If you can meet the challenges of selling to franchises, you'll be rewarded. When the Doughertys first signed on with Steak-Out, their firm was supplying desserts to 47 outlets. Today, it's supplying desserts to nearly twice that many Steak-Out restaurants alone. "We're growing right along with them," says Dianne.
Making the franchise connection can benefit your firm in other ways. Notes Arledge, "If you can handle a franchisor's demands for quality and service, it'll make your firm better able to handle anyone's business."