Franchise Update Magazine Issue IV, 2014 | Page 47

Grow Market Lead

F O U N D AT I O N S F O R G R O W T H

The animated, opinionated panel consisted
of John Teza, COO of Jersey Mike’s, Tom
Wood, CEO at Floor Coverings International, and Art Coley, former CEO
and president of AlphaGraphics, and
was facilitated by Vojnovich, who offered
plenty of his own opinions on the data.
Every franchise brand that attended
was mystery shopped before the event if
they opted in. The highlights, along with
plenty of lowlights, continue to reflect a
sales and development culture that could
use improvement. “Franchise sales people
are still underperforming,” said Vojnovic.
“There’s really no excuse and things must
improve.” With slides from the AFDR
displayed on the big screen, the four sales
veterans engaged in a lively interpretation of the data and made suggestions on
what could be learned from the results.
The website mystery shoppers again
found disappointing results. For example, 36 percent of the brands contacted
through their own website never sent
emails to the qualified prospect, and 63
percent never called them.
Things weren’t m Ս