Buying a franchise can offer a more structured route into business ownership, but choosing the right opportunity is rarely straightforward. From understanding the initial investment to assessing the training and support available, prospective franchisees have plenty to investigate before making a commitment.
Online research is an important starting point, but some questions are easier to explore face-to-face. A franchise exhibition gives prospective buyers the chance to compare different opportunities, speak directly with franchisors and get a clearer picture of what running a particular business could involve.
The National Franchise Exhibition, taking place at the NEC Birmingham on 2 and 3 October, brings many of those conversations together under one roof. Exclusively supported by the British Franchise Association (BFA), the event will feature franchise opportunities across sectors including food and beverage, care, education, fitness, travel and home improvement, with investment levels to suit a range of budgets.
So, what can you learn from attending – and how can you make the most of the opportunity?
1.) Look Beyond Your Original Shortlist
You may arrive at a franchise exhibition with a clear idea of the sector you want to enter. Having a shortlist is useful, but being prepared to investigate something unexpected can be equally valuable.
Rab Selvaratnam discovered this when he visited The Franchise Exhibitions in 2019. At the time, he was working in corporate strategy at a major bank, having built a career across retail and wealth management. He wanted to pursue his entrepreneurial ambitions but was unsure about building a business and brand entirely from scratch, which led him to investigate franchising.
Rab was particularly interested in sectors he believed would offer long-term demand and resilience, with nurseries and care homes among the possibilities he was considering.
Mathnasium, a maths education franchise, wasn’t initially part of the plan.
“I literally just stumbled across them at the event,” he says. “At the time, they were still relatively new to the UK, so I learnt a lot about the concept during my conversation with the team.”
The brand’s established presence in the US, combined with the opportunity to join at an earlier stage of its UK development, caught his attention. It also illustrates one advantage of exploring an exhibition in person – you can discover businesses that might never have appeared in your original search.
2.) Find Out What Your Investment Actually Buys
Cost will inevitably be an important consideration when comparing franchise opportunities, but the headline investment is only part of the picture.
An initial conversation with a franchisor is an opportunity to understand what you’re receiving in return. That could include initial and ongoing training, operating systems, marketing assistance and practical support as you establish the business.
Rab’s first discussion with Mathnasium covered capital expenditure requirements, high-level financials and the day-to-day operation of a centre. The level of training available particularly stood out to him.
“The biggest difference between franchising and starting a business by yourself is that support,” he says. “You have people on hand who really understand the systems and processes that make the business work to guide you through every step of the way.”
Prospective franchisees should use conversations like these to dig beneath broad promises of “ongoing support”. Ask what training actually involves, what help is available after launch and what happens when you encounter a problem the business hasn’t anticipated.
3.) Speak to More Than Just the Franchisors
Meeting franchise brands may be the main attraction at an exhibition, but buying a franchise can involve financial, legal and operational questions that extend beyond the franchisor itself.
The National Franchise Exhibition will offer a programme of free talks where visitors can hear from franchisees and franchisors and learn more about choosing and growing a franchise business. Educational seminars from the British Franchise Association will also provide guidance for prospective investors.
Visitors can also access free one-to-one conversations with industry specialists, including funding providers, franchise lawyers and consultants.
Using those resources can help you approach an opportunity from several perspectives. A franchisor can explain its business model, for example, while a specialist lawyer can help you understand the significance of the agreement you may eventually be asked to sign.
4.) Make the Exhibition the Start of Your Due Diligence
Finding an interesting business at an exhibition shouldn’t mean rushing into an investment.
For Rab, meeting Mathnasium was the beginning of a longer process. Following the exhibition, he attended a Discovery Day, where he could ask more detailed questions and continue his due diligence. Once satisfied that the franchise was right for him, he handed in his notice and signed his first franchise agreement.
He opened his first Mathnasium centre in Harrow in November 2019 – only a few months before the Covid-19 pandemic transformed the way many businesses had to operate. Mathnasium moved from classroom-based tuition to online delivery, allowing its centres to continue teaching. Rab says having the franchisor’s systems, resources and training behind him made adapting significantly easier.
“If I was doing this independently, it would have felt like starting again from scratch,” he says. “But because I had the support, resources and training from Head Office, we were able to adapt quickly.”
5.) Keep an Open Mind – and Keep Asking Questions
Rab is now preparing to open another Mathnasium centre in Harpenden and has secured rights to additional territories. His experience began with a conversation he hadn’t planned to have.
“If I had only spoken to nursery franchises because that’s what I thought I wanted, that would have been a mistake,” he says.
That may be one of the most useful lessons for anyone attending a franchise exhibition. Researching sectors, setting a budget and preparing questions beforehand can help you use your time effectively, but there is also value in leaving room for the unexpected.
An exhibition doesn’t remove the need for careful research or due diligence. What it can do is give you the opportunity to compare businesses, meet the people behind them and ask questions that help you decide which opportunities deserve a closer look.
For Rab, one of those conversations ultimately developed into a multi-unit franchise business. For someone beginning their own search, the most valuable conversation at an exhibition may similarly be one they hadn’t planned to have.
The National Franchise Exhibition takes place at the NEC Birmingham on 2 and 3 October. Entry is free, and visitors can book tickets through FranchiseInfo.co.uk .