Smart Franchising with Fransmart

Hosted by Dan Rowe

Business Entrepreneurship

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Aug 2026

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About the show

Dive deep with CEO of Fransmart, Dan Rowe, into the complex world of franchising and get expert insights, actionable strategies, and real-world stories. This podcast isn’t just about the ‘what’ of franchising, it’s about the ‘how’ and the ‘why’. We’ll not only offer practical advice and actionable strategies, but also demystify the industry, explore its human side, and celebrate the entrepreneurial spirit that drives the franchise sector.

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45 recent

August 13, 202656 min

Tim Gannon: The $37 Bet That Built Outback Steakhouse's $1.4 Billion Onion

What does it take to tear up a million-dollar check and bet everything on a dream? That's exactly what Tim Gannon did when he walked away from Al Copeland to co-found Outback Steakhouse with just $37 in his pocket In this episode, Dan Rowe sits down with Tim to unpack the philosophy, partnerships, and food obsession that turned a scrappy steakhouse concept, born from a Crocodile Dundee viewing session, into one of the most iconic casual dining empires in history. Tune in as we explore: (02:03) Tim Gannon's journey from Florence to food (05:55) The dinner that inspired chef-driven casual dining (09:26) ‘Serious Food Meetings’ and exacting standards (10:25) Tearing up a million-dollar check (12:09) The four partners and their distinct roles (15:07) How Outback got its name and Australian theme (22:01) The Manager Partner Program that changed lives (28:34) How the partner model fueled explosive growth (30:14) Real estate strategy and the 2:1 sales ratio (35:05) Putting the partner's name above the door (36:34) Lessons from international expansion (39:20) ‘Principles and Beliefs’ culture document On why knowing your product to exacting standards separates good from great Tim Gannon: "I can eat a Bloomin' Onion today and tell you if it was cooked at 342 or 349 temperature. That's knowing your products to exacting standards. That's what George was." On why making money with people, not from them, is the real business model Tim Gannon: "I wanted to make my money with someone, not for someone. And that was a very important lesson because I knew Al Copeland and he would pay me well, but it would always be kind of his money. I was uncomfortable with that." On why taking care of your people first is the only sequence that works Tim Gannon: "The first commitment was to our Outbackers. Think about your employees first, because if you take care of them, they're going to take care of the guests. Well, the financial guy's going to be happy. The financial results are always going to be there."

July 23, 20261 hr 0 min

How to Franchise Internationally: Xponential Fitness President Bob Kaufman on Global Growth

When Bob Kaufman landed his dream job at Tower Records in Japan, he was just hoping to score free CDs and concert tickets. But that first international posting became the launchpad for an extraordinary global franchising career – one that has taken him from running music stores to scaling Coffee Bean & Tea Leaf and building powerhouse brands as President of International at Xponential Fitness. Tune in as we explore (00:00) Why franchisee success must come first (05:05) Universal lessons from scaling multiple franchise brands (10:06) Why franchisees lose sight of the brand (16:47) International expansion requires local adaptation, not replication (25:25) Master franchising versus direct international expansion (38:12) What ethical franchising looks like in practice (44:09) Building trust through transparency and benchmarking (49:33) Challenging sacred cows that limit franchise growth (53:32) How to choose the right franchise partners (56:13) What businesses need before franchising successfully On Why Passion Is Non-Negotiable Bob: “Your next franchisee is probably a customer in your location right now. Passion is the common ground you need; if they don’t genuinely love the brand, don’t sell them the franchise. You have to want to have dinner with these people in five years.” On Learning Through Humility Bob: “Go to the market not as ‘we’re here to kick butt,’ but with a notebook and humility. If you’re not willing to adapt, don’t franchise. And if you think the secret’s in the scone, you’re probably going to be humbled. Fast.” On Building Trust That Survives Tough Days Bob: “Every business relationship gets tested. If you don’t have goodwill and shared vision before the hard days come, you won’t survive the journey together.”

February 3, 202624 min

TAGeX Brands' Neal Sherman Reveals How to Slash Franchise Build-Out Costs

In this episode of Smart Franchising , Dan Rowe sits down with Neal Sherman, founder of TAGeX Brands, to uncover one of the most underutilized levers in franchising: the restaurant equipment aftermarket. With build-out costs continuing to rise, Neal breaks down how franchisees and brands can dramatically reduce startup expenses by sourcing surplus and used equipment from closed locations, test programs, and overbuilt supply chains. Neal shares how TAGeX —now the largest restaurant equipment auction and resale platform in North America—helps operators save on capital equipment while speeding up timelines with tariff-free, readily available inventory. The conversation explores why stainless equipment lasts decades, how buying used still allows for depreciation and SBA financing, and why early-stage and multi-unit franchisees are often best positioned to benefit. Dan and Neal also dive into second-generation conversions, monetizing unused FF&E instead of paying for disposal, and how franchisors can proactively support franchisees by lowering required build-out costs. Drawing on Dan’s experience scaling brands like Five Guys and Neal’s work with 41 of the top 50 restaurant chains, this episode delivers practical, high-impact insight for founders, franchisors, and operators looking to open faster, invest smarter, and maximize returns in an increasingly expensive market.

January 21, 202631 min

Cafe Spice's Sameer Malhotra on the Power of Co-Packing

In this episode of Smart Franchising, Dan Rowe sits down with Sameer Malhotra, founder of Cafe Spice, to unpack one of the most powerful—and overlooked—growth levers in franchising: co-packing. What began as a family-run Indian restaurant business evolved into a national operation supplying sauces, grains, entrées, and ready-to-eat meals to Whole Foods, Aramark, Sodexo, and emerging restaurant brands across the country. Dan and Sameer break down how centralized production lowers labor, prep, cleaning, equipment, and real estate costs while improving consistency, food safety, and unit economics. They discuss what makes a brand “co-packer ready,” why many chef-driven concepts struggle to scale, and how simplifying menus and processes unlocks faster, more profitable expansion—without sacrificing flavor or authenticity. The conversation also dives into minimum order quantities, distributor relationships, tariffs, sourcing challenges, and where founders should start when outsourcing production. Drawing on Dan’s experience scaling brands like Five Guys, Qdoba, and The Halal Guys, this episode delivers practical guidance for founders, franchisees, and operators looking to scale smarter, protect their brand, and grow with confidence.

January 6, 20261 hr 22 min

From Zero to 600: How CMG Companies' Navin Nagrani and Al Bhakta Built a 600-Unit Empire Across 10 Brands

In this episode of Smart Franchising, Dan Rowe sits down with Navin Nagrani and Al Bhakta of CMG Companies to reveal how eight partners built one of the largest independent multi-unit, multi-brand franchisee operations in America—with over 600 locations across KFC, Taco Bell, Sonic, Little Caesars, Ace Hardware, Valvoline, Tide Laundromat, and more. Starting with a single Genghis Grill that had zero customers on opening night, they've mastered the art of acquiring underperforming assets and turning them profitable through relentless execution, smart incentives, and empowering existing talent. Al and Navin discuss why 80% of turnaround success comes from motivating the people already in place, their "Lindy Effect" strategy of betting on established brands with moats, why they'd rather be top franchisees than franchisors, and the critical importance of unit economics over growth for growth's sake. This conversation is packed with tactical advice on acquisitions, talent development, equity partnerships, and building generational wealth through franchising—perfect for aspiring and established franchisees alike.

December 23, 20251 hr 5 min

Door-Knockers to Dynasty: Milo Leakehe & Zach McKinley's 5-Brand Franchise Story

In this episode of Smart Franchising, Dan Rowe sits down with Milo Leakehe and Zach McKinley, co-founders of Imbue Capital, to reveal how they built a multi-brand franchise platform across five verticals without chasing the traditional MUMBO playbook. Milo and Zach share their unconventional strategy of scaling horizontally from day one, giving operating partners massive equity stakes, and rolling up weak franchisees while others pull back. Discover why they give partners millions in equity instead of market-rate salaries, and how this creates operators who think like owners, not employees. Learn their exact vetting process—from the 100-brand list down to five finalists—and why they let partners pick their own brands instead of forcing assignments. Milo and Zach reveal the critical metrics they validate before signing any franchise agreement, including how to build accurate pro formas by contacting every franchisee in the system, rather than relying solely on Item 19. Learn the funding strategies that fuel their growth. From SBA loans and hard money to private equity rollups, they break down when to use each capital source and why seller financing has become their secret weapon for fast, highly-leveraged acquisitions. They share their war wounds from losing six figures by not watching labor costs during a massive Crumble launch, and why controlling your P&L from day one is non-negotiable. Whether you're looking to build a franchise platform, attract operating partners who'll go to war for you, or execute strategic rollups in a recessionary market, this episode delivers the raw playbook for scaling to 100 units by 2032 and building generational wealth for everyone on your team.

December 9, 202547 min

Franchise Insiders' Jack Johnson on the Resale Opportunity Resale Opportunity Most Franchisees Miss

In this episode of Smart Franchising, Dan Rowe sits down with Jack Johnson, CEO of Franchise Insiders, to explore the untapped potential of franchise resales. Jack breaks down the resale opportunity most franchisees miss by buying profitable businesses, skipping the startup grind, and building to sell from the start. Discover why resales aren't failures but smart investments that can fast-track your path to wealth. Jack reveals where to find hidden deals before they hit the market, how to structure SBA financing to buy cash-flowing businesses without draining your capital, and why the biggest franchisees like Greg Flynn built their empires through strategic acquisitions, not ground-up construction. Learn the critical mistakes that can cost you millions. Jack shares his proven strategies for always keeping your business sale-ready, the personality assessments that match buyers to the right opportunities, and why running your franchise like it's always for sale is the smartest move you can make. Whether you're a first-time buyer looking to avoid the 6-12 month startup wait or an experienced operator ready to scale through acquisitions, this episode delivers actionable insights on turning franchise resales into your competitive advantage.

November 25, 20251 hr 11 min

Bolay Fresh Bold Kitchen's Chris Gannon: From Busser to Founder

In this episode of Smart Franchising, Dan Rowe sits down with Chris Gannon, founder of Bolay Fresh Bold Kitchen and son of Outback Steakhouse co-founder Tim Gannon, to explore the critical question: should you franchise your restaurant concept? With 22 locations across Florida, Bolay Fresh Bold Kitchen represents a "better for you" fast-casual concept focused on scratch-made, chef-driven bowls with craveable flavors. Chris shares invaluable lessons from his restaurant DNA—including working his way up from busser at Outback despite being the founder's son, his experience at PDQ, and the challenges of maintaining quality and consistency while scaling. The conversation dives deep into operational realities that prospective franchisees need to understand: the complexity of scratch cooking, the relentless focus required for training, the critical importance of site selection (with unique tips like consulting local police officers who truly know communities), and why "the best site you'll ever select is the one you say no to." Chris reveals Bolay Fresh Bold Kitchen's growth strategy of seeking experienced multi-unit, multi-brand operators (MUMBOs) as franchise partners—not traditional QSR franchisees or first-timers—who understand that building top-line sales through hospitality and quality drives bottom-line success. He emphasizes that successful franchising requires treating partners like marriages, maintaining culture at scale, and resisting the temptation to cut food quality for margin optimization. Dan and Chris discuss industry challenges including skyrocketing build costs, the over-saturated restaurant market, the need to master off-premise channels, and why strong unit economics are non-negotiable in today's environment. For anyone considering franchising—whether as a franchisor or franchisee—this conversation offers hard-earned wisdom on site selection, people selection, maintaining standards across multiple units, and the fundamental trade-offs between corporate growth versus franchise partnership models.

November 11, 202550 min

FranNet's Leslie Kuban on Mastering Franchise Resales and Working with Consultants

Join franchise industry leader Dan Rowe the Founder and CEO of Fransmart and Leslie Kuban the Market President and Franchise Owner of FranNet as they dive deep into the world of franchise resales and the critical role consultants play in these transactions. In this insightful conversation, Dan and Leslie explore the often-overlooked preparation needed for equity moments—those pivotal times when franchisees look to exit their business. Discover what both franchisees and franchisors should be doing before a resale opportunity arises, and learn about the common pitfalls that can derail even the most promising deals. From financial documentation and operational systems to understanding buyer expectations and market dynamics, this episode covers the essential elements that make or break franchise resales. Dan and Leslie also share practical guidance on how to effectively work with franchise consultants throughout the resale process. Whether you're a franchisee planning your exit strategy, a franchisor looking to support smooth ownership transitions, or someone considering buying an existing franchise location, this conversation offers valuable insights into maximizing value and avoiding costly mistakes. Tune in to learn how proper preparation, realistic expectations, and the right consulting partnership can turn your franchise resale into a successful transition. 00:00 The Importance of Resales in Franchising 02:48 Leslie's Journey into Franchising 04:46 Understanding FranNet and Its Role 07:02 The Process of Helping Franchisees 09:54 Identifying Good Franchisees 12:28 The Role of Brokers in Franchising 15:16 Building Client Relationships 17:33 Effective Communication with Franchisors 25:59 The Importance of Staying Top of Mind 28:05 Understanding Commission Splits and Franchise Fees 30:40 The Significance of Resales in Franchising 35:08 Proactive Strategies for Franchise Resales 39:36 Building a Resale Process for Franchisees 44:33 The Future of Non-Brick and Mortar Businesses

November 4, 202547 min

Fransmart Takeover: McLain Hoogland Shares How He Built America's Largest Marco's Franchise

From running movies out of the back of his family’s warehouse at age 12 to becoming the largest Marco’s Pizza franchisee in America, McLain Hoogland understands the long game – and the pivot. With a lineage stretching back to the birth of family video rental and a career forged by service in the Marine Corps, McLain doesn’t just lead a multigenerational business, he’s reinvented it more than once. In this episode of the Smart Franchising Podcast, we explore (06:11) Growing up in a family business (08:26) The drive behind pizza chain growth (11:34) Streamlining operations for control (13:08) Why efficiency depends on geography (16:53) Franchise growth vs real estate (19:55) Veterans’ skills beyond stereotypes (22:35) Turning customer experience into profit (26:27) What makes a franchise restaurant succeed (29:27) Marketing challenges for franchise owners (33:17) How food delivery keeps evolving (38:02) What to look for in a franchise system (41:00) Leadership that goes beyond business books (42:42) Finding balance to avoid burnout (45:56) Diversifying into healthcare and real estate On Why Veterans Thrive in Franchising McLain: “You’ve learned some pretty high-level things in very stressful situations. You’ve learned how to train people, how to follow SOPs. That’s a restaurant. There’s a rule set in franchising: it isn’t a free-for-all all.” On Building for Growth (Not Just Survival) McLain: “The first year is dialing in your operations and growing your customer base. You have to hire for the sales you want, not just the budget you think you have.” On Knowing When NOT to Get Into Food McLain: “If your first venture into franchising and you have no food experience, I would say, do not go into food. It’s easy to lose money, hard to make money – it’s a very competitive space.” On The Power of Brand and Culture McLain: “If you’re joining a franchise system, you’re buying all of it, not just the food. Do your homework. Dig deep into the support and leadership.”