By David Lewis, Wed Society

Franchising has always been a growth engine for ambitious entrepreneurs — or as my late mentor and former IFA Chairman, Bob Funk, once quipped, “semi-entrepreneurs.”

Regardless of the label, the faces around the table are changing. Over the next decade, Millennials and Gen Z (those aged 13 to 44) will dominate both sides of the relationship — as consumers choosing where to spend, and as franchisees choosing where to invest their time, capital, and ambition.

For franchisors, this isn’t a soft “branding” consideration. It’s a consequential inflection point. The models, messages, and methods that worked to attract Boomers and Gen X will not automatically resonate with a 28-year-old franchise prospect who has grown up in a digital-first, values-conscious world.

From “Be Your Own Boss” to “Design Your Own Life”

Traditional franchise messaging has leaned heavily on the promise of “being your own boss” and building a long-term asset. Those still matter, but for younger entrepreneurs they sit alongside a different set of priorities:

• Lifestyle Design, Not Just Income
  Millennials and Gen Z are more likely to ask, “What does a typical week look like?” before they ask, “What’s the top-line revenue?” They want control over their time, flexibility in how and where they work, and a business that fits the life they’re trying to build.
• Values Alignment
  These generations scrutinize whether a brand’s real-world behavior matches its stated purpose. Emerging generations can spot inauthenticity as easily as they spot a fake filter on a supposedly “candid” post. Sustainability, a sense of belonging, local community impact, and fair treatment of employees aren’t “nice to haves” — they’re filters for whether to engage.
• Skills Growth and Mobility
  Younger franchisees often view a franchise relationship as a platform for skill development — leadership, digital marketing, operations, and people management. They want to grow with the brand, not just operate under it.

Digital-First: Not an Add-On, the Operating System

For Gen Z and younger Millennials, “digital” is not a channel. It’s the default operating environment for almost every interaction.

They expect:

• Frictionless digital onboarding and training – with video, micro-learning, and interactive modules that can be consumed on mobile. Think TikTok, not DVDs.
• Cloud-based systems – from POS to marketing dashboards, with real-time data and minimal manual workarounds. My own teenage children have never held a house key — door codes and mobile phones control access to our homes and vehicles. We book driverless cars on vacation and ask Alexa for the weather instead of watching local news. That’s the environment your model must connect into.
• Self-serve resources — searchable knowledge bases, templates, and playbooks that empower franchisees to solve problems quickly without waiting for head office.

On the consumer side, the same expectations apply:

• Blended digital-physical experiences – booking, ordering, or browsing online — experiencing the brand in person, then reviewing and sharing it online afterwards.
• Speed and transparency — clear pricing, fast responses, and up-to-date information across Google, social media, and websites. AI-powered search summaries are already reshaping how consumers find answers; they simply won’t wait for basic information.
• Social proof — reviews, user-generated content, and influencer advocacy often matter more than the brand’s own advertising. Third-party credentialing is central to validating the brand experience.

A useful internal question is: If a Gen Z founder were designing this franchise from scratch today, which processes would they immediately put online or automate? The answers often reveal where systems and support need to evolve.

Brand Culture They Can See, Not Just Read

Younger franchisees are unusually good at spotting a gap between what a brand says and what it actually does.

They look for evidence of culture in:

• How franchisees talk about the brand in private conversations, online forums, or associations.
• How transparent head office is about challenges, strategy, and financial performance.
• How decisions are made – and whether franchisee voices genuinely shape the direction of the brand.

For franchisors, there’s a real opportunity here. Brands that can demonstrate a modern, collaborative culture will stand out in a crowded marketplace. That might include:

• Involving younger franchisees on advisory councils and innovation committees, not just a favored group of long-time advocates.
• Showcasing real stories of franchisees who have used the model to reshape their lives — not just the highest revenue earners.
• Inviting transparency about brand performance, upcoming initiatives, and even mistakes — and how the system learns from them.

When culture is visible and consistent, it becomes a powerful differentiator for both recruiting and retaining next-generation franchisees.

Marketing That Speaks Their Language

If your franchise marketing still assumes a one-size-fits-all message and a single set of materials, you’re leaving value on the table. To connect with younger franchisees as both business owners and consumers, consider:

• Modular, brand-safe marketing kits:
  Provide franchisees with on-brand, customizable templates for social media, email campaigns, local events, and promotional materials.
• User-generated content strategies:
  Encourage and equip franchisees to capture real images, testimonials, and local stories. Younger customers respond to authenticity over polish. But avoid the temptation to “stage” that authentic content. Just let the realness flow, even if your marketing team says they need editorial control.
• Cause-aligned campaigns:
  Build campaigns that connect with causes your brand genuinely supports — local charities, sustainability initiatives, inclusive hiring, etc.

Practical Steps for Franchisors in 2026

For franchisors looking to make tangible progress with multi-generational engagement, a simple roadmap might include:

1. Audit your franchise story:
   Review recruitment materials, discovery processes, website copy, and presentations. Do they speak to lifestyle design, values, and development — or just financials, canned testimonials, and territory maps?
2. Modernize your digital backbone:
   Identify the three most painful manual processes in your current system — for franchisees and for customers — and prioritize digitizing, automating, or simply eliminating them.
3. Invite next-gen voices in:
   Create a small, diverse advisory group of younger franchisees and key team members. Ask them directly: “What would make this brand irresistible to someone like you?”  Challenge them to disrupt your system.
4. Refresh your marketing ecosystem:
   Move from static, one-off materials to a living library of brand-safe, locally adaptable assets that reflect how customers actually discover and experience your brand today.
5. Measure what matters to them:
   Add engagement metrics — staff retention, local social engagement, community participation — alongside revenue and profit in how you assess franchisee success.

The core promise of franchising — a proven model, shared risk, and mutual growth — is as powerful as ever. But to fully harness the energy and ambition of Millennials and Gen Z, franchisors must evolve how that promise is packaged, delivered, and lived.

Those who embrace multi-generational design in their systems, culture, and marketing will not only attract the next wave of franchise owners – they’ll build brands that are more resilient, more human, and more relevant to the customers of tomorrow.

David Lewis is the chief growth officer and partner of Wed Society. David is a franchising industry thought leader and a bestselling author on leadership. For more information about IFA franchisor member Wed Society, please visit franchise.org/franchise-opportunities/wed-society/.