How to Start a Successful Franchise in China

The Chinese market is a large and fast-growing economy with a population of over 1.4 billion people, offering significant market potential. The government’s economic reforms have created a business-friendly environment, attracting both domestic and international investments.

Franchising has become an important avenue for entrepreneurship, job creation, and economic development in China, allowing businesses to expand rapidly with the support of local entrepreneurs.

The franchise market has witnessed remarkable growth in various industries, including retail, education, healthcare, and more, driven by factors such as urbanization, rising consumer demand, and government support. The continuous growth of China’s middle class and their increasing disposable income has created abundant opportunities for franchise businesses to thrive.

The Chinese franchise market offers opportunities and challenges for both international and local brands looking to expand through franchising.

Factors Driving the Growth of Franchising in China

Expanding middle class and rising disposable income

The growth of franchising in China is driven by the expanding middle class with rising disposable income. This middle class represents a significant consumer base seeking higher living standards, better-quality products, and enhanced lifestyle experiences. Franchising provides entrepreneurs with an ideal opportunity to meet these evolving consumer demands and capture their purchasing power.

Additionally, as Chinese consumers become more discerning and brand-conscious, they often perceive franchised businesses as offering higher quality, standardized products, and reliable customer experiences. Franchising provides a level of familiarity and trust that appeals to the middle-class segment, driving its demand and contributing to the growth of the franchise market in China.

Increasing urbanization and consumer demand

China’s ongoing process of urbanization has resulted in a concentrated population in cities, creating dense consumer markets. Urban areas provide access to a wider range of goods, services, and entertainment options, generating a heightened demand for diverse offerings.

Franchising, with its established brand recognition, proven business models, and consistent customer experiences, is well-suited to meet this demand.

The convenience factor plays a crucial role in the growth of franchising in urban areas. As city dwellers lead busy lives, they value efficient and easily accessible goods and services.

Franchise businesses, often located in commercial areas and shopping centers, offer convenience and familiar options for urban consumers, catering to their fast-paced lifestyles.

This alignment with the preferences of urban consumers contributes to the success and growth of franchising in China.

Government support and favorable policies

The Chinese government recognizes the significance of franchising as a driver of economic growth, job creation, and entrepreneurship. Consequently, they have implemented supportive policies and franchise laws to encourage the development of the franchise market.

The Ministry of Commerce has established regulations to protect the rights of both franchisors and franchisees, ensuring a fair and transparent franchising environment. These regulations provide guidelines for franchise agreements, disclosure requirements, and dispute-resolution mechanisms. By safeguarding the interests of all stakeholders, these regulations instill confidence in the franchise industry and attract both domestic and international franchisors to enter the Chinese market.

The government has simplified business registration procedures, making it easier for entrepreneurs to establish and operate franchise businesses. They have also provided financial incentives, such as tax benefits and access to funding, to promote franchise development in specific sectors or regions. The government’s support and favorable policies have created an enabling environment for franchising to thrive in China.

Technological advancements and digitalization

China has experienced rapid and widespread adoption of technology and digitalization. The country has become a global leader in e-commerce, mobile payments, and innovative digital platforms. This technological advancement has had a profound impact on the franchise market in China.

Franchisors are leveraging technology to enhance customer experiences, streamline operations, and expand their reach.

For instance, mobile ordering, online delivery platforms, and digital loyalty programs have become commonplace in many franchise businesses. These technological innovations not only improve operational efficiency but also cater to the preferences of tech-savvy Chinese consumers who embrace digital solutions for convenience and seamless experiences.

Moreover, the rise of online-to-offline (O2O) platforms has further facilitated the growth of franchising.

How to launch successfully your franchise in China?

With a franchise business in China, a franchisee has the right to market a brand of a franchiser in return for a fee. Franchising is now a niche strategy in China because you can launch your franchise in many sectors: food service, business service, or customer service.

Even if Western brands are highly regarded compared to domestic franchises and given the cultural, social, political, and infrastructure differences, you need to adapt your strategy to the country in order to successfully launch your franchise in China.

What franchisee to buy? A Famous Brand with Good Reputation 

Chinese franchisees are searching for famous brands chain, not something conceptual. Starbucks is very successful in the Chinese franchise business partly thanks to its big efforts in digital marketing and online reputation.

China’s first Starbucks was opened in Beijing in January 1999. At that time, even drinking instant coffee was a rare thing in China. Today, Starbucks has opened more than 6,000 stores in over 230 cities in the Chinese mainland and Starbucks CEO Laxman Narasimhan has affirmed the coffee chain’s goal of reaching 9,000 stores in China by 2025.

If you want a flourishing franchise, you must think about the location strategy:

• Downtown with the commercial and cultural center, but it has high rents.
• Special economic zones are the site of many multinational corporations and government offices.
• Upscale residential where millions of people moved thanks to many infrastructure projects.

For your franchise you also need to determine the target:

• Foreigners, expatriates, or tourists have high incomes and are willing to pay for a premium service with quality.
• Business people and young professionals are more receptive to new ideas, possess sufficient income, and value foreign products.
• Young emperors have an influence on family buying decisions.

Your company needs to adapt its strategy concerning the price because the average income in China is still lower than in Western countries. Consequently, an effective strategy includes portioning some products that can be purchased at very low prices. Besides, by emphasizing the fact that you are selling Western products, including novelty products and a strong customer experience, your franchise will be more successful.

Pass China’s regulations for the franchise

One of the reasons it is challenging to start a business in China is the frequent rules change. Franchise regulations also have changed several times, but the Chinese government finally published favorable regulations for foreign franchises to improve new franchises’ management ability and increase the probability of success for foreign companies.

In order to establish your franchise in China, the regulation states that your company must have owned and operated at least two franchises anywhere in the world. Moreover, you must own and operate a store for at least a year. 

To recap, thanks to the Chinese government’s new regulations to standardize franchises, launching a foreign franchise in China is easier. Moreover, a franchise in the country will bring you opportunities and benefits due to the 80s and 90s generation seeking foreign products. However, you need to adapt your strategy due to cultural, social, political, and infrastructure differences between China and Western countries. The market is vast and great potential exists in various sectors to launch your franchise in China.

Opportunities in the Chinese Franchise Market

The 80s and 90s generations are seeking a high quality of life and have a strong ability to accept new and modern products at a higher price. Therefore, these Chinese consumers from the middle class are now an important part of the market.

Hypermarket chains and restaurants franchise have great growth potential in China. Hypermarkets implement low prices on dairy products to attract a lot of customers. Carrefour and Walmart are two foreign hypermarkets with successful businesses in China since their first entrance in the late 90s. Chinese consumers appreciate going to foreign hypermarkets because the brands are symbols of high quality.

Restaurants also have a huge market demand due to the importance of food in Chinese life. Consumers now like to taste different cuisine and many Western restaurants emerged in China to grab the opportunity to start their franchise businesses in the country.

Fast-food and quick-service restaurants

In China, most fast-food franchises are company-owned or operated in joint ventures with local companies. But, the opportunities are not only in the restaurant sector, and the number of franchises in various sectors is expected to grow given that China launched standardized franchising regulations.

In 1997, China set up the China Chain Store and Franchise Association (CCFA) and, in 2001, the country joined the World Trade Organization, and with the Chinese market growing needs, many multinationals choose to open their franchise in the country.

Retail and apparel brands

Retail and apparel brands, both international and domestic, have found success in franchising in China. With the rise of fashion-conscious consumers and the growth of shopping malls and e-commerce, there are opportunities for franchise businesses offering clothing, accessories, and lifestyle products.

One example of a brand franchisee in China in the retail and apparel industry is Belle International Holdings Limited, which is a Chinese footwear and apparel company that operates a number of franchised brands. Belle International has a franchise agreement with the American footwear brand, Clarks, and operates over 500 Clarks stores in China.

The company also has franchised agreements with a number of other international brands, including Nike, Adidas, and Puma. Belle International has been successful One example of a brand franchisee in China in the retail and apparel industry is Belle International Holdings Limited, which is a Chinese footwear and apparel company that operates a number of franchised brands.

Belle International has a franchise agreement with the American footwear brand, Clarks, and operates over 500 Clarks stores in China. The company also has franchised agreements with a number of other international brands, including Nike, Adidas, and Puma. Belle International has been successful

Education and training services

China’s emphasis on education has created a robust market for education and training services. Franchises that offer language learning, tutoring, test preparation, and skill development programs have seen significant growth. This sector is driven by the aspirations of Chinese parents to provide quality education for their children.

For example, New Oriental Education & Technology Group operate a network of language schools and offer a range of educational services including test preparation courses, study abroad consulting, and online learning platforms.

New Oriental Education & Technology Group has over 1,400 learning centers across China, and they have also expanded their franchise operations to other countries, including the United States.

Health and wellness sectors

With an increasing focus on health and wellness, franchises in the health and wellness sectors have gained popularity. This includes fitness centers, yoga studios, health food stores, and beauty and skincare clinics. Chinese consumers are becoming more health-conscious, creating opportunities for franchises in this sector.

For instance, Anytime Fitness is a 24-hour gym franchise that has more than 5,000 locations worldwide, including several in China. The franchisee in China is operated by a company called Anytime Fitness China, which has opened over 200 clubs in the country. The franchise has been successful in China due to the growing interest in fitness and health among the middle class, as well as the convenience of 24-hour access to the gym.

Automotive and transportation services

The rapid growth of China’s automotive industry and increasing demand for transportation services have created opportunities for franchises in this sector. This includes car rental services, auto repair and maintenance shops, and car wash franchises. As car ownership and urban mobility needs continue to rise, franchises in the automotive and transportation sectors can thrive.

These sectors offer promising opportunities for franchising in the Chinese market. However, it’s essential for franchisors to conduct thorough market research, understand local consumer preferences, adapt their business models to suit the Chinese market and navigate the unique challenges of operating in China’s business landscape.

One example of a brand franchisee in China in the area of automotive and transportation services is Didi Chuxing. Didi Chuxing is a ride-hailing platform that operates in China and is available in more than 400 cities. It was founded in 2012 and has since become one of the largest ride-hailing companies in the world.

Didi Chuxing has partnered with a number of car manufacturers and rental companies to expand its services, and also offers a range of other transportation options, such as bike-sharing and carpooling.

Franchiser Challenges in China

• Franchisors face the challenge of adapting to the unique cultural and market differences in China, including consumer behavior and preferences. Understanding and catering to local tastes and preferences are essential for success.
• Protecting intellectual property rights can be challenging in the Chinese franchise market. Franchisors must take measures to register trademarks and implement comprehensive IP protection strategies to safeguard their brand.
• The Chinese franchise market is highly competitive and saturated, particularly in popular sectors like fast food and retail. Franchisors need to differentiate their brand and offerings to stand out among competitors.
• Navigating the regulatory and legal landscape in China can be complex. Franchisors must comply with disclosure requirements, contract regulations, and labor laws to ensure legal compliance and avoid issues.
• Operating a franchise business in China presents operational and logistical challenges, including supply chain management, distribution, and talent acquisition. Overcoming these challenges requires effective communication and cultural sensitivity.

Strategies for Success in the Chinese Franchise Market

Conducting thorough market research is crucial for success in the Chinese franchise market. Franchisors should understand local consumer preferences, market trends, and competition. Adapting business models, products, and marketing strategies to suit the Chinese market will enhance the brand’s appeal and increase the chances of success.

Establishing strong relationships and partnerships with local stakeholders is essential. This includes developing connections with suppliers, landlords, government entities, and industry associations. Building trust and fostering positive relationships will facilitate smoother operations and provide support in navigating the Chinese business landscape.

Chinese consumers have unique preferences and cultural nuances. Franchisors should customize their products, services, and marketing efforts to cater to these preferences. This may involve adjusting menu items, modifying store layouts, or incorporating local traditions and festivals into marketing campaigns.

Franchisors must prioritize the protection of their intellectual property rights in China. This includes registering trademarks and copyrights, implementing robust IP protection measures, and monitoring for any infringements. Working with legal experts specializing in Chinese IP laws can help navigate this process effectively.

The Chinese market is dynamic and rapidly evolving. Franchisors need to embrace a culture of continuous innovation and adaptation to stay relevant and meet evolving consumer demands. This may involve introducing new products, improving operational efficiency, incorporating technology solutions, or exploring new market segments.

Franchises in China have to Invest in Branding

If you want to succeed in China, branding is the key. Chinese consumers are very wary of unknown brands. If they have never heard about your brand, they will never enter in. This is the truth. The following advice is two essential steps for your franchise business in China:

• Invest in your Reputation first 
• And then invest in your Awareness 

Reputation and brand awareness play very important roles in the Chinese market. There are many ways for foreign brands to promote their brand recognition and reputation on the Internet.

For Example, Baidu SEO, social media marketing, PR, and Website creation. However, keep in mind that all those marketing channels like Google and Facebook are blocked in China, so you can only use Chinese social platforms and search engines to reach your goal.

Being present on social media

There are several franchises that use Chinese social media in China to reach out to their customers and promote their products or services. One example is KFC, which has a strong presence on WeChat, one of the most popular social media platforms in China.

KFC uses WeChat to promote new menu items, offer discounts and promotions, and engage with their customers through interactive campaigns and games.

Another example is Starbucks, which has a large following on Weibo, another popular social media platform in China. Starbucks uses Weibo to post updates about new store openings, seasonal promotions, and special events. They also use the platform to interact with their customers by responding to comments and questions.

Other franchises that use Chinese social media in China include McDonald’s, Pizza Hut, and Subway.

These franchises recognize the importance of using social media to reach out to their customers in China, where social media is a highly influential and widely used medium for communication

Collaborating with KOLs

In recent years, many franchising businesses in China have started to use KOLs (Key Opinion Leaders) as a marketing strategy to promote their products or services. KOLs are individuals who have a large following on social media platforms such as WeChat, Weibo, and Douyin (TikTok), and are seen as influential figures in their respective fields.

One example of a franchise that has successfully used KOLs in China is Heytea, a popular tea brand. Heytea has collaborated with KOLs to create limited-edition drinks, which have generated a lot of buzz and attracted a younger demographic to their stores.

Another example is Haidilao, a hotpot chain that has used KOLs to promote its new menu items and attract more customers to its restaurants.

However, using KOLs can be expensive and may not always result in a positive return on investment. It’s crucial for franchising businesses to carefully evaluate the potential benefits and risks of using KOLs as a marketing strategy before investing in such collaborations.

Case Studies of Successful Franchises in China

McDonald’s is one of the most successful franchises in China. Since entering the market in 1990, it has strategically adapted to local tastes and preferences, offering menu items tailored to Chinese consumers, such as McSpicy chicken burgers and taro pie.

McDonald’s has also focused on localization by sourcing ingredients from local suppliers, incorporating Chinese culture into its branding, and providing localized services like home delivery. Through continuous innovation and strong brand recognition, McDonald’s has established a dominant presence with over 3,500 restaurants across China.

KFC, a subsidiary of Yum China Holdings, has achieved remarkable success in the Chinese market. KFC entered China in 1987 and has since become one of the largest fast-food chains in the country. KFC has effectively localized its menu by introducing items like the popular “Dragon Twister” and “Old Beijing Spicy Chicken.”

The company has also focused on expansion in smaller cities and rural areas, targeting the growing middle class in these regions. With over 7,500 restaurants in China, KFC has become a household name and a symbol of Western fast food in the country.

Miniso, a lifestyle and retail brand, has achieved remarkable success as a Chinese franchise. Established in 2013, Miniso has rapidly expanded with its affordable and stylish products in various categories, including household goods, cosmetics, and fashion accessories.

The brand has effectively tapped into the demand for affordable yet trendy products among Chinese consumers. With its emphasis on minimalist design, quality, and value for money, Miniso has attracted a loyal customer base and successfully expanded its franchise network both in urban and rural areas.

New Oriental Education & Technology Group is a leading provider of educational services in China. Founded in 1993, it offers a wide range of educational programs, including language training, test preparation, and study abroad consulting.

Through its franchise model, New Oriental has expanded its reach to cities across China, capitalizing on the demand for quality education and language proficiency. The company’s success lies in its comprehensive curriculum, experienced teachers, and a reputation for helping students achieve academic success. New Oriental has become a trusted brand in the education sector, serving millions of students nationwide.

We are a Cost-Effective Marketing Agency

The Chinese franchise market presents immense opportunities for growth and success, driven by factors such as a growing middle class, increasing urbanization, government support, and technological advancements. However, navigating this market requires a deep understanding of local dynamics, adaptation to cultural preferences, and strategic planning.

With over 20 years of experience in the industry, our agency is well-equipped to assist businesses seeking to enter or expand their presence in the Chinese franchise market. We have a proven track record of providing strategic solutions that have led to the success of numerous franchise businesses.

Our agency understands the unique challenges and opportunities present in the Chinese market. We offer comprehensive market research, localization strategies, intellectual property protection, and operational support tailored to the specific needs of franchisors. Our team of experts is dedicated to helping businesses thrive in this dynamic and competitive market.

If you’re looking to develop a perfect plan for your franchise business in China, we invite you to contact us. Our agency can provide case studies showcasing our successful partnerships and the positive impact we’ve had on franchise businesses.

Don’t miss out on the potential for growth and success in the Chinese franchise market. Contact us today to explore how our agency can assist you in achieving your franchise business goals in China.