SPECIAL SECTION: PART 5
Breaking Down
the FDD
Items 12 & 20: Territories and Units
By Nicole Micklich
B
efore you purchase a franchise, you should understand how much and what type of competition you might face from your franchisor and from other franchisees. The FDD provides information to help you investigate. You can find this information in Items 12 and 20 of the FDD. ITEM 12: TERRITORY Under Item 12 of the FDD, the franchisor must disclose whether the franchisee is given an exclusive territory. An exclusive territory is a geographic area granted to a franchisee, within which the franchisor promises not to open itself or allow another franchisee to open a unit selling the same or similar goods or services. If the franchisor is not offering the franchisee an exclusive territory, then Item 12 must issue the following warning: “You will not receive an exclusive territory. You may face competition from other franchisees, from outlets we own, or from other channels of distribution or competitive brands that we control.” A franchisor that does not establish company-owned or franchised units within the franchisee’s territory does not have to include that 80
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warning, even if it reserves the right to make sales in the franchisee’s territory through alternate channels of distribution, like the Internet, or through competitive brands that it owns or controls. So whether or not the franchisor grants exclusive territories, the franchisor must provide detailed information about the territories it assigns and sales restrictions within the territories. That means that no matter what, Item 12 must disclose the franchisor’s rights to sell within the franchisee’s territory. ITEM 12 SHOULD DISCLOSE: • Whether the franchisor can solicit or accept orders from customers within the franchisee’s territory • Whether the franchisor reserves the right to use alternate channels of distribution within the franchisee’s territory, like the Internet, telemarketing, or a catalog • Whether the franchisor will pay the franchisee for soliciting or accepting orders within the franchisee’s territory • Whether the franchisee is prohibited or restricted from soliciting or accepting orders from outside his or her territory, including whether the franchisee has the right to use alternate channels, like the Internet, telemarketing, or a catalog
