The Franchising Handbook: Endorsed by the International Franchise Association Book

	Preface: The Management of Franchising in the Twenty-First Century
	Acknowledgments
	Introduction to Franchising and the International Franchise Association	1
Pt. I	Developing a Management Structure for Effective Franchising	7
1	Strengthening and Supporting the Franchising System	9
2	Developing Effective Training Programs	27
3	Establishing an Effective Administrative System for the Franchise Network	38
4	Managing Quality Control in a Franchising Operation	51
Pt. II	Operational Issues in Franchising	65
5	Key Issues in the Operation and Management of a Franchise System	67
6	The Operations Manual	75
7	The Role of Computers and Automated Systems	91
8	Site Selection and Territorial Issues	103
9	Demographic and Marketing Analysis in Site Selection	117
10	Managing the Transfer and Renewal Process	138
Pt. III	The Dynamics of the Franchisor-Franchisee Relationship	151
11	The Dynamics of the Franchising Relationship and Recruitment Strategies	153
12	Key Aspects of Managing the Franchisor-Franchisee Relationship Over the Long Term	172
13	Franchisee Advisory Councils	183
Pt. IV	Marketing, Advertising, and Public Relations	197
14	Developing the Marketing and Sales Plan	199
15	Managing the Franchise Marketing Process	225
16	Working With an Advertising Agency	234
17	Working With a Public Relations Firm	252
18	Implementing Public Relations Strategies	263
19	Trade Shows as an Effective Means of Franchise Marketing	276
Pt. V	Legal and Regulatory Issues in Franchising	283
20	The Regulatory Framework of Franchising	285
21	Structuring the Franchise Agreement	297
22	Building Compliance Systems	305
23	Strategies for Resolving Conflict Between Franchisors and Franchisees	312
24	Trademark Registration and Protection	324
25	Strategies for Negotiating Commercial Leases	339
Pt. VI	Financial Management Issues in Franchising	367
26	Raising Growth Capital for the Emerging Franchisor	369
27	Raising Capital for the Prospective or Expanding Franchisee	381
28	Developing Franchisee Equipment Leasing Programs	391
29	Financial and Tax Reporting Issues for the Growing Franchisor	413
30	Developing the Franchise Fee Structure	424
Pt. VII	Current Trends and Topics in Franchising	441
31	Women and Minorities in Franchising	443
32	Trends and Developments in International Franchising	458
33	Multiarea Development and Expansion Strategies	466
4	Trends and Developments in Franchising Education	472
35	The Americans with Disabilities Act (ADA)	485
36	Franchising for the Growing Company	489
	Index	493
	About the Editor	503
	About the Contributors	505