Entering the restaurant business as a franchisee can be a game-changer: a proven concept, a well-known brand, a helping hand to go faster. But you still need to make the right choice! Behind the well-crafted concepts and eye-catching brands, the operational reality can be quite different. Profitability, support, values, business model - don't sign up with your eyes closed. Here are 7 concrete criteria for identifying solid networks and avoiding unpleasant surprises.
Before taking the plunge, your first objective should be to find out whether the franchise you're thinking of joining is profitable. And not just on paper.
Good networks provide a realistic operating account forecast, based on the performance of several franchisees. Read it carefully: target sales, fixed costs, variable costs, etc. When does the model become profitable?
Check whether these figures take into account a realistic ramp-up, with an increase in business over the first few months, or whether they wrongly assume that the restaurant will be running at full capacity from the moment it opens.
A fast-food franchise with a low entry fee but tight margins may be less attractive than a more demanding food franchise, but more profitable in the long term. Make sure you compare the overall budget:
A low entry fee may seem attractive, but if royalties, training costs or advertising contributions are high, this can weigh heavily on your budget. Make sure you compare all these costs to anticipate the profitability of your project.
Even if you're not a chartered accountant, there are some simple indicators you can use to assess the profitability of a franchise: break-even point, projected cash flow, or rate of return on investment (IRR). If the franchisor doesn't provide you with these figures, or if they seem unclear, don't hesitate to ask a chartered accountant, franchise consultant or industry professional to help you. Their expert eye will help you to :
Before signing up, ask yourself this essential question: is this franchise brand right for you? Does it embody the project you have in mind?
Some brands require daily involvement in the field, while others prefer more management-oriented profiles. To make the right choice, ask yourself whether you're comfortable with management, purchasing or customer relations? In short, a good franchise choice should be based on your strengths and your way of working.
Some franchises prefer people who have been in the restaurant business for a long time, while others train people who are retraining: find out exactly what the networks you are targeting are looking for.
Every franchise brand has its own values: fast good, sustainable development, local sourcing, corporate culture, etc. For your collaboration to be a success, these values must match your own. This point, often underestimated, is crucial: it's how you'll stay motivated over the long term and give meaning to your day-to-day business.
A key tip for choosing a franchise with confidence: contact several franchisees in the network, ideally in different areas. This will give you a real insight into life within the franchise. Ask them what's working well, what's causing problems, and whether they'd make the same choice today. To get the full picture, try to talk to both new and experienced franchisees.
To choose the right franchise, you need to understand how it generates value and under what conditions.
Each type of franchise has its own specificities and challenges. A food franchise often involves rigorous inventory management, strict traceability and constant attention to best-before dates. A fast food franchise, on the other hand, focuses on volume, speed and operational efficiency.
Neither is systematically easier to manage or more profitable: it all depends on your skills, experience and what best suits your career plan. If you're not comfortable with hygiene requirements or managing perishable products, it's best to take this into account from the outset.
The franchise budget is not limited to the entry fee. You need to add to it the fitting-out of the premises, furniture, software licenses, staff and sufficient working capital to absorb the first few months.
And don't forget to include a safety margin of 10-15% of the estimated overall budget for initial investment and start-up costs, to allow for unforeseen events such as construction delays, rent increases, HR contingencies, etc.
Last but not least, certain costs can be hidden: compulsory marketing packages, compulsory hardware, software subscriptions, after-sales services or hotlines, hence the importance of asking for a full breakdown of compulsory expenses right from the first meeting. Then make sure they match your forecast.
Network size and growth are useful indicators, but should be analyzed with caution.
A fast-growing network may seem attractive, but beware: speed of expansion is not always a positive indicator. When openings follow one another too quickly, franchisee support can suffer. It's better to choose a brand that grows cautiously, while providing solid support for its members.
A well-structured network must be able to integrate new franchisees without sacrificing the quality of its support.
To assess this quality, look at satisfaction surveys or anonymous feedback from franchisees. The annual departure rate of network members is also a signal not to be overlooked. A high turnover may reveal internal tensions or inadequate support, even if growth looks strong on paper.
A franchise that recruits on a massive scale can be misleading, as this is not always synonymous with success. It's important to check that the network has the necessary infrastructure to train, accompany and support all its new franchisees effectively. Growth must always go hand in hand with service quality and individual profitability.
Even an excellent franchise can't compensate for a poor geographical location. Yes, location remains a key factor, especially in the restaurant business, where visibility and customer flow often make all the difference.
So start by analyzing pedestrian and traffic flows, identify existing competitors and carefully study the catchment area. The franchisor can provide you with data or guidance, but ultimately it's up to you to validate the local potential.
The franchise contract is binding on you for several years: read it carefully, and don't hesitate to enlist the help of a specialist lawyer.
The Pre-contractual Information Document (DIP) must be given to you at least 20 days before signing. It contains the franchisor's financial information, the list of franchisees, the network's key figures, and so on. Don't just skim through it, study it closely.
This document also gives you an idea of the network's transparency: be wary if data is unclear, incomplete or missing.
Once you have the contract in your possession, pay particular attention to the clauses that limit your room for maneuver. Exclusivity zones, non-competition or termination conditions can have a direct impact on your business.
Look also at what the company promises in the way of support: some promise comprehensive follow-up, but without specifying the details. A good assistance clause should detail the frequency of visits, the training planned, access to the hotline or field support. This is what will make all the difference after the opening.
👉 To find out more: Becoming a franchisee in 2025: 8 key steps to a successful project
Before committing yourself, test the sign in the field. This will save you a lot of disappointment.
Ask to immerse yourself in a sales outlet, for a few hours or even a day. Observe the tools and software used, the atmosphere in the dining room, the rhythm in the kitchen, the distribution of roles, and so on. You'll get a real insight into the day-to-day life of a franchisee.
It's also a good indicator of the internal climate: motivation of teams, clarity of processes, real application of standards.
This immersion will help you prepare for your meeting with the franchisor. During this meeting, ask specific, concrete questions:
Prepare your list in advance in line with your operational expectations. This moment of exchange is key to finding out whether the network can really meet your needs, not just on paper.
Opening a restaurant franchise is more than just a contract signed between franchisee and franchisor: it's a true entrepreneurial pact. No decision should be taken lightly. Analyze, test and challenge the different brands that interest you. The right network is the one that matches your values, your energy, your vision and your ambitions. Choosing also means knowing how to say no.
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