{"id":285069,"date":"2017-10-13T07:32:00","date_gmt":"2017-10-13T06:32:00","guid":{"rendered":"https:\/\/ac-franchise.be\/les-pieges-a-eviter-lors-dun-recrutement-de-franchises-7202"},"modified":"2017-10-13T07:32:00","modified_gmt":"2019-03-07T16:01:01","slug":"les-pieges-a-eviter-lors-dun-recrutement-de-franchises-7202","status":"publish","type":"post","link":"https:\/\/ac-franchise.be\/article\/les-pieges-a-eviter-lors-dun-recrutement-de-franchises-7202","title":{"rendered":"Les pi\u00e8ges \u00e0 \u00e9viter lors d’un recrutement de franchis\u00e9s"},"content":{"rendered":"
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La qualit\u00e9 d’un r\u00e9seau de franchise se construit par les choix du franchiseur<\/b>. Son concept doit apporter une diff\u00e9rence concurrentielle et \u00eatre rentable mais ce n’est pas suffisant.
Le franchiseur doit \u00e9galement s’entourer d’une \u00e9quipe gagnante<\/b> et une partie de cette \u00e9quipe est constitu\u00e9e des franchis\u00e9s.<\/p>\n

\u00ab\u00a0Les pi\u00e8ges \u00e0 \u00e9viter lors d’un recrutement de franchis\u00e9s\u00a0\u00bb\u00a0 Par Fran\u00e7ois Binault – Expert comptable In Extenso.<\/i> <\/div>\n<\/p><\/div>\n<\/p><\/div>\n

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Premiers crit\u00e8res<\/h3>\n
Les premiers crit\u00e8res sont objectifs<\/b> et sont bien souvent clairement \u00e9tablis dans le profil du franchis\u00e9 recherch\u00e9 <\/b>: exp\u00e9riences professionnelles, apports, zone g\u00e9ographique.
Ces derniers servent d’ailleurs de r\u00e9f\u00e9rence dans l’analyse financi\u00e8re r\u00e9alis\u00e9e par les financeurs. De rares exceptions peuvent \u00eatre envisag\u00e9es selon la qualit\u00e9 de certains \u00e9l\u00e9ments. Mais dans cette situation, une analyse de la solidit\u00e9 du business plan doit \u00eatre r\u00e9alis\u00e9e tant sur le plan financier que sur le plan juridique.
Dans le cas contraire, le franchiseur peut se retrouver bien malgr\u00e9 lui financeur de son franchis\u00e9 pour une partie des investissements. Ce fut le cas pour un franchis\u00e9 qui a eu le pr\u00eat bancaire mais pas le montant du pr\u00eat d’honneur pr\u00e9vu, la situation a \u00e9t\u00e9 r\u00e9gularis\u00e9e en moins de deux ans mais aurait pu conduire \u00e0 un d\u00e9p\u00f4t de bilan du franchis\u00e9 pour insuffisance de financement. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Seconds crit\u00e8res<\/h3>\n
Les seconds crit\u00e8res sont subjectifs<\/b> et pr\u00e9dominants sur la r\u00e9ussite de la relation entre le franchis\u00e9 et le franchiseur<\/b>, d’autant plus qu’ils sont d\u00e9licats \u00e0 appr\u00e9hender. Ils comprennent notamment l’\u00e9tat d’esprit, les valeurs, l’adh\u00e9sion, l’engagement et la vision du franchis\u00e9.
Le franchiseur doit donc op\u00e9rer un travail sur ses valeurs, sa vision et ses attentes comportementales du franchis\u00e9 pour valider leur ad\u00e9quation. Des outils sp\u00e9cifiques peuvent \u00eatre d\u00e9velopp\u00e9s avec des professionnels membres du coll\u00e8ge des experts de la F\u00e9d\u00e9ration Fran\u00e7aise de la Franchise.<\/p>\n

Pour montrer l’importance de cette analyse, cinq cas concrets ont \u00e9t\u00e9 synth\u00e9tis\u00e9s en pi\u00e8ge potentiel pour le recrutement par le franchiseur.<\/b><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n

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Cinq pi\u00e8ges \u00e0 \u00e9viter lors du recrutement<\/h3>\n
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  • Le premier pi\u00e8ge consiste \u00e0 se contenter de l’impression fournit par le candidat et son CV. En l’occurrence, un candidat avec une bonne exp\u00e9rience manag\u00e9riale, une bonne pr\u00e9sentation et une grande assurance est retenu par le franchiseur. Ce dernier malgr\u00e9 un pr\u00e9visionnel coh\u00e9rent n’a pas obtenu l’emprunt bancaire aupr\u00e8s de toutes les banques sollicit\u00e9es, le motif une assurance qui est devenue de l’arrogance. L’aspect humain est tr\u00e8s regard\u00e9 par les banques selon l’activit\u00e9 et les entretiens avec le franchiseur ne permettent pas de tout d\u00e9voiler.<\/li>\n<\/ul>\n

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    • Le second pi\u00e8ge peut provenir des candidatures spontan\u00e9es mais s’\u00e9tend \u00e0 tous les candidats. Un concept r\u00e9cent attire un candidat int\u00e9ress\u00e9 alors qu’aucune d\u00e9marche de recrutement n’ait \u00e9t\u00e9 mise en place. Ce candidat enthousiaste et pr\u00e9sentant un bon apport adh\u00e8re au visuel du concept \u00e0 la gamme des produits mais n’a pas int\u00e9gr\u00e9 l’importance du savoir-faire. De ce fait, il n\u00e9glige son implication dans la formation initiale et ne respecte pas la qualit\u00e9 impliqu\u00e9e. Il est donc pr\u00e9f\u00e9rable de recruter des candidatures r\u00e9fl\u00e9chies et approfondies \u00e0 l’enthousiasme mod\u00e9r\u00e9 que l’inverse.<\/li>\n<\/ul>\n

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      • Le troisi\u00e8me pi\u00e8ge porte sur la confusion entre capacit\u00e9 commerciale et esprit commer\u00e7ant. Selon l’activit\u00e9, l’aspect commercial \u00e0 savoir le taux de transformation des prospects ne suffit pas. En effet, si l’enseigne n\u00e9cessite un commerce ou une agence, le franchis\u00e9 doit pouvoir mettre en place des actions pour multiplier le nombre de contacts \u00e0 transformer en prospects et donc avoir un esprit commer\u00e7ant. Dans l’exemple v\u00e9cu, le franchis\u00e9 transforme la totalit\u00e9 des prospects spontan\u00e9s en clients mais n’arrive pas \u00e0 chercher les prospects en dehors du passage naturel.<\/li>\n<\/ul>\n

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        • Le quatri\u00e8me pi\u00e8ge porte sur les pionniers de la franchise. Dans un premier temps, ces premiers franchis\u00e9s sont moteurs pour la franchise et son d\u00e9veloppement. Par contre, dans un second temps, ils sont souvent source de conflits. Le conflit provient dans la plupart des cas des cons\u00e9quences d’une perte d’importance de ces premiers franchis\u00e9s dans le r\u00e9seau suite \u00e0 l’augmentation de sa taille. Ces aspects essentiellement psychologiques n\u00e9cessite de la part du franchiseur de leur int\u00e9grer une place particuli\u00e8re d\u00e8s la signature du contrat et d’anticiper la r\u00e9flexion sur l’\u00e9volution de l’organisation avec le d\u00e9veloppement des franchis\u00e9s.<\/li>\n<\/ul>\n

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          • Le cinqui\u00e8me pi\u00e8ge se situe moins dans les premi\u00e8res phases du franchis\u00e9 mais plus dans la dur\u00e9e : croire que le franchis\u00e9 en place adh\u00e8re toujours \u00e0 la totalit\u00e9 du concept. Dans la plupart des r\u00e9seaux, les anciens franchis\u00e9s pr\u00e9sentent plus de r\u00e9ticences aux nouveaut\u00e9s du concept que les nouveaux franchis\u00e9s. Dans le cas concret, le franchis\u00e9 apr\u00e8s plus de 20 ans d’exploitation vends ses fonds pour entrer dans une autre enseigne sur un autre secteur. Et dans sa nouvelle exp\u00e9rience il reconna\u00eet ne pas avoir appliqu\u00e9 des recommandations de l’ancien franchiseur contrairement \u00e0 la nouvelle enseigne et que ces recommandations ont \u00e9t\u00e9 b\u00e9n\u00e9fique \u00e0 son activit\u00e9 et sa rentabilit\u00e9. Le franchiseur doit int\u00e9grer une communication plus forte sur l’\u00e9volution de la franchise vers les anciens franchis\u00e9s que sur les nouveaux pour maintenir la coh\u00e9sion et la vision commune \u00e0 tous les franchis\u00e9s.<\/li>\n<\/ul>\n

            En conclusion, le profil du bon franchis\u00e9 est une question de contexte, de personnalit\u00e9, d’atouts.<\/b> Le franchiseur doit donc revoir r\u00e9guli\u00e8rement le profil id\u00e9al et l’\u00e9cart-type acceptable<\/b> car un mauvais candidat aujourd’hui peut devenir le profil id\u00e9al et inversement.<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"

            La qualit\u00e9 d’un r\u00e9seau de franchise se construit par les choix du franchiseur. Son concept doit apporter une diff\u00e9rence concurrentielle et \u00eatre rentable mais ce n’est pas suffisant.<\/p>\n","protected":false},"author":45,"featured_media":285068,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"ocean_post_layout":"","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"","ocean_second_sidebar":"","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"","ocean_custom_header_template":"","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"","ocean_menu_typo_font_family":"","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"on","ocean_gallery_id":[],"footnotes":""},"categories":[9],"tags":[135],"class_list":["post-285069","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-actualites-des-experts","tag-franchise-informations","entry","has-media"],"acf":[],"yoast_head":"\nLes pi\u00e8ges \u00e0 \u00e9viter lors d'un recrutement de franchis\u00e9s<\/title>\n<meta name=\"description\" content=\"La qualit\u00e9 d'un r\u00e9seau de franchise se construit par les choix du franchiseur. 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