决定了特许经营？来看寻找特许经营位置的小技巧

　　For most franchises, the right location is key to success. The catch is that franchisor willingness to help find the site and negotiate the lease varies tremendously, says franchise consultant Michael H. Seid, co-author of Franchising for Dummies. When you're on the lookout for the perfect location for your shiny new franchise, here are three key considerations.

　　对大多数特许经营来说，合适的位置是成功的关键。要抓住的一点是授许者帮助寻找地点和商谈非常多不同的租约的意愿，特许经营顾问，《阿呆系列：特许经营》的合作作者，Michael H. Seid这样说。 当你为你崭新的特许经营寻找完美的位置时，这里有三个重要的注意事项。

　　1. Get experienced support

　　得到经验支持

　　Although your franchise agreement might include the rights to a particular geographic region, there are often umpteen potential sites. From strip malls to highway frontage, it's important to identify the best environment for your fledgling business to succeed. That analysis requires an experienced franchisor with a team that has studied the best environments for the franchise's success, and that works with experienced real estate brokers or a commercial broker network, Seid says.

　　虽然你的特许经营协议可能包括一个特定地理地区的权力，也经常有无数的潜在位置。从沿公路商业街到临街公路，确定最适合你新出生的业务的环境对成功非常重要。这种分析要求有经验的授许者和团队已经学习了为特许经营成功最好的环境，并且与有经验的房地产经纪人或一个商业代理网络共事，Seid 这样讲。

　　"The franchisor is the one who defines the type of location, size of location, the tenants nearby, the traffic conditions and the cost," he says. "If I'm a potential franchisee, one of the first things I should be asking is, ‘How do you determine what type of location I'm going into and who is supporting me in getting there?'"

　　“授许人是定义位置种类，位置规模，附近租户，交通条件和成本的那个人，”他说。“如果我是一个潜在的特许经营人，我应该问的第一件事是，‘你怎样决定我将进入的位置类型并且谁支持我实现目标?”

　　Doug Walker, a LaVida Massage franchisee in Tampa, Fla., found the parent company was exceptionally involved in the location selection and design. LaVida's franchise plan has distinct preferences about location, says company founder and CEO John Hoose. A typical location is approximately 2,400 square feet and located in a strip mall or other area with high levels of foot traffic and other consumer-oriented businesses, including a grocery store anchoring the complex.

　　Dou Walker, 是一位在佛罗里达州坦帕市的LaVida按摩特许经营人，他发现了总公司很特殊地参与选址和设计;LaVida的特许经营计划关于位置有明显的偏好，公司创始人和CEO John Hoose说道。一个典型的位置大约在2,400平方英尺，并且位于沿路商业街或其他高水平人流量和其他消费者导向商业的区域，包括固定综合设施的杂货店。

　　Hoose says his company works with a large network of commercial real estate brokers to help franchisees find the best location in their areas. Once a location is found, floor plans are submitted to LaVida and, within 24 to 48 hours, the company produces sketches of the best possible space configurations for the franchise. Hoose says this process ensures the space is appropriate for a LaVida franchise and the landlord will be agreeable to the plans.

　　Hoose说他的公司与一家大型商业房地产经纪商网络合作帮助特许经营人在他们的区域寻找最好的位置。一旦一个位置被发现，楼面布置图会在24小时到48小时内提交到LaVida，公司为特许经营做出最好的空间配置草图。Hoose说这个过程会确保空间适合一个LaVida特许经营并且房东将会同意这个计划。

　　2. Analyze the area

　　对区域进行分析

　　A suitable building or shopping center is one part of the equation, but it's equally important to understand the area, including traffic patterns, demographics and even future building plans, Seid says.

　　一个适合的建筑或购物中心是等式的一部分，但是了解这个区域是同样重要的，包括交通模式，人口统计并且甚至未来建筑计划，Seid这样讲。

　　Even if a location looks great on paper, it's important to inspect the traffic patterns around it. If it's too difficult to access, customers might not bother, he says.

　　即使一个位置在书面上看起来很好，检验它周围的交通模式是很重要的，如果太难去访问了，顾客可能就不麻烦去了，他说。

　　Rick Franklin is no stranger to hunting for franchise sites. He and his wife own five Fantastic Sams hair salon locations--including one that's a Top 50 location--and plan to open a Jimmy John's Gourmet Sandwiches franchise in metro St. Louis, Mo. However, after building his first Fantastic Sams location, Franklin found that a new shopping center was being planned one mile away and included a hair salon.

　　Rick Franklin对寻找特许经营地点是有经验的。他和他的妻子有五家很棒的Sams发艺沙龙位置--包括有一家是排名前50的位置--并且计划在密苏里州圣路易斯市的地铁处开一家Jimmy John’s Gourmet Sandwiches特许经营，Franklin发现在一英里远的地方，一个新的购物中心正被计划开发并且包括一家发艺沙龙。

　　"That really killed our first business," he says.

　　“那真的毁了我们第一个生意，”他说。

　　Since then, he found the contractor who handles the build-outs of his stores a great source of intelligence for new building projects. He also advises checking with the land use office of the municipality to find out about any new building projects--and the possible competition they might house.

　　从那以后，他发现掌握他商店扩建的新建筑项目的承包商是一个很好的情报来源。他也建议与土地使用的政府办公室协商，去弄清楚关于任何新建设的项目—和他们会覆盖的竞争的可能。

　　Seid says having an understanding of an area's demographics is critical. His firm participated in a review of an ice cream franchise chain. He recalls one franchisee who was located in an Orthodox Jewish community but who didn't post signage that his ice cream was kosher--a very important consideration for many in the neighborhood.

　　Seid说对一个区域的人口统计了解是关键的。他的公司参与了一家冰激凌特许经营连锁的审查。他回忆位于一个正统犹太人社区的一位特许经营人，他并没有给它的冰激凌贴标识，是犹太人食品--这是对附近许多人重要的考虑。

　　"It was a market he didn't understand, so he couldn't work in that market," Seid says.

　　“那是一个他不了解的市场，所以他在那个市场中失灵了.” Seid 说。

　　3. Sweat the lease details

　　深化租约细节

　　While LaVida's Hoose gets involved with his franchisees right down to the details of lease and rent negotiation, other franchisors are not as aggressive when it comes to signing on the dotted line. Seid strongly recommends all franchisees retain legal counsel to review their leases to protect their best interests and ensure the lease allows for fulfillment of the franchise agreements, including space configuration, signage and other factors.

　　当准时签订时，其他授许人并不那么咄咄逼人，然而LaVida’s Hoose一直涉及他的特许经营人到租约细节和租金谈判。Seid极力建议所有的特许经营者要雇法律顾问去审查租约来保护自己的利益，并且确保租约允许特许经营协议的实现，包括空间配置，招牌和其他因素。

　　In Franklin's first lease negotiation, he didn't realize that signage on the property would incur extra charges. He left that out of the lease negotiation, and it ended up costing him more than he had planned.

　　在Franklin的第一份租约谈判中，他没有意识到房产上的招牌要承担额外的费用。他没有经过租约谈判就离开了，然后最终花费了比计划更多的钱。

　　There are other hidden charges. For example, Raymond W. Titus--CEO of United Franchise Group, the West Palm Beach, Fla.-based franchisor of sign franchise Signarama and embroidery franchise EmbroidMe--won't let franchisees lease space in a facility that requires "percentage rents," which set rents based on revenue. Titus also looks for potential problems, such as ensuring that facilities for his signage franchisees have enough power.

　　还有其他隐藏费用。例如，Raymond W. Titus –以佛罗里达州，西棕榈滩的United Franchise Group的CEO--- 以指示牌特许经营Signarama和刺绣特许经营EmbroidMe为基础的授许人不会让特许经营人租赁那些要求“百分比租金”也就是在收入的基础上收取租金的地方。 Titus 也寻找隐藏问题，例如确保他的标牌特许经营人的设备有足够的动力。

　　Franklin warns about common area maintenance (CAM) fees, which require tenants to contribute to the maintenance of common areas. These should be capped and allocated by square footage rented and not by occupancy levels, he warns.

　　Franklin就共同区域维护费提出警告，它要求租户为共同区域的维护付出贡献。这些应该被包括并且被分配在租用的建筑面积中，并非通过占用等级确定，他提醒到。

　　But franchisors can use their muscle to find hidden concessions, too. Hoose and his brokers try to help franchisees look for "build-out money," where a landlord will fund a portion of the construction on the property in exchange for a specific lease period or other concessions. Since the economic downturn, he finds this money easier to negotiate and has helped franchisees secure as much as $40,000 to $50,000.

　　但是授许人也能用他们的力量去寻找隐藏的优惠。Hoose和他的经纪人试着帮助特许经营人寻找“建设资金”，房东会投资房产建设的一部分，来交换一个具体的租期或其他让步。自从经济衰退，他更容易找到这笔钱去交涉并且已经帮助特许经营人弄到多达4万美元到5万美元。

　　Even if your franchisor gives you exceptional support in each of these areas, it's important for franchisees to protect themselves, hire their own legal counsel and do their own due diligence, Seid says. Ensuring your interests are protected, while benefitting from an experienced and supportive franchisor and commercial real estate broker, gives you the best opportunity to find, negotiate and lease the best location.

　　即使你的授许人在每个领域给你特殊的帮助，对特许经营人来讲重要的是保护他们自己，雇用他们自己的法律顾问并且做他们自己的尽职调查，Seid 说。确保你的利益是被保护的，当受益于有经验和支持你的授许人和商业地产经纪人时，他们会给你去寻找谈判和租赁最好位置的最好机会。

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