Win by keeping the promise, unit by unit.
Fifteen units or fifteen thousand, one market or twenty, the ones you awarded or the ones you run — each on its own street, Jamaica included.
Is it the unit, or is it the street?Three of one network’s units, ranked by their share of positive consumer opinion, then against the businesses beside them.
Rank every unit against the businesses on its street.
A network’s own ranking compares its units with each other. Rank one franchised network of about 18,500 units by score, then against the businesses on each unit’s street: different units sit at the bottom.
Units swap places the same way in all seven franchised networks.
A unit’s own score puts it in one place; its street puts it in another.
Ask the question the meeting hinges on.
What franchise teams say
Sample a franchise network of about 900 units
Has the operator slipped, or has the area moved on?
Some sit under the average and ahead of their streets.
Of the 90 units in the network’s worst tenth by score, 40 sit above their streets.
Put the 50 under both at the top of the list.
One answer, and it holds next quarter.
Why is this unit under the network?
The unit trades on a harder street. Against that street, it is ahead.
It sits 9 under the network’s own average and 14 above the businesses around it.
Put the street comparison beside the score in the meeting.
The unit is compared with the businesses beside it.
Which six units come first next month?
Six are losing ground against their streets while their scores hold.
Of the 63 units in the group, 6 are slipping against their streets.
Visit those 6 first.
Field visits go where they can change something.
Where does the brand budget go?
One part of the customer’s visit rates about the same in every unit. Another differs widely from unit to unit.
On one part, units sit within 8 points of positive opinion of each other. On another, they run 39 points of positive opinion apart.
Fix the steady part centrally; coach each unit on the part that swings.
The budget goes to the part that swings.
Which of the four areas can take more units?
One area already holds most of that trade.
Across the 4 candidate areas, 51 businesses of the same kind already trade. 27 of them sit in one area.
Open the clear areas first.
The development schedule follows what the streets can support.
Which of these units are fixable?
Some are weak on strong streets. The rest fell with theirs.
Of the 34 units, 16 sit below the businesses around them. The other 18 fell with theirs.
Pay the going rate for the 18; the 16 are the ones to fix.
The price follows what can be fixed.
Why is this market under the network?
The market is harder — and its units differ far more than the markets do.
Inside one market, 41 units run 33 points of positive opinion apart. Between markets the gap is 11 points of positive opinion.
Judge each unit against the streets of its own market.
The market stops explaining everything.
Price every unit for the street it stands on.
Half of networks run one price list at every unit; customers rate each one differently.
One market’s typical restaurant network: price barely moves, value swings
Five in six charge the network’s price or less.
Nine in ten charge the network’s price or more.
One unit in six has room on price; one in five is priced past what its street calls fair.
Just ask Realytics “Which of our units have room on price?”
Fix the steady part once, centrally. Coach each unit on the part that swings.
In one franchised network, positive opinion on whether the order comes out right varies by a few points across units. On how fast people are served, it varies five times as widely.
Two parts of one visit: how far one network’s units sit apart on each
5×as wide, unit to unit
The network fixes what every unit does the same way; the field team coaches what changes from unit to unit.
Find the units that slipped while their own numbers held.
Some units slip against their streets even as their own scores hold or rise.
the businesses around it gained more
In six other units of this network the two measures moved together.
A list of the units the network’s own score hides.
Just ask Realytics “Which of our units are slipping while their scores hold?”
Answer every team’s question from one set of numbers.
Each side of the table argued from its own numbers. Here is what one set of numbers, owned by neither side, gives each team.
The units that need you first, ranked against their streets
- Each unit’s share of positive opinion, month by month.
- The same measure for every business on its street.
- The units that lost ground while their scores held.
Next month’s field visits: the units slipping against their streets
- Every unit ranked against the businesses beside it.
- What consumers around each unit praise, and what stops them.
- Where a street moved and the unit held.
What a street already has, before the area is awarded
- Every business trading around an address, and its category.
- Whether the visits around that address are moving.
- The categories that street is still short of.
What stays steady in a customer’s visit, and what swings
- What people praise and complain about, aspect by aspect.
- How far apart the units run on each one.
- Whether every unit serves the same portion at the recommended price.
The street comparison, beside the score, in the meeting
- Each of the group’s units, against its own street.
- What the businesses beside them charge, and when they raise it.
- Whether the street moved, or the unit did.
One price list, seen from every unit’s street
- The price list against what each unit’s street charges.
- Which units customers rate better or worse value than the network.
- Where the recommended price has room, and where it runs past fair.
The same list, whichever side of the table asks for it.
Set the schedule against what already trades there.
In one franchised network that trades across borders, the same brand on the same standards is first on some streets and last on others.
Where a unit trades matters more than which market it is in
The businesses already trading on an area’s streets decide what it can take.
Just ask Realytics “Where would our next unit come out ahead of its street?”
Take one answer into every meeting the network runs.
Is the market behind, or its units?
Each unit against the streets of its own market.
Is it the operator, or the address?
Its own score, and the street comparison beside it.
Can the area hold what was signed?
Whether the streets in it are already full.
What do we both accept as evidence?
The unit’s whole record against its street.
One set of numbers, and the same evidence in every meeting.
Open the same question on one unit.
One unit, or all of them, on the same six questions.
Weekly refreshed, since 2020
Judge each unit the average has been hiding against its own street.
How does a unit the score ranks low come out ahead on its street? Leave an email and we send the list — the units their scores hid.