How They Built a Million-Dollar Franchise Business in 6 Months

For Ken and Sarah Barlow, the thought to open a frozen yogurt franchise began throughout a easy household second. Their younger daughter requested if she might go someplace to “make her personal ice cream” or select her personal flavors and toppings. The couple realized that their hometown of Forest Acres, South Carolina, didn’t have a self-service frozen yogurt business on the time. 

“That hole mattered not simply to her, however to households like ours who beloved that have,” Sarah tells Entrepreneur in a brand new interview. “That second planted the seed.”

The couple realized that bringing a self-service frozen yogurt store to the realm wouldn’t simply fulfill a necessity; it will additionally open the doorways to “one thing joyful” and “community-centered,” Sarah says. 

“This neighborhood has all the time been residence for us,” she provides. “We’re whole foodies who love frequenting our favourite spots in Forest Acres. Supporting different native companies is one thing we genuinely take pleasure in.”

The Barlows selected a 16 Handles franchise in early 2024 and opened their retailer in June 2025. Inside six months of opening, that they had executed $1 million in sales.

The interview under has been edited for readability and concision.

Going into franchising

Stroll me by the second you determined, We’re really going to purchase this franchise.
Sarah: There wasn’t actually one dramatic second the place we simply awakened and determined to do it. It was extra a sequence of conversations and analysis that regularly gave us confidence that this was the best alternative.

As we realized extra about 16 Handles, talked with the franchise team, reviewed the numbers and realized about their imaginative and prescient for the way forward for the corporate, we began to really feel extra comfy with the choice. We might see how the idea would slot in our market and felt just like the model had room to develop.

What assumptions did you’ve got about franchising getting into that turned out to be mistaken?
Ken: One assumption we had going into franchising was that as a result of there was a longtime company construction, everything would run very smoothly on a regular basis. We shortly realized that franchises are nonetheless operated by folks, and like every enterprise, there may be challenges and hiccups alongside the way in which. What shocked us is that being a franchise proprietor nonetheless requires plenty of flexibility and problem-solving. The franchise system offers you an awesome basis and assist, however you possibly can’t simply put issues on autopilot. You continue to need to adapt when points come up and work closely with the corporate team to search out options. That’s in all probability been certainly one of our largest classes as homeowners.

Progress methods

You constructed a $1 million enterprise in simply six months. How did you do it? What had been a few of your ways for development?
Sarah: A giant a part of our development actually got here down to 2 issues: location and being active in the community from day one. We had been very intentional about securing what we felt was the very best location for our retailer in a extremely trafficked buying heart in a densely populated a part of city. That visibility and regular movement of foot site visitors made an enormous distinction early on. It put us in entrance of individuals continually, which helped us construct consciousness shortly and constantly usher in new company. 

The second main issue has been how deeply we’ve tried to plug into the neighborhood. Since opening, we’ve hosted over 70 fundraising occasions for native nonprofit organizations, and we’ve additionally made it a precedence to assist native sports activities groups, faculties and dance corporations instantly. These relationships have been extremely significant, however they’ve additionally helped drive actual, repeat site visitors into the shop. For us, development hasn’t been about one single tactic — it’s been about being in the right place and ensuring we’re displaying up for the neighborhood in an actual, constant means.

Ken: Community partnerships and native occasions have been an enormous a part of our enterprise. I wouldn’t say they’re simply “good to have” — they’ve had an actual impression on our income and, simply as importantly, on constructing a loyal buyer base.

Recommendation for potential franchisees

What motion steps did you are taking while you determined you needed to discover franchising? What do you suggest for individuals who don’t know the place to start out?
Ken: As soon as we determined we had been critical about exploring franchising, the very first thing we did was get our financial situation in order. We checked out what we might realistically make investments, talked with lenders and made positive we absolutely understood the full price — not simply the preliminary franchise payment, however build-out, working capital and the whole lot that comes with opening a location. 

From there, we spent plenty of time researching totally different franchise manufacturers and actually attempting to grasp the methods behind them. We requested plenty of questions, talked to present franchisees and tried to get a practical image of what day-to-day operations would really seem like. 

We additionally went into it figuring out it wasn’t going to be a fast course of. Between discovery calls, approvals, web site choice, leases, development and coaching, it takes time. Most likely longer than most individuals anticipate at the start. For anybody simply beginning out, our largest suggestion could be to get financially ready early and be affected person with the method. Don’t rush into it. Take the time to essentially perceive the model you’re contemplating, speak to as many individuals as you possibly can and be prepared for a studying curve. Franchising is usually a nice path, however it’s not an in a single day choice; it’s a dedication that takes planning and persistence.

Recommendation for his or her previous selves

When you might speak to yourselves the week earlier than signing the franchise settlement, what would you say?
Sarah: I feel we’d inform ourselves two issues: First, trust your instincts, and second, be affected person. There are such a lot of unknowns earlier than you signal a franchise settlement, and it’s straightforward to second-guess your self or marvel if you happen to’re making the best choice. Wanting again, the entire analysis, questions and due diligence we did gave us a strong basis, and we’d remind ourselves to belief the work we had already put in. 

We’d additionally inform ourselves that the whole lot goes to take longer than anticipated. From web site choice and development to allowing and opening day, virtually each step of the method takes extra time than you suppose it’ll. That’s not essentially a foul factor; it’s simply a part of building a business.

Most significantly, we’d inform ourselves that the lengthy hours and challenges will probably be price it. Seeing the shop develop into part of the neighborhood, supporting native organizations and watching clients make 16 Handles a part of their routines has been extremely rewarding. The journey received’t all the time be straightforward, however it’s one we’ll be glad we took.