5 ways to make the most of your visit

Jason Gehrke has some tips for getting the best out of an expo.

1.    An exhibition can only ever display a certain number of franchise systems, and won't be able to show every single franchise offering currently available in Australia. You will see up to 10 per cent of the approximately 1000 systems now in operation, so it's possible that the one that might suit you best won't be on display this time around.

2.    Take your spouse, partner or significant other. Even if one of you will be the driving force behind any future business investment, it is more than likely that the assets of both of you will need to be staked to finance it, so the decision-making process should involve both of you from start to finish.

3.    Take advantage of the seminars to glean as much information as possible. Take a notepad and start writing a list of questions to ask a potential franchisor as you learn more about franchising.

4.    Invest in yourself before investing in others. In other words, spend a few dollars and buy some books on franchising and small business (these are usually on sale at an expo or you can visit a good bookshop in advance) and learn about franchising. As a volunteer providing free advice at exhibitions for many years I am constantly amazed and horrified by the sheer number of people willing to consider investing their life's savings and more on a business before they've spent even $20 on a basic book about franchising or small business.

5.    Beware the glib sales pitch. The smoother the pitch, the rougher the ride could be as a franchisee afterwards. You are not buying a household appliance or some other low-value item that can be replaced under warranty if it doesn't work. You are buying a business investment, a financial relationship with a business partner (the franchisor) for a number of years and which involves a contract full of obligations you must be prepared to accept. Buying a franchise is not like buying a toaster or a fridge, so a different approach should apply. If you feel the sales approach is too strong, then walk away.

Jason Gehrke is a director of the Franchise Advisory Centre and has been involved in franchising for 18 years as a franchisee, franchisor and advisor.