when the renewal term ends?” Surprised at the question, the candid response by the franchisor was “I don’t know, we haven’t been operating that long.” My reply was that according to the literal terms of the franchise agreement, there is no legal obligation for the franchisor to renew the franchise agreement again even if the franchisee wants to.
Special Issues for a Subfranchisor
If you want the right to sell franchises on behalf of a franchisor and, perhaps, also operate your own franchises, you may want to become a subfranchisor. A subfranchisor is sometimes called a "master franchisee," particularly in international deals. A subfranchisor steps into the shoes of the franchisor and acts as the franchisor in a given area (for example, state or county). A subfranchisor sells its own franchises and directly enters into a franchise agreement with a franchisee. The franchisor is not a party to the franchise agreement. A subfranchisor is subject to the FTC Franchise Rule and state franchise registration and disclosure laws to the same extent as a franchisor. Therefore, a subfranchisor is obligated to have its own Franchise Disclosure Document.

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