Smart Franchising with Fransmart

In this episode of Smart Franchising, Dan Rowe sits down with Neal Sherman, founder of TAGeX Brands, to uncover one of the most underutilized levers in franchising: the restaurant equipment aftermarket. With build-out costs continuing to rise, Neal breaks down how franchisees and brands can dramatically reduce startup expenses by sourcing surplus and used equipment from closed locations, test programs, and overbuilt supply chains.Neal shares how TAGeX —now the largest restaurant equipment auction and resale platform in North America—helps operators save on capital equipment while speeding up timelines with tariff-free, readily available inventory. The conversation explores why stainless equipment lasts decades, how buying used still allows for depreciation and SBA financing, and why early-stage and multi-unit franchisees are often best positioned to benefit.Dan and Neal also dive into second-generation conversions, monetizing unused FF&E instead of paying for disposal, and how franchisors can proactively support franchisees by lowering required build-out costs. Drawing on Dan’s experience scaling brands like Five Guys and Neal’s work with 41 of the top 50 restaurant chains, this episode delivers practical, high-impact insight for founders, franchisors, and operators looking to open faster, invest smarter, and maximize returns in an increasingly expensive market.

In this episode of Smart Franchising, Dan Rowe sits down with Sameer Malhotra, founder of Cafe Spice, to unpack one of the most powerful—and overlooked—growth levers in franchising: co-packing. What began as a family-run Indian restaurant business evolved into a national operation supplying sauces, grains, entrées, and ready-to-eat meals to Whole Foods, Aramark, Sodexo, and emerging restaurant brands across the country.Dan and Sameer break down how centralized production lowers labor, prep, cleaning, equipment, and real estate costs while improving consistency, food safety, and unit economics. They discuss what makes a brand “co-packer ready,” why many chef-driven concepts struggle to scale, and how simplifying menus and processes unlocks faster, more profitable expansion—without sacrificing flavor or authenticity.The conversation also dives into minimum order quantities, distributor relationships, tariffs, sourcing challenges, and where founders should start when outsourcing production.Drawing on Dan’s experience scaling brands like Five Guys, Qdoba, and The Halal Guys, this episode delivers practical guidance for founders, franchisees, and operators looking to scale smarter, protect their brand, and grow with confidence.

In this episode of Smart Franchising, Dan Rowe sits down with Navin Nagrani and Al Bhakta of CMG Companies to reveal how eight partners built one of the largest independent multi-unit, multi-brand franchisee operations in America—with over 600 locations across KFC, Taco Bell, Sonic, Little Caesars, Ace Hardware, Valvoline, Tide Laundromat, and more. Starting with a single Genghis Grill that had zero customers on opening night, they've mastered the art of acquiring underperforming assets and turning them profitable through relentless execution, smart incentives, and empowering existing talent.Al and Navin discuss why 80% of turnaround success comes from motivating the people already in place, their "Lindy Effect" strategy of betting on established brands with moats, why they'd rather be top franchisees than franchisors, and the critical importance of unit economics over growth for growth's sake.This conversation is packed with tactical advice on acquisitions, talent development, equity partnerships, and building generational wealth through franchising—perfect for aspiring and established franchisees alike.

In this episode of Smart Franchising, Dan Rowe sits down with Milo Leakehe and Zach McKinley, co-founders of Imbue Capital, to reveal how they built a multi-brand franchise platform across five verticals without chasing the traditional MUMBO playbook. Milo and Zach share their unconventional strategy of scaling horizontally from day one, giving operating partners massive equity stakes, and rolling up weak franchisees while others pull back.Discover why they give partners millions in equity instead of market-rate salaries, and how this creates operators who think like owners, not employees. Learn their exact vetting process—from the 100-brand list down to five finalists—and why they let partners pick their own brands instead of forcing assignments. Milo and Zach reveal the critical metrics they validate before signing any franchise agreement, including how to build accurate pro formas by contacting every franchisee in the system, rather than relying solely on Item 19.Learn the funding strategies that fuel their growth. From SBA loans and hard money to private equity rollups, they break down when to use each capital source and why seller financing has become their secret weapon for fast, highly-leveraged acquisitions. They share their war wounds from losing six figures by not watching labor costs during a massive Crumble launch, and why controlling your P&L from day one is non-negotiable.Whether you're looking to build a franchise platform, attract operating partners who'll go to war for you, or execute strategic rollups in a recessionary market, this episode delivers the raw playbook for scaling to 100 units by 2032 and building generational wealth for everyone on your team.

In this episode of Smart Franchising, Dan Rowe sits down with Jack Johnson, CEO of Franchise Insiders, to explore the untapped potential of franchise resales. Jack breaks down the resale opportunity most franchisees miss by buying profitable businesses, skipping the startup grind, and building to sell from the start.Discover why resales aren't failures but smart investments that can fast-track your path to wealth. Jack reveals where to find hidden deals before they hit the market, how to structure SBA financing to buy cash-flowing businesses without draining your capital, and why the biggest franchisees like Greg Flynn built their empires through strategic acquisitions, not ground-up construction.Learn the critical mistakes that can cost you millions. Jack shares his proven strategies for always keeping your business sale-ready, the personality assessments that match buyers to the right opportunities, and why running your franchise like it's always for sale is the smartest move you can make.Whether you're a first-time buyer looking to avoid the 6-12 month startup wait or an experienced operator ready to scale through acquisitions, this episode delivers actionable insights on turning franchise resales into your competitive advantage.

In this episode of Smart Franchising, Dan Rowe sits down with Chris Gannon, founder of Bolay Fresh Bold Kitchen and son of Outback Steakhouse co-founder Tim Gannon, to explore the critical question: should you franchise your restaurant concept? With 22 locations across Florida, Bolay Fresh Bold Kitchen represents a "better for you" fast-casual concept focused on scratch-made, chef-driven bowls with craveable flavors. Chris shares invaluable lessons from his restaurant DNA—including working his way up from busser at Outback despite being the founder's son, his experience at PDQ, and the challenges of maintaining quality and consistency while scaling. The conversation dives deep into operational realities that prospective franchisees need to understand: the complexity of scratch cooking, the relentless focus required for training, the critical importance of site selection (with unique tips like consulting local police officers who truly know communities), and why "the best site you'll ever select is the one you say no to."Chris reveals Bolay Fresh Bold Kitchen's growth strategy of seeking experienced multi-unit, multi-brand operators (MUMBOs) as franchise partners—not traditional QSR franchisees or first-timers—who understand that building top-line sales through hospitality and quality drives bottom-line success. He emphasizes that successful franchising requires treating partners like marriages, maintaining culture at scale, and resisting the temptation to cut food quality for margin optimization. Dan and Chris discuss industry challenges including skyrocketing build costs, the over-saturated restaurant market, the need to master off-premise channels, and why strong unit economics are non-negotiable in today's environment. For anyone considering franchising—whether as a franchisor or franchisee—this conversation offers hard-earned wisdom on site selection, people selection, maintaining standards across multiple units, and the fundamental trade-offs between corporate growth versus franchise partnership models.

Join franchise industry leader Dan Rowe the Founder and CEO of Fransmart and Leslie Kuban the Market President and Franchise Owner of FranNet as they dive deep into the world of franchise resales and the critical role consultants play in these transactions. In this insightful conversation, Dan and Leslie explore the often-overlooked preparation needed for equity moments—those pivotal times when franchisees look to exit their business.Discover what both franchisees and franchisors should be doing before a resale opportunity arises, and learn about the common pitfalls that can derail even the most promising deals. From financial documentation and operational systems to understanding buyer expectations and market dynamics, this episode covers the essential elements that make or break franchise resales.Dan and Leslie also share practical guidance on how to effectively work with franchise consultants throughout the resale process. Whether you're a franchisee planning your exit strategy, a franchisor looking to support smooth ownership transitions, or someone considering buying an existing franchise location, this conversation offers valuable insights into maximizing value and avoiding costly mistakes.Tune in to learn how proper preparation, realistic expectations, and the right consulting partnership can turn your franchise resale into a successful transition.00:00 The Importance of Resales in Franchising02:48 Leslie's Journey into Franchising04:46 Understanding FranNet and Its Role07:02 The Process of Helping Franchisees09:54 Identifying Good Franchisees12:28 The Role of Brokers in Franchising15:16 Building Client Relationships17:33 Effective Communication with Franchisors25:59 The Importance of Staying Top of Mind28:05 Understanding Commission Splits and Franchise Fees30:40 The Significance of Resales in Franchising35:08 Proactive Strategies for Franchise Resales39:36 Building a Resale Process for Franchisees44:33 The Future of Non-Brick and Mortar Businesses

From running movies out of the back of his family’s warehouse at age 12 to becoming the largest Marco’s Pizza franchisee in America, McLain Hoogland understands the long game – and the pivot. With a lineage stretching back to the birth of family video rental and a career forged by service in the Marine Corps, McLain doesn’t just lead a multigenerational business, he’s reinvented it more than once.In this episode of the Smart Franchising Podcast, we explore(06:11) Growing up in a family business(08:26) The drive behind pizza chain growth(11:34) Streamlining operations for control(13:08) Why efficiency depends on geography(16:53) Franchise growth vs real estate(19:55) Veterans’ skills beyond stereotypes(22:35) Turning customer experience into profit(26:27) What makes a franchise restaurant succeed(29:27) Marketing challenges for franchise owners(33:17) How food delivery keeps evolving(38:02) What to look for in a franchise system(41:00) Leadership that goes beyond business books(42:42) Finding balance to avoid burnout(45:56) Diversifying into healthcare and real estateOn Why Veterans Thrive in FranchisingMcLain: “You’ve learned some pretty high-level things in very stressful situations. You’ve learned how to train people, how to follow SOPs. That’s a restaurant. There’s a rule set in franchising: it isn’t a free-for-all all.”On Building for Growth (Not Just Survival)McLain: “The first year is dialing in your operations and growing your customer base. You have to hire for the sales you want, not just the budget you think you have.”On Knowing When NOT to Get Into FoodMcLain: “If your first venture into franchising and you have no food experience, I would say, do not go into food. It’s easy to lose money, hard to make money – it’s a very competitive space.”On The Power of Brand and CultureMcLain: “If you’re joining a franchise system, you’re buying all of it, not just the food. Do your homework. Dig deep into the support and leadership.”

Before Carl Stoffers was Entrepreneur Magazine’s Senior Business Editor, he was logging twelve-hour shifts in a maximum security prison in the sweltering Arizona desert. But even surrounded by concrete walls and lockstep routines, Carl never let go of his love for words – reading under a flashlight in secret as a kid and nurturing an “impossible dream” to become a journalist.In this episode of the Smart Franchising Podcast, we explore(03:04) Chasing dreams and taking bold risks(06:09) Why home service franchises stay strong in recessions(10:38) Best starter franchises for hands-on owners(14:49) Keeping it simple with rising beverage trends(17:22) How tech enhances the customer experience(20:27) Why embracing change fuels franchise growth(23:05) The story behind a thrift franchise's success(25:17) The emotional origins of BrightStar Care(28:21) What Gen Z and millennials value in franchising(34:00) Why interviews demand real discretion(36:21) Exciting franchise updates and an inspiring story(38:24) Humans helping humans thriveOn Getting Into Franchising “When It Never Feels Like the Right Time”Carl: You find yourself working 12 hours a day in a maximum security prison out in the middle of the desert, it can cause you to do a little bit of thinking…you know that’s not where you want to spend the rest of your professional life. I feel a definite bond with franchisees who left safe careers to dive into something totally new.On the Power of the “Unsexy” BrandCarl: There are all sorts of non-glamorous areas you can get into with franchising and really carve out a good name for yourself. The successful people I meet – whether it’s pest control, roofing, or thrift stores – are changing the industry by showing what’s possible for anyone with grit and the right support.On Why the Human Story Still WinsCarl: What I look for is, number one, a business relevance…and then, is the backstory compelling? Is it going to grab our readers? Franchising attracts unique personalities. The ones willing to solve problems, take risks, and overcome setbacks.

After decades operating six different food brands including Dunkin’ and Jersey Mike’s, Mitch took a leap that changed everything: salon studios. Why? Because great franchises evolve, and Mitch believes in building businesses where people don't shy away from change. His philosophy? Treat every person, from employees to beauty professionals, with respect and genuine care, and success will follow.In this episode, Mitch gives his insights on:(03:09) Helping beauty pros become independent(09:15) What to check before buying a franchise(11:36) Inside the salon studio business model(14:29) Why trust and stability drive success(17:46) How great franchise support really works(20:25) The collaborative side of franchising(24:59) How philanthropy powers business growth(28:34) Smart ways to give back to your community(32:36) How empowered teams boost performance(34:50) The role of mentorship in career growth(38:07) How to scale with a multi-unit strategy(41:39) The real keys to business expansion(45:51) Rethinking franchise agreements and innovation(48:49) Why simplicity wins in business(50:45) Building strong teams for long-term growthOn Making Franchise Relationships WorkMitch: “Franchising is a relationship. You’re entering a contract that’s going to be there longer than most marriages last in the U.S. You need to do your due diligence and talk to other franchisees… The conversation starts on day one, and you foster that throughout the whole time.”On Why People Are the Secret IngredientMitch: “No matter what I do, we believe we’re in the people business. Our team, our customers, our stylists, if you put people first and treat everyone the way you’d want to be treated, they’ll stay forever. There’s no reason for them to leave.”On Making Big Business LeapsMitch: “You have to be ready to step out of your comfort zone. Do your research, make sure the new brand has the tools you need, and be prepared for a whole new set of learnings and people. Trust your organization, but know when it’s time to cut the cord and build something new.”

Jesse Keyser knows a thing or two about scaling from a single pizza shop dream to over 50 franchise locations across the U.S. – but it wasn’t just business savvy that got him there. Early on, Jesse learned the hard way that running a business isn’t just about chasing growth or watching the bank account swell; it’s about understanding people, mastering systems, and keeping your culture “king.”From working seven-day weeks in his first salon, to winning top franchisee awards across diverse industries, Jesse’s journey is packed with hard-won lessons – and more than a few humbling moments.In this episode of Smart Franchising Podcast, we explore(05:13) Entrepreneurship within established systems(07:48) Grand openings and cash flow(10:11) Chick-fil-A’s U.S. success explained(15:31) Profit insights from commission reports(17:10) Incentivizing incremental store growth(21:01) From ads to business success(26:06) Franchise advocacy event in September(30:03) Family trips to meet representatives(31:19) Parenting through real-life lessons(34:09) Operator understanding drives success(37:30) Top performers, no excusesOn Making Culture “King” for ScaleJesse: “If the culture is king, customers will come, and people will apply and want to work where you are. So that would be my advice, always make sure that you keep culture king.”On Learning From Mentors (and Not Just Mistakes)Jesse: “You’re either learning from your mistakes or from mentors. So you get to pick which one you want to learn from. I try to learn as much as I can from mentors and not my mistakes.”On Why His Kids Won’t Be Handed the KeysJesse: “When you’re old enough, go find a franchise you’re interested in. I’ll help you pay for the first location, but you’re going to be the manager—until you can afford to hire someone else to do it.”

In an era where technology is advancing at lightning speed, franchisors must adapt or risk being left behind. Enter Jeremy Brazeal, a visionary from Reality Interactive, who who previously led groundbreaking consumer, digital engagement, and advertising work for global icons like The LEGO Group and The Coca-Cola Company. Now agency-side at Reality, he’s helping redefine how brands connect with customers through the power of AI and smart retail tools. Jeremy’s keen focus on using tech to cultivate customer affinity has propelled him to the cutting edge of AI innovation in franchising.In this episode of Smart Franchising Podcast, Jeremy reveals:How AI serves as an invisible but invaluable friend in driving customer loyaltyThe creative ways AI tools are boosting revenue streams in unexpected sectorsStrategies for integrating AI seamlessly without overwhelming your budgetReal-world examples of AI transforming the athletics industry through hyper-personalizationWays AI can refine the in-store experience and streamline customer interactionsOn AI’s Role as a Brand's Best FriendJeremy Brazeal: “AI could very much have the person on the other side, the cashier, be AI. That cashier is also, to an extent, a nutritionist...So in the future world that is now, sometimes the cashier is a nutritionist.”On Creating Value Through TechnologyJeremy Brazeal: “The big shift that's happened is really about the power of the hardware and then AI's ability to access a ton of data points at once...you want to have that conversation. It's personal. You want those solutions personalized to you.”On Core Mission FocusJeremy Brazeal: "What is that mission that you're trying to accomplish that's going to differentiate you from your competitors? What is that core mission? And then if you're going to incorporate something like an AI tool, how does it help you achieve that core mission? And if it doesn't, don't do it."

Mike Hamra’s family legacy in the franchising industry spans generations. In this episode of Smart Franchising Podcast, Mike joins Dan Rowe as he shares insights into his remarkable journey from practising law to leading a powerhouse in the franchise world.In this episode of Smart Franchising Podcast, Mike reveals:The Hamra family's journey as Wendy’s franchisees since 1975Growing a 200+ franchise empire across Wendy’s, Panera, and NoodlesInvesting in people and training to transform operationsFamily values and harmony as keys to multi-generational successNavigating the challenges and rewards of a family-owned businessOn the Importance of Engaging LeadershipMike: “You have to be a really strong leader, but you also have to manage. There's a difference between being a leader and somebody who's gonna manage your business. Managing your business is really creating a structure that things flow into the restaurant and get managed.”On Building a Culture of ExcellenceMike: “We pay our student employees in high school and college to do their homework in our stores. That really drives a very different kind of culture inside our organization that, you know, you don't see across the industry.”On the Future of Hamra EnterprisesMike: “We're committed to a future of growth and continuing to develop or acquire markets where we can support people that work for us and their families. In ten years, we should be double in size, should be easily because we're getting to that size now where we can take bigger bites on acquisitions.”

How do you turn a small franchise into a massive empire?In this episode, Dan Rowe chats with Neel Bhargava, co-founder of NB Group, who’s reshaping the world of franchise investment with his unique multi-unit, multi-brand approach. Neel’s journey took him from the world of consulting and private equity to becoming a powerhouse entrepreneur, scaling some of the most successful brands in the franchise space.In this episode of Smart Franchising Podcast, Neel reveals:-How he invested in Crunch Fitness group that scaled from just 10 locations to over 65-The European Wax Center’s strategic growth and how it sparked huge expansion-Franchise investment: the pros and cons from a private equity perspective-Managing the complexities of team building, financial infrastructure, and making the right investmentsOn the Investment Strategy that Drove Exponential GrowthNeel: “You start with a platform business, and then you make add-on acquisitions to build it... Rolling up a couple of franchisees to get the volume and continue growth while managing the challenges of integrating various companies.”On Embracing the Franchising ChallengesNeel: “There are pros and cons to franchising... Some of the pros are less upfront thought and work required. There's a playbook that's been written for you... The negatives are, back to the playbook, the quality of that playbook varies and you don’t have control to really impact it.”On Leveraging Analytical Insight for SuccessNeel: “We aim to make at least three and a half times our money on every investment... Payback period on that new build CapEx is critical to determining how much we like a multi-unit concept.”

On today’s episode, we sit down with SG Ellison, the powerhouse behind a 360+ unit franchise empire and the first-ever Taco Bell Cantina. SG didn’t scale by cutting corners—he scaled by investing in people, pushing innovation, and playing the long game. From buying his first 85 units to developing the highest volume Taco Bell in the world, SG’s story is a masterclass in thoughtful, purpose-driven growth.In this episode, SG shares:-How he built a 360-unit portfolio across multiple QSR brands-The origin of Taco Bell Cantina and what made it work-How he retains top leaders after major acquisitions-What it means to grow with purpose—not just profit-Why franchisees need a seat at the table in policy conversations“Our purpose is to positively impact the lives of the team and the communities that we serve. And that's it.” If you’re serious about scaling smart, leading with intention, and being the kind of franchisee brands fight to land, this episode is unmissable.

On today’s episode, we sit down with Amer Wahab, the operator behind one of the most impressive unit economics in fast casual—$5.3M in sales from a single Kettlemans Bagel location. Amer built a powerhouse brand with industry-leading retention, a cult following, and a model that’s built to scale. Even through the darkest days of COVID, Kettlemans came out stronger, smarter, and more profitable than ever.In this episode, Amer shares: - The exact systems behind his $5.3M AUV- Why cash flow beats EBITDA in real-world operations- How he slashed turnover to just 37% in an industry averaging 90%- The power of “stay interviews” and culture-first leadership- Why keeping things simple and consistent fuels growth“COVID taught us a valuable lesson... EBITDA is important, but cash is king. When those things happen, you need cash.” – Amer WahabIf you're a franchisee, operator, or aspiring multi-unit owner, this episode is loaded with insights on how to build a business that scales without losing its soul.

On today’s episode of the Smart Franchising Podcast, we sit down with Noah Glass, the visionary founder of Olo, who turned an everyday frustration into a billion-dollar tech company that’s revolutionizing the restaurant industry. Nearly 20 years ago, Noah imagined a world where you could skip the coffee shop line and order food seamlessly from your phone. Today, Olo processes $26B annually and powers millions of restaurant transactions, helping brands build direct digital connections with their guests. Noah dives into:- The moment that sparked Olo’s billion-dollar journey- How guest data is transforming customer loyalty & profitability- Why pickup-only kitchens could be the future of dining- How traditional restaurant brands are thriving with digital-first strategies"We're enabling brands to personalize the guest experience and drive profitable traffic into their concepts, into their operators, into their franchisees." – Noah GlassIf you're a franchisee, franchisor, or entrepreneur in the restaurant space, this episode is a must-listen—packed with insights on scaling smarter, leveraging data, and building an enduring brand.

On today’s episode of the Smart Franchising Podcast, we sit down with Kathryn Chayka, the powerhouse who built massive success in franchise turnarounds, taking 12 struggling Wendy’s locations and making a multi-million dollar success story. Fresh out of college, Kathryn took over a territory of underperforming Wendy’s stores in Quebec and added over $1M in new revenue per location. She’s proving that smart strategy, strong leadership, and local marketing can drive explosive franchise growth. Kathryn shares the secrets behind her success, including:- How she transformed struggling stores into high-revenue locations- The power of empowering leadership and supportive teams- Her community-first marketing strategies that boost both sales & loyalty- Post-COVID operational shifts that improved efficiency and profitability- Why learning from top-performing franchisees is key to long-term success “Delivering value doesn’t mean sacrificing quality. Customers want great deals on quality products—when they feel they’re getting value, sales follow.” Whether you're a franchisee, franchisor, or an entrepreneur looking to scale, this episode is packed with game-changing insights from someone who’s built massive success in franchise turnarounds.

On today’s episode of the Smart Franchising Podcast, we sit down with Brian Beers, a franchise broker and entrepreneur who built a $45M franchise empire from scratch. At just 37, Brian scaled his franchise portfolio of Midas shops to 33 locations, challenging the norms of franchising and proving that creativity, servant leadership, and strategic thinking can fuel explosive growth. Brian shares the secret to his success including how mastermind groups helped accelerate his business, the importance of shifting from operations to strategy, and why aligning with the franchisor's long-term vision is critical to sustainable expansion. Brian shares, “To truly grow a business, you have to replace yourself in operational roles. Hire, train, and empower your team to handle the day-to-day so you can focus on strategic expansion. It’s about progress, not perfection, letting go of control and trusting your people.” Whether you're a franchisor, franchisee, or aspiring entrepreneur, this episode is packed with invaluable insights from someone who’s truly built it all from the ground up!

On today’s episode of Smart Franchising Podcast, we sit down with Steve Hockett, CEO of Great Clips, to talk about what it takes to build a legacy business in franchising. Before leading one of the most recognizable brands in the industry, Steve started as a franchisee with a vision. Over the past 36 years, he’s helped transform Great Clips from 150 salons to over 4,450—all while keeping the business model simple, efficient, and franchisee-focused. His journey is a testament to the power of disciplined growth, strong relationships, and a commitment to what works. Steve shares how the International Franchise Association (IFA) has helped protect and strengthen the franchising community, why staying laser-focused on haircuts has been a winning strategy, and how Great Clips has managed to avoid franchise litigation for nearly two decades. He also highlights the importance of franchisee involvement in decision-making through committees and task forces, fostering a culture of collaboration that has driven the brand’s success. Whether you’re a franchisor, franchisee, or just love a great business success story, this episode is packed with insights you won’t want to miss!