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Introduction
Franchising in China offers overseas brands a route to rapid scale, but only if they balance brand consistency with market flexibility. Today’s franchisees expect not just a license—but a full stack of digital tools, content strategies, and local autonomy. This article outlines how to build a franchise sales system in China that’s built for modern consumers and long-term brand equity.
1. Identify Franchisees with Operational and Digital Expertise
Beyond Capital:
The best franchisees in China aren’t just investors—they’re experienced operators with a strong grasp of local markets and digital platforms like Douyin and Dianping.
Partner Vetting Process:
Establish a selection framework that assesses candidates on retail experience, digital capability, local connections, and brand alignment—not just funding.
2. Offer Digitalized Sales Support
E-commerce Franchise Kits:
Provide franchisees with access to your official e-commerce assets—like livestream scripts, influencer lists, CRM templates, and campaign calendars.
Performance Tracking Tools:
Deploy dashboards for franchisees to monitor sales KPIs, store traffic, conversion rates, and product-level performance in real time.
3. Local Activation with Brand Oversight
City-Specific Launches:
Encourage franchisees to create grand opening events tailored to local festivals or trends. Use branded assets but allow regional customization.
Geo-Targeted Campaigns:
Support location-based promotions using Xiaohongshu and Douyin ads that direct traffic to the nearest franchise store or mini-program.
4. Continuous Training for Sales Excellence
Ongoing L&D:
Deliver monthly webinars, mini-courses, and mentoring calls to upskill franchisee teams on customer service, product education, and new sales tools.
Mystery Shopper & Feedback Systems:
Conduct regular store audits and gather customer input to maintain service consistency and iterate brand messaging across markets.
5. Case Study: A Middle Eastern Snack Brand Wins with Urban Franchising
A well-known Middle Eastern snack brand partnered with local franchisees to launch 12 stores in Tier 2 cities like Hangzhou and Suzhou. Each franchise received a WeCom CRM setup, localized signage, and access to AI-powered retail performance tools. In-store events were coordinated with local influencers, and digital ad budgets were co-managed. This approach led to a 22% increase in repeat customers within six months and a 3x ROI on launch investment.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
info@pltfrm.cn
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