BusinessesForSale.com asked leading franchisors and successful McDonald’s operators to share their advice. The result is a practical playbook for anyone considering the leap into franchising.
Passion first, profit follows
“A passion for the industry, enthusiasm and a bit of business acumen,” says Tom Bower, senior marketing communications manager at Snap Fitness, when asked what makes an ideal franchisee. Beyond financial investment, franchisors look for energy and commitment. In the fitness industry especially, Bower notes, communication and adaptability are vital as digital tools and Gen Z expectations reshape the sector.
That passion-driven mindset is echoed by Kieran Hyde-Moody of Anytime Fitness UK: “You have to be all in. The fitness product isn’t just about making money, it’s about making a difference in your community.”
Openness to change
Franchising often means a big career pivot. For Henryk Matysiak of Jackson Fire & Security, it was a leap from firefighter to franchise owner. “I got my retirement funds and decided to completely change my life… I wanted something more stable and with more support.” For him, customer service and a recession-proof industry were the keys to long-term confidence.
Similarly, Gina Piper, director of franchise development at Pitman Training, stresses the human factor: “In the training industry, you do also need to be a people person – you have to enjoy working with people on a daily basis and helping them learn.” Sales or marketing experience, she adds, is a definite advantage.
Lessons from McDonald’s: Training, networks, and culture
If there’s a gold standard in franchising, it’s McDonald’s—and two Canadian operators, Pierre-Charles Tardif and Kathie Gilmour, illustrate why.
For Pierre-Charles, once a CPA in Quebec City, switching careers to run multiple McDonald’s restaurants was “one of the most fulfilling decisions of my life, both personally and professionally.” His success, he says, came after months of research and conversations with other franchisees.
Kathie highlights the value of McDonald’s rigorous nine-month training program: “The best part is that now when I see new employees struggling, I have this level of empathy because I’ve done it all.” That hands-on understanding helps leaders win employee respect.
Both stress the importance of community. “The franchisee community is so aligned and collaborative… it really feels like we can mitigate anything that is thrown our way,” Kathie explains.
And people, they agree, are the cornerstone of any location. Pierre-Charles recalls his first challenge was to build confidence with inherited staff: “You have to take the time to learn about their lives… Then you can create a culture where everyone is welcome.” Kathie adds: “Your people are your greatest asset. If you treat them like they make a difference, they will.”
Adaptability in a changing world
From the rise of delivery apps to wage increases, franchisees must adjust quickly. Pierre-Charles stresses consistency: “Nowadays, you may not even see your customer… we must make sure we deliver a high standard all the time, even when we are working with a third party.”
Kathie points to the corporation’s role in supporting franchisees through challenges, from economic shifts to technological change. That blend of resilience and support is what keeps McDonald’s—and its operators—thriving.
The franchise success formula
Across sectors and brands, the same traits keep surfacing:
Passion and dedication to the product and community
Willingness to adapt and embrace change
Strong communication and people skills
Making the most of franchisor training and networks
Investing in staff and fostering trust
Franchising may begin with capital and contracts, but success rests on something deeper: passion, adaptability, and collaboration. Get those right, and you’re already halfway to building a franchise empire.
