Franchising Today - Fall 2016 - 79

MATTRESS DEPOT USA

the opportunity to sell our company locations to franchisees if we choose," he
explains. "We've been franchising for
the last two years, growing from our nucleus in Washington and seeing interest
in other states."
Smith says the biggest challenge is
finding the right franchise partner. He
compares it to hiring an employee in the
sense that you need to find out if they
will fit the bill in terms of their business
skills and management traits.
"The way we run our company-owned
stores is to give managers a sense of
ownership," Smith says.
"When we looked into franchising,
we wanted the same type of individual
as a franchisee," he continues. "They
also needed to have the back-end entrepreneurial skills for running a business.

Mattress Depot's franchisees must have
sales expertise so they can motivate
salespeople to perform.

On top of that, this is a business that
requires sales expertise. You have to
be able to sell the customer when they
come in, and the toughest portion is that
sales process."

Therefore, Mattress Depot's franchisees must understand how to manage a
sales environment so they can motivate
salespeople and get them to perform on
the floor. To solve that challenge, Mat-

FALL 2016

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Table of Contents for the Digital Edition of Franchising Today - Fall 2016

Contents
Franchising Today - Fall 2016 - Cover1
Franchising Today - Fall 2016 - Cover2
Franchising Today - Fall 2016 - 1
Franchising Today - Fall 2016 - Contents
Franchising Today - Fall 2016 - 3
Franchising Today - Fall 2016 - 4
Franchising Today - Fall 2016 - 5
Franchising Today - Fall 2016 - 6
Franchising Today - Fall 2016 - 7
Franchising Today - Fall 2016 - 8
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Franchising Today - Fall 2016 - 38
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Franchising Today - Fall 2016 - 49
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Franchising Today - Fall 2016 - Cover3
Franchising Today - Fall 2016 - Cover4
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