As co-founders of We Sell Restaurants, Robin and Eric Gagnon have built the only brand solely focused on restaurant resales. Unlike most executives who split time between the office and virtual meetings, the Gagnons spend more than half the year traveling across the country, meeting their franchisees face-to-face, speaking at conferences, and connecting with restaurant owners across all segments.
Their philosophy is simple: growth for their brand and for franchising happens person-to-person, not just through transactions online.
Below, Robin and Eric Gagnon share insights from their six months on the road and what they have been learning about the future of franchising.
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Colin started as a team member at 21 and now owns 6 locations in Tampa Bay. Lisa came from marketing and built 21 in San Diego. The most successful multi-unit owners move early and secure markets with room to grow. Use our free tool to search multiple ZIP codes and find franchises where you can still stack locations, before someone else does.Franchise Chatter (FC): Why do you spend so much time on the road when many business leaders are going virtual?
Robin Gagnon (RG): We believe there is no substitute for meeting people where they are. When we are meeting people in person, we can see firsthand what’s happening in local markets, listen to franchisees’ challenges, teach entire restaurant franchise networks about re-sales, and speak with other franchise executives. Those real connections build trust, and that trust drives growth and business.
Eric Gagnon (EG): The franchising business has always been about relationships. Deals might be completed online now, but they still start with those personal conversations. Being present reinforces our commitment to the people who power our systems. Robin and I lead by example when we seek out our franchisees, communicate with other franchisors, and talk to entire franchise networks at many brand conferences. This builds our reputation across all avenues of our network and ensures we truly know the people we are assisting.
FC: What are you hearing from restaurant owners and franchisees as you travel?
RG: Restaurant owners are resilient, but they’re navigating complex challenges, from labor shortages to evolving customer expectations. We’re seeing more operators focus on technology and streamlined models, but there is also a renewed emphasis on culture and creating connections with customers. Additionally, as franchise models celebrate several decades of operation, re-sales are on the rise. Recently, Darrell Johnson, the CEO of FRANdata, shared that the transfer rate across all franchises has reached more than four percent.
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When I owned a UPS Store, I learned firsthand how much your ZIP code shapes your outcome. I sold my store at a premium because my territory was in a high-value area. The best areas go first, and once they're gone, they're gone. Enter your ZIP code to see which franchises are still available near you, saving you months of wasted research.🔴Free Webinar: 6 Under-the-Radar Franchise Concepts That Serious Buyers Should Know
Every month we feature 6 standout franchises that could be the opportunity you've been looking for, each evaluated on disclosed financials and matched to the type of buyer most likely to succeed with it. Can't attend live on October 27 at 6PM EST? Register now and we'll send you the full recording the next day. Reserve your spot here.EC: Many franchisees are thinking long-term when they are looking to find the right opportunity for themselves. They’re asking the right questions about scalability, exit strategies, and brand alignment. The most successful franchisees are adapting quickly and leaning into data-driven decision-making while keeping their customer relationships personal.
FC: How is the franchise deal-making landscape changing?
EG: The market is more competitive, and buyers are ensuring they are better informed of each potential opportunity. Franchisors who can clearly communicate value and support strong unit economics stand out from the rest. There is less room for speculation and more focus on who has those proven systems.
RG: We have also seen more multi-unit operators expand their portfolios across complementary brands. This diversification trend is accelerating, especially among experienced franchisees who see opportunity in emerging segments especially in the QSR and Fast-Casual spaces.
FC: What trends do you expect to define restaurant franchising in 2026?
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When I owned a UPS Store, I learned firsthand how much your ZIP code shapes your outcome. I sold my store at a premium because my territory was in a high-value area. The best areas go first, and once they're gone, they're gone. Enter your ZIP code to see which franchises are still available near you, saving you months of wasted research.📈Dreaming of Multi‑Unit Success? Lock In Prime Territories Before They're Gone.
Colin started as a team member at 21 and now owns 6 locations in Tampa Bay. Lisa came from marketing and built 21 in San Diego. The most successful multi-unit owners move early and secure markets with room to grow. Use our free tool to search multiple ZIP codes and find franchises where you can still stack locations, before someone else does.RG: I have found that buyers are gravitating toward simple and sustainable models, leaning away from FSR restaurant concepts and moving into QSR and fast-casual concepts that better meet the demands of everyday consumers. Franchisees want models that are operationally efficient, with strong returns and minimal complexity. Healthier menu innovation, digital ordering, and hybrid concepts also continue to drive growth.
EG: From a business standpoint, transparency and brand authenticity matter more than ever. Franchisees want to align with leadership teams who are accessible and accountable, not just investors behind a logo.
FC: What advice would you share with franchisors looking to strengthen relationships with their franchisees?
EG: Get out from behind the desk. You can’t understand the real business and the struggles of some of your franchisees by looking at reports alone. Prioritize spending time in the field; that’s where the insights and trust come from.
RG: Listen! The best ideas often come from franchisees who live the brand every day. Strong communication builds stronger systems, and that is what keeps brands thriving over the long term.
By spending more than six months a year on the road, Robin and Eric Gagnon continue to demonstrate that connection is the cornerstone of growth. Their people-first approach keeps We Sell Restaurant and its franchise network grounded in relationships, insight, and trust, no matter how digital the business world becomes.
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