Franchises and Developers: A Natural Partnership

If there’s one thing I’ve learned in my 30-plus years in commercial real estate, it’s this: franchise growth and smart development go hand in hand. As the President of MX Properties, I’ve worked with dozens of national and regional brands—especially in the quick-service restaurant (QSR) and convenience store (C-store) space—and I’ve seen firsthand how a well-executed partnership between developer and franchise operator can lead to long-term success for both parties.

Franchises bring recognizable brands, proven business models, and national marketing power. Developers bring market knowledge, permitting experience, and a deep understanding of site dynamics. When those two pieces come together correctly, it results in efficient site rollouts, strong leasing performance, and properties that serve their communities for years.

But it’s not just about dropping a logo on a parcel of land and calling it a day. Successful franchise expansion requires strategy, trust, and alignment from the very beginning. Here’s how we approach it at MX Properties—and what I believe other developers should keep in mind.

Understand the Franchise Playbook

Every franchise brand—especially in the QSR and C-store world—has a playbook. That playbook includes their ideal site size, access requirements, traffic thresholds, visibility preferences, and sometimes even their proximity to competitors or co-tenants. Before you can build a relationship with a franchise, you need to understand exactly what they’re looking for.

We always start by studying a brand’s site criteria sheet and getting familiar with their footprint. Are they focused on freestanding pad sites or in-line endcaps? Do they need a drive-thru? How much stacking space do they require? What are their signage and delivery access needs?

When you know this going in, you can avoid costly revisions down the road and position your development to be plug-and-play for future sites.

Build Relationships with Franchisees and Corporate Teams

Franchise growth doesn’t happen in a vacuum. It’s driven by two groups: the corporate real estate teams and the local franchisees or multi-unit operators. As a developer, you need to have strong relationships with both.

Corporate teams set the growth strategy, approve sites, and handle brand compliance. Franchisees know the ground-level details—the local consumer base, real-world site challenges, and daily operations. Developers who can bridge those two worlds become invaluable partners.

We make it a point to attend franchise expos, regional brand meetings, and networking events so we’re building relationships before the RFP ever goes out. When a brand sees that you understand their model and are proactive in identifying opportunities, you become a trusted extension of their team.

Choose Markets That Support Scalable Growth

Site selection isn’t just about finding one good location—it’s about creating a repeatable growth model. Franchises want to scale, and they prefer working with developers who understand how to find multiple viable sites within a region.

That’s why we focus on Florida’s growth corridors—places like St. Johns County, the I-4 corridor, and parts of Southwest Florida where residential development, infrastructure investment, and demographic trends all point to sustained demand.

Before we even propose a site, we look at:

• Traffic counts and directional flow
  
• Drive-time populations and income data
  
• Zoning compatibility and permitting timelines
  
• Future housing and commercial developments
  

When you can bring a brand not just one site, but a market strategy, you become much more valuable—and you increase your chances of securing multiple deals.

Think Long-Term, Not Just Lease-Up

A common mistake I see among newer developers is focusing only on lease-up. Yes, getting a national brand on paper brings credibility and helps with financing. But the real value is in building a site that performs well over the long haul.

That means thinking through:

• Parking and circulation for changing consumer habits (think mobile pickup and third-party delivery)
  
• Visibility from key roads and signage placement
  
• Access for both peak traffic and back-of-house deliveries
  
• Shared amenities if it’s part of a larger center (e.g., restrooms, grease traps, dumpsters)
  

When a franchisee has a great experience operating in your property, they’re more likely to do the next deal with you—and the one after that. We’ve had franchise partners grow from one to ten units across our sites simply because we made their first one work.

Stay Ahead of the Trends

The QSR and convenience spaces are changing fast. Brands are experimenting with smaller footprints, digital-only pickup windows, and even kitchen-only models. Developers who stay on top of these trends—and who build flexibility into their designs—will have a competitive edge.

For example, we’ve adjusted several of our layouts in the past two years to accommodate dual-lane drive-thrus, EV charging infrastructure, and outdoor order pickup lockers. These aren’t speculative features—they’re what growing brands are asking for now.

We also keep an eye on emerging regional players who are starting to scale. Getting in early with a brand that’s expanding fast can position you as a preferred developer before the competition even notices.

Grow Together

At the end of the day, franchise growth is about more than just filling space. It’s about creating partnerships where everyone wins—the brand, the operator, the landlord, and the customer.

As developers, we have the power to shape how and where these brands grow. And when we approach that role with thoughtfulness, expertise, and a long-term mindset, the results speak for themselves.

At MX Properties, we’re proud to have helped dozens of franchise operators expand their footprint across Florida—and we’re always looking for ways to do it better. Because in this business, success isn’t just about what you build. It’s about who you build it with—and where you take them next.