Franchise Update Magazine Issue II, 2012 | Page 42

Grow Market Lead

THINK FAST!
our website so that they
Jersey Mike’s has also
have all the information
developed a recruitment
they need to fully undersystem that’s strong on
stand the agreement. We
speed, efficiency, and good
do this because we know
communication, accordthe only surprises people
ing to Sommers. “Most of
like are birthday parties.”
our prospects are already
This phase of the prowell informed and have
cess can be completed as
done some due diligence.
quickly as in a few days,
They’ve already been
he says, depending on how
into our stores and have
responsive a prospect is in
Debbie Shwetz
checked out the website,”
filling out forms and prohe says. “As soon as they
viding financials. “At the
fill out our first form, our prequalifica- same time, we’re very selective. We’re
tion representative contacts them. Our looking to protect our brand.”
rule of thumb is that the contact takes
Prospects who pass muster with the
place in under 24 hours.” In most cases, vice president of development
he says, it’s within one to three hours.
In addition to working with prospects to complete applications
and financials, the sales rep begins screening each one for the
Jersey Mike’s culture. “The
reason our system works so
well is that we’re all on
the same page here.
The prequalification
guys are looking
for the same
things the development VPs,
area developers,
and CEO are looking for,” says Sommers.
“In addition to having
—Marc Kiekenapp
the capital and business
experience, prospects have
to be passionate about our brand—and
they have to be aligned with our core
values, which include giving back and and area developer are then placed in a
making a difference in people’s lives.”
store to give them a better idea of what
After a complete application with fi- a day at Jersey Mike’s is really like. “At
nancials is in the hands of
this point, it’s a two-way
the franchisor, prospects
street. They’re evaluating
meet with a development
us, and we get to evaluvice president and then an
ate them to see if they’re