Few industries demand the unique blend of vision, resilience, and adaptability quite like franchise development. Navigating shifting markets, regulatory changes, and evolving consumer expectations, the field rewards those who can balance strategic growth with ethical leadership and a genuine commitment to empowering others. Behind every successful franchise brand, some leaders have not only mastered the complexities of expansion but have also dedicated themselves to helping others achieve their entrepreneurial ambitions.
One such leader is Charles Dobyns, the Chief Executive Officer of Strategic Franchise Development, whose decades-long journey in franchising has shaped both industry standards and countless individual success stories.
Innovation in Franchising: Charles Dobyns’ Journey
Charles Dobyns owned 16 Goodyear Tire franchise stores that struggled initially. After being denied a loan and told to purchase more inventory, he felt defeated. A chance encounter in a bar with a successful entrepreneur discussing car phones sparked a transformative business strategy.
Recognizing the potential of emerging mobile technology, Dobyns negotiated with Goodyear to provide inventory on consignment. He began selling tires at cost while offering complimentary car phone activations, earning $150 per activation and a percentage of monthly fees.
His innovative approach turned tire franchises into a mobile phone distribution network. With approximately 600 cars serviced daily and a 10% activation rate, Dobyns generated substantial revenue. Two years later, Goodyear approached him to purchase their San Diego County stores.
By creatively combining tire sales with mobile phone technology, Dobyns pioneered a unique franchising model. He sold the business and retired, having successfully navigated a challenging market through strategic innovation.
However, retirement didn’t suit him—he missed the challenges of problem-solving and business building. This led him to enter the franchise development space.
Guiding Brands with Proven Growth Expertise
Charles Dobyns took on a VP role at a struggling franchise brand, where he successfully turned the company around, helping it reach #51 on the Entrepreneur 500 list within a year. Inspired by this success and driven by a passion to help others achieve business ownership, he founded Strategic Franchise Development (SFD) in 2012. The company focuses on guiding emerging and mid-sized franchisors through smart growth strategies, marketing, and operations. His mission is clear: to empower individuals and brands through meaningful franchise development.
The Spark: From Retirement to Reinvention
What began as a break from decades of hard work quickly turned into a realization—retirement lacked the intellectual stimulation and sense of purpose Charles Dobyns thrived on. Rather than settle into a slower pace, he saw it as a chance to reimagine his professional path. The downtime gave him space to reflect, observe market gaps, and reconnect with his passion for mentoring, growth strategy, and entrepreneurship.
This period of reinvention wasn’t about starting over—it was about using experience as a launchpad for something more impactful. That spark reignited his drive to build a company that could transform the franchise industry by putting people, purpose, and performance at the center.
Franchise Success Rooted in Experience and Execution
Strategic Franchise Development stands apart in a crowded market by combining personalized mentorship with a proven system designed to launch and scale franchises successfully. Unlike traditional consulting firms that offer one-size-fits-all solutions, the company emphasizes a tailored approach, working closely with each client to refine their concept, build operational foundations, and develop a strong franchise model from the ground up.
What truly differentiates the firm is its hands-on involvement and deep-rooted operational expertise. With real-world franchising experience behind its leadership, clients gain more than strategy—they gain a partner who’s walked the path. This practical, execution-driven model ensures founders are set up not just to start but to scale smartly, sustainably, and with confidence.
Educating Entrepreneurs on the Realities of Franchising
Charles Dobyns notes that the franchise industry faces multiple challenges, including political uncertainty, changing SBA loan structures, and international trade issues. While tariffs have limited direct impact, SFD has supported clients working with Canadian and South Korean brands by finding U.S.-based alternatives. Economic fluctuations and Wall Street volatility further complicate long-term planning. With new SBA lending rules taking effect in June 2025, SFD remains proactive, ensuring clients are equipped with clear, strategic options for informed decision-making.
The franchise world is filled with promise, but not without its hurdles. One major challenge lies in managing brand consistency across multiple locations, especially when franchisees bring varied operational styles and expectations. Striking the right balance between autonomy and standardization is critical yet complex.
Fostering Innovation & Youthful Energy
At Strategic Franchise Development, innovation is embedded in the company’s culture. Under Charles Dobyns’ leadership, team members are encouraged to explore emerging trends, share ideas, and contribute to forward-thinking strategies. A cornerstone of this approach is the college internship program at the Springfield, MO, call center, which introduces young talent to real-world franchising.
Dobyns believes the company thrives because of its strong mix of youth and experience. The internship program brings in the next generation of technology and insight, while the seasoned team provides a foundation of expertise, having completed hundreds—if not thousands—of franchise agreements.
This balance of fresh perspectives and deep industry knowledge keeps Strategic Franchise Development adaptive, innovative, and future-ready.
Franchise Sales Funnel Metrics
Leads by Month by Source
- Track how many leads are generated monthly
- Break down by source: paid ads, organic, referrals, brokers
Cost Per Lead (CPL)
- Measure marketing efficiency
- Helps optimize ad spend
Contact Rate (Key Metric)
- % of leads successfully contacted
- Indicates lead quality + outreach strategy
Contact with Application Rate
- % of contacted leads who submit franchise applications
- Signals the strength of pitch & interest
FDD Review → Executive Call Rate
- % of candidates who move from the Franchise Disclosure Document to a leadership call
- Indicates the seriousness of prospects
Discovery Day Conversion Rates
- % of total leads reaching Discovery Day
- Executive Call → Discovery Day %
Discovery Day Close Rate
- % of Discovery Day attendees who sign
- Final and most critical conversion metric
Technology & AI: Enabler, Not Disruptor
At Strategic Franchise Development, technology and AI are embraced as powerful tools that enhance efficiency and scalability without replacing the human touch. AI streamlines initial outreach through automated calls, emails, and texts, freeing up valuable time for the sales team to focus on deeper engagement and relationship building. While AI aids in marketing sophistication, the company remains cautious about legal and ethical implications, ensuring technology supports rather than disrupts the integrity of franchise development. By partnering with industry experts and vendors, Strategic Franchise Development stays at the forefront of tech advancements, leveraging innovations to create smarter, more responsive franchise growth strategies.
The Human Side of Franchise Leadership
Charles Dobyns’ leadership philosophy is rooted in a people-first approach that empowers individuals beyond business metrics. He fosters a supportive culture of open communication, continuous learning, and mutual respect, inspiring team members to grow alongside the company’s mission. This focus on people strengthens relationships and fuels long-term success.
He believes leadership success comes from resilience, empathy, strategic vision, and adaptability. Resilience helps navigate challenges, empathy builds genuine connections, strategic vision aligns actions with long-term goals, and adaptability keeps leaders open to change. Together, these qualities create trust, drive results, and sustain growth.
2,500 Transactions, Countless Lives Changed
For Charles Dobyns, the greatest achievement is the meaningful impact Strategic Franchise Development has had on individuals’ lives through franchise ownership. Beyond numbers and transactions, success is measured by the confidence, independence, and opportunities franchisees gain.
Changing Lives through Franchise Opportunities
- 14 Years as CEO of the current franchising company
- Previous owner of a company focused on private equity-owned franchisors.
- Active in franchising since the 1980s
- Former world’s largest Goodyear Tire franchisee
- Personally involved in ~2,500 franchise transactions
- Understands the emotional complexity of franchise deals—success varies
- Strives to improve the quality of life through franchise opportunities
- Acknowledges not every franchise is a perfect fit for everyone
- Values long-term relationships with clients
- Finds satisfaction in clients’ gratitude and success stories
- Mission: Empower individuals through business ownership to enhance their lives
Expanding Borders: SFD’s International Franchise Vision
Strategic Franchise Development (SFD) is charting a bold course for global expansion, focusing on high-potential international markets where franchise models are rapidly gaining momentum. The company aims to form strategic partnerships with investors and regional experts to localize franchise concepts while maintaining brand integrity.
With a vision to become the leading global partner for franchisors and aspiring franchisors, SFD recently marked a major milestone by launching its first international office in Escazú, Costa Rica, positioning the company at the forefront of franchise growth across Latin America.
As part of its expansion strategy, SFD is actively pursuing opportunities in Southeast Asia, with a targeted market entry before the end of 2025. In alignment with this goal, the company is currently in talks with a competitive firm based in Singapore to further strengthen its footprint in the region.
Looking ahead, SFD plans to launch a proprietary digital platform designed to streamline franchise onboarding and operational support, enabling brands to scale seamlessly across borders. Backed by decades of experience and a commitment to adaptability, Strategic Franchise Development is poised to become a trusted global leader in franchise development.
Global Key Trends to follow in 2026
“If you’re still chasing 2025 trends, you’re a day late and a dollar short.”
2026 Planning Started Early
- Strategic planning for 2026 began in early 2025
- We’re already aligning initiatives with 2026 opportunities.
5-Year Plan in Motion
- Multi-year strategy is being actively updated.
- Long-term thinking drives short-term moves.
Trendspotting ≠ Trend Chasing
- By the time it’s a trend, we’re executing, not exploring.
- Real innovation lies in early signals, not hype cycles.
Defining Success beyond Financial Metrics
Charles Dobyns defines success as creating a business environment where continuous growth and meaningful impact coexist. It means building a company that not only meets financial goals but also cultivates a culture of trust, accountability, and mutual respect. For Charles, success means creating a lasting legacy—where clients feel empowered, employees are inspired to do their best, and the organization can adapt and succeed in changing times.
An Open Letter by Charles Dobyns, Founder of Strategic Franchises Development
To the next generation of franchisors,
If I could offer just one piece of advice—something simple yet profoundly important—it would be this: never lose sight of the bigger picture. Too often, in the early rush of building a business, we become so entangled in the details that we fail to see what truly matters. It’s like not being able to see the forest for all the trees.
Over the years, I’ve learned that the most successful and sustainable businesses are built on a foundation of ethical conduct. It’s easy to be tempted by shortcuts, especially in the beginning when resources are tight and pressure is high. But I’ve seen firsthand how those shortcuts can lead to legal issues, damaged reputations, and lasting personal and professional hardship.
Conduct your business in a way that considers and uplifts all stakeholders—your franchisees, your customers, your employees, and your partners. Your decisions should never solely benefit the company or its sales and marketing interests at the expense of others. Establish ethical boundaries early on and honor them without compromise.
While I tend to avoid political or religious commentary, I firmly believe in the timeless principle of reciprocity—treat others with kindness, fairness, and integrity. More often than not, this approach will be returned in kind. Good character is a long-term investment that pays dividends in trust, loyalty, and sustainable success.
Lead with integrity. Grow with purpose. And always remember: how you build your business matters just as much as what you build.
Warm regards,
Charles Dobyns
