A tough decision franchisors commonly have to make is turning down a R500,000 cheque from an enthusiastic and aspiring franchisee, but it sometimes has to be done. Sandwich Baron CEO Sally J’Arlette-Joy has the following advice for franchisors: “Before you take that cheque, pause to remember that you're in this for the long run. You won’t be a successful franchisor until each of your franchisees are also successful in their own right.” She lists the single biggest mistake a franchisor can make is to sell a franchise to a person who is not truly qualified. “Being highly selective is perhaps one of the reasons Sandwich Baron has only 47 stores rather than a hundred, but then again it’s probably also the reason our franchisees are all stable and profitable. It is unwise for a franchisor to chase money and try to open too many stores. This may result in having unprofitable businesses which will be to the detriment of the group” she explains. “A thorough assessment of the fra...