--- title: The Questions That Lead to Better Franchise Decisions description: UK franchise buyers face no mandatory disclosure rules. Five questions for franchisors and existing franchisees reveal what brochures hide. author: Darie Nani (Editor-in-Chief) date: 2026-02-02T11:46:36.000Z updated: 2026-04-01T22:26:20.025Z canonical: https://www.sovereignmagazine.com/article/the-questions-that-lead-to-better-franchise-decisions image: https://cdn.nanimediahouse.com/linkedin-sales-solutions-Xo65s4yhRSo-unsplash.jpg categories: Productivity content_type: Analysis region: London publication: Sovereign Magazine about: - type: Event name: International Franchise Show 2026 description: The International Franchise Show 2026 is the UK's largest franchise exhibition, bringing together over 250 exhibitors, 60 speakers, and 50 international brands at ExCeL London. Thousands of entrepreneurs and business owners get free access to seminars, one-to-one advice, interactive features, and expert guidance on franchise opportunities. url: https://www.thefranchiseshow.co.uk/?utm_source=PARTNERsovereignmagazine startDate: 2026-04-17T09:00:00.000Z endDate: 2026-04-18T17:00:00.000Z --- Franchise exhibitions put hundreds of brands in front of prospective buyers in a single weekend. The [International Franchise Show](#about-international-franchise-show), returning to ExCeL London on 17-18 April, hosts over 250. The challenge is knowing which questions cut through the sales pitch. The UK has no franchise-specific regulation. Franchisors are not legally required to disclose performance data, franchisee turnover or financial projections. The British Franchise Association operates a voluntary accreditation scheme, but membership is optional. This makes due diligence the buyer’s responsibility. John Pratt, senior partner at Hamilton Pratt and author of the UK’s standard text on franchise law, [puts it directly](https://www.what-franchise.com/questions/how-do-franchisors-assess-the-suitability-of-franchisees): ‘If you are approaching a franchisor and you sense it is adopting an approach that could be likened to “does the prospective franchisee have a pulse and a cheque book?”, you need to walk away.’ ## Questions for the franchisor Five questions reveal more than any brochure. Ask how many franchisees have been recruited in the last five years, and how many have left the system in the same period. Ask why they left. Request the average profitability of existing franchisees. Ask whether banks will finance this franchise (lenders conduct their own due diligence, so their willingness to lend is a useful signal). Finally, ask for a complete list of all franchisees, not a selection. Good franchisors expect these questions. Pip Wilkins, chief executive of the British Franchise Association, [notes](https://lexpress-franchise.com/en/articles/how-to-choose-wisely-your-franchisor/) that ‘franchising outperforms general business because of the strong support systems in place. But prospective franchisees must ensure their chosen franchisor is one that truly invests in its network.’ If a franchisor resists providing a full franchisee list, or offers only hand-picked contacts, treat that as information in itself. ## Questions for existing franchisees Franchisors present projections. Franchisees report what actually happened. Ask what the first year actually cost, including expenses not mentioned in the franchise prospectus. Ask how long it took to break even. The typical pattern, according to franchise lawyers, is substantial losses in year one, break-even in year two, modest profit in year three, stronger returns thereafter. If a franchisor’s projections suggest faster returns, ask franchisees whether that matched their experience. Brian Duckett, former chairman of The Franchising Centre, [recommends](https://www.what-franchise.com/questions/what-ongoing-costs-am-i-liable-for-as-a-franchisee) a simple approach: ‘Talk to existing franchisees and see what they think.’ Ask whether the franchisor delivered on training promises. Ask what happens when problems arise. Ask whether they would make the same decision again. ## What to look for in the agreement Franchise agreements in the UK typically run for five years with options to renew. They are largely non-negotiable; franchisors want consistency across their network. This does not mean you should skip legal review. Shelley Nadler, legal director at Bird & Bird, [warns](https://www.what-franchise.com/franchise-opportunities) that ‘even if you are provided with a great deal of detailed financial information, financial projections are not promises of performance. The success of your franchise will depend on your own individual skills and commitment.’ Key areas to examine: territory definitions (are they exclusive, and what happens if postcodes change?), renewal conditions, termination clauses, resale rights and any restrictions on what you can do after leaving the franchise. A solicitor who specialises in franchise law will identify provisions that could cause problems later. ## Using the show effectively The International Franchise Show runs seminars on financing, legal considerations and sector-specific topics. These provide context. But [the real value](https://www.sovereignmagazine.com/article/is-a-franchise-investment-worth-it-right-now) is access to both franchisors and existing franchisees in the same space. Prepare your questions before arriving. Take notes. Collect contact details and follow up afterwards. The conversations at a franchise show are a starting point, not a conclusion. Admission is free but [registration](#about-international-franchise-show) is required. ### Event: International Franchise Show 2026 17 April 2026 – 18 April 2026 In-person Venue: ExCeL London, London, United Kingdom Organized by: International Franchise Show The International Franchise Show 2026 is the UK's largest franchise exhibition, bringing together over 250 exhibitors, 60 speakers, and 50 international brands at ExCeL London. Thousands of entrepreneurs and business owners get free access to seminars, one-to-one advice, interactive features, and expert guidance on franchise opportunities. [Event website](https://www.thefranchiseshow.co.uk/?utm_source=PARTNERsovereignmagazine) --- ## Further Context **Q: How much does it cost to buy a franchise in the UK?** The Quality Franchise Association estimates the average setup cost at around £40,000. Home-based service franchises start lower, sometimes under £15,000. Established retail and food brands often exceed £100,000. The franchise fee is only part of the total; working capital, equipment, premises fit-out and initial marketing typically add 30-50% to the headline figure. **Q: Are franchises a good investment in the UK?** Some deliver strong returns. Others do not stack up once you account for ongoing fees, territory restrictions and exit limitations. The British Franchise Association reports a 0.5% commercial failure rate among members, though this counts only businesses that collapsed financially, not franchisees who sold at a loss or left dissatisfied. Academic research suggests franchises survive at modestly higher rates than independent startups, but the advantage is smaller than industry marketing implies. **Q: How much does a franchise owner make in the UK?** Glassdoor data suggests franchise owners typically earn between £36,000 and £53,000 per year. This varies significantly by sector, territory size and years in operation. First-year earnings are usually negative or minimal. The general pattern is break-even in year two, modest profit in year three, stronger returns thereafter. Ask existing franchisees what their actual take-home was in years one through three. **Q: How do you conduct due diligence on a franchise?** Start with the franchisor: request five years of accounts, the full franchise agreement and a complete list of current and former franchisees. Speak to franchisees the franchisor did not select for you. Ask about actual costs versus projections, quality of support and whether they would make the same decision again. Have a specialist franchise solicitor review the agreement before signing. Check whether major banks will finance the franchise; their willingness to lend reflects their own due diligence on the system. **About International Franchise Show** The International Franchise Show is the UK's largest franchise exhibition, held annually at ExCeL London. [Website](https://www.thefranchiseshow.co.uk/?utm_source=PARTNERsovereignmagazine)