Meeting Topic:

How Much Can I Make? Sharing Financial Metrics with Candidates, and New and Existing Franchisees 

How do you help prudent franchise candidates determine the potential return on their investment in a franchise? Do you share information that helps new franchisees develop budgets and plan financial frameworks to keep them focused on the right things? How do you know what “good financial performance” looks like in your network? Can you easily spot underperformance before it’s too late? Sharing actual (and accurate) financial results has undeniable benefits when done properly and strategically. During this meeting you will hear from the experts about best practices in sharing system-wide financial information during different stages of the zee/zor relationship: candidates, startups and mature franchises.

  • Josh Piper of Dorsey & Whitney LLP will provide an update on recent changes to Item 19 requirements and discuss issues franchisors should consider when selecting financial information for inclusion in disclosure documents. 
  • Jeff Levy of The Entrepreneur’s Source will share his insights into the expectations of franchise candidates, and how a prospect gets comfortable with developing a business plan in the absence of financial information from the system. 
  • Barbara Nuss, CPA of Profit Soup will share tips for capturing accurate and useful financial and operational metrics, and leveraging the information to help new and existing franchisees achieve more.


Jeff Levy, coach, author, educator and 2009, Coach of the Year of The Entrepreneurs Source. He is the 2017 Visionary Award winner in the TES broker network. In 2016, Mr. Levy was a nominee for the SBA Small Business Advocate award. He is an author, lecturer and coach. For more info on the presenter's background visit Jeff has been coaching in the Seattle area for 15 years and has helped well over 290 people sign franchise agreements.

Barbara Nuss of Profit Soup combines the coaching skills of a seasoned business advisor with the technical knowledge of a CPA and the communication skills of an expert trainer. She has worked with business owners and managers across North America and Australia, providing them with practical tools and techniques to achieve greater control over the financial future of their companies. Her practical focus is implementing profit improvement initiatives in franchise networks and association memberships, based on compelling benchmarks, engaging training and scalable coaching. Her franchise clients include: BrightStar Franchising, Choice Hotels, Title Boxing Club, True Value Hardware, Two Men and a Truck, United Growth Brands, Wild Birds Unlimited and others.

Josh Piper, a Senior Attorney at Dorsey & Whitney LLP, advises domestic and international businesses in a broad range of franchising, licensing, and distribution matters. He works with brand and concept owners from a wide range of industries—including restaurant, service, hospitality, and retail—to develop franchise and distribution systems and resolve disputes with franchisees and dealers. Josh also represents clients in re-franchising, acquisition of franchise brands, and franchise finance transactions.

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**NOTE: Watching this recording does not allow the user to obtain CLE, CPD, CPE or HR credits.