Cover image for Franchising & licensing : two ways to build your business
Franchising & licensing : two ways to build your business
Sherman, Andrew J.
Personal Author:
Second edition.
Publication Information:
New York : AMACOM, [1999]

Physical Description:
xvi, 449 pages : illustrations ; 26 cm
General Note:
Includes index.
Format :


Call Number
Material Type
Home Location
Item Holds
HF5429.235.U5 S54 1999 Adult Non-Fiction Popular Materials-Small Business

On Order



This is a comprehensive guide to setting up and running a franchise or licensing operation, with particular emphasis on how to use these two techniques as powerful business growth strategies.

Author Notes

Andrew J. Sherman is a Capital Partner in the Washington, D.C., office of Katten Muchin and Zavi. He is an adjunct professor in the MBA programs at the University of Maryland and Georgetown University, where he teaches courses on business growth strategies and business planning.

Table of Contents

Preface to the Second Editionp. ix
Preface to the First Edition: Current Trends in Franchisingp. xi
Acknowledgmentsp. xv
Part 1 Management Systemsp. 1
1 The Foundation of Franchisingp. 3
2 Operations and Trainingp. 15
3 Developing System Standards and Enforcing Quality Controlp. 35
Part 2 Legal and Strategic Issuesp. 61
4 Regulatory Issuesp. 63
5 Compliancep. 101
6 Structuring Franchise Agreements, Area Development Agreements, and Related Documentsp. 119
7 Protecting Intellectual Propertyp. 153
8 Managing Disputesp. 181
Part 3 Sales and Marketing Strategiesp. 209
9 Developing Sales and Marketing Plansp. 211
10 Taking Your Franchise Program Overseasp. 237
Part 4 Financial Strategiesp. 247
11 Business and Strategic Planning for the Growing Franchisorp. 249
12 Raising Growth Capital for Emerging Franchisorsp. 263
13 The Role of the Chief Financial Officer and Related Financial and Administrative Management Issuesp. 287
14 Special Issues in Mergers and Acquisitionsp. 319
15 Managing the Renewal and Transfer Processp. 331
Part 5 Licensing and Other Alternatives to Franchisingp. 345
16 Strategic and Structural Alternatives to Franchisingp. 347
17 Structuring Licensing Programs and Agreementsp. 363
18 Joint Ventures and Strategic Alliancesp. 389
Resource Directoryp. 403
Indexp. 431