Should You Charge a Royalty Fee on Third-Party Delivery App Providers When You Franchise Your Restaurant Business?

The rise of third-party delivery apps like DoorDash, Uber Eats, and Grubhub has transformed the restaurant industry, offering convenience for consumers and expanding revenue streams for restaurants. For restaurant franchises, integrating with these platforms has become a key component of the business model. However, one of the more nuanced questions that restaurant franchisors must address is whether or not to charge a royalty fee on sales generated through third-party delivery apps.

This article explores the implications of charging royalty fees on delivery app sales in a franchise system, the potential impact on franchisees, and the broader considerations that should guide your decision.

The Role of Third-Party Delivery Apps in the Restaurant Industry

Third-party delivery apps have fundamentally changed the way restaurants operate, especially in the last decade. Their convenience, coupled with the increasing consumer demand for off-premise dining, has resulted in a significant shift from in-store dining to delivery and takeout services. According to industry reports, delivery orders make up an increasingly large percentage of overall restaurant sales, with third-party platforms contributing a substantial portion of this growth.

For restaurant franchises, third-party delivery apps present both opportunities and challenges:

1.Revenue Growth: Delivery apps offer the potential for increased revenue, allowing restaurants to reach a broader customer base that may not have otherwise visited their physical locations.

2.Operational Complexity: However, integrating third-party apps also adds complexity to restaurant operations, including managing orders from multiple platforms, handling delivery logistics, and ensuring consistent food quality during transport.

3.Increased Costs: Third-party apps charge restaurants commission fees, which can range from 15% to 30% of the order total, and additional costs such as marketing fees. For franchisees already operating on thin margins, these fees can significantly impact profitability.

With the growing importance of delivery in the restaurant business, franchisors must carefully evaluate how to structure their royalty fees, particularly when it comes to sales generated through third-party delivery platforms.

Understanding the Franchise Royalty Fee Model

In a typical franchise agreement, franchisees are required to pay an ongoing royalty fee to the franchisor, usually calculated as a percentage of gross sales. This fee is intended to cover the franchisor’s support services, brand management, and operational oversight, among other benefits. The royalty fee is one of the key revenue streams for franchisors and is essential for the ongoing growth and sustainability of the franchise network.

Traditionally, royalty fees are applied to all gross sales generated by the franchisee, including both in-store and delivery sales. However, the inclusion of third-party delivery app sales introduces new complexities, as the commissions charged by these platforms reduce the profitability of these transactions for franchisees.

Should You Charge a Royalty Fee on Third-Party Delivery Sales?

When deciding whether to charge a royalty fee on sales from third-party delivery platforms, franchisors must consider the following factors:

1.Profit Margins for Franchisees

The most pressing issue when charging a royalty on delivery app sales is the impact on franchisee profit margins. Third-party platforms take a significant percentage of the sale in the form of commission fees. For example, if a franchisee generates a $100 sale through a delivery app that charges a 30% commission, $30 goes to the platform. If the franchise royalty is 5% of gross sales, the franchisee would also owe $5 to the franchisor, further reducing their profit on that transaction.

This situation can create frustration for franchisees who already face tight margins and may feel that the added cost of third-party delivery apps, combined with franchise royalties, is too burdensome. If franchisees cannot maintain profitability on delivery sales, it could impact their long-term success and willingness to continue operating within the franchise system.

Solution: Some franchisors choose to reduce or waive royalty fees on third-party delivery app sales to offset the high commission fees charged by these platforms. This approach acknowledges the financial strain on franchisees and helps preserve their profitability on delivery orders.

2. Fairness Across Revenue Streams

Charging royalties on third-party delivery app sales also raises questions about fairness and consistency. Franchise agreements typically require franchisees to report and pay royalties on all revenue, regardless of the source. If a franchisor waives or reduces royalties on delivery app sales, it may lead to concerns about inequity among franchisees, especially those who rely more heavily on in-store sales.

On the other hand, if franchisees see their profits eroded by commissions and royalties on delivery sales, they may feel that the royalty structure is unfair, especially if their business model is shifting increasingly toward delivery rather than dine-in sales.

Solution: Franchisors may consider implementing a tiered royalty structure, where royalty rates are lower for third-party delivery app sales compared to in-store sales. This would recognize the reduced margins on delivery orders while still maintaining a consistent royalty policy across different revenue streams.

3. Impact on Franchise Development

Another consideration is the potential impact on franchise growth and development. Franchisees are more likely to invest in a franchise system if they believe the business model is profitable and sustainable. Excessive fees—whether from third-party platforms, royalties, or both—could deter potential franchisees from investing in the brand.

In a highly competitive franchising landscape, franchisors must strike a balance between maximizing their own revenue and ensuring the long-term profitability of their franchisees. If franchisees are struggling to make a profit due to high costs, it could result in higher turnover, franchise closures, and negative brand perception, all of which could hinder future growth.

Solution: Offering more flexible royalty structures, such as waiving fees for the first few years or providing discounts on delivery app royalties, can incentivize new franchisees to join the system and help existing franchisees grow their businesses.

4. Franchisor Support and Technology Investments

Franchisors often provide valuable support to their franchisees in terms of marketing, technology, and operational systems. Many franchisors invest heavily in integrating third-party delivery platforms with their point-of-sale (POS) systems, ensuring a seamless experience for franchisees and customers. This integration requires ongoing maintenance, training, and support, which can be costly.

From the franchisor’s perspective, charging royalties on third-party delivery sales helps cover these costs and ensures that franchisees are benefiting from the brand’s investment in technology and operational efficiency. By charging a royalty fee, franchisors can continue to provide the necessary support that franchisees need to succeed in a delivery-driven market.

Solution: Franchisors can justify charging royalties on third-party delivery sales by offering enhanced support and technology services that improve franchisee operations. By demonstrating the value of these services, franchisors can alleviate concerns about the additional fees.

5. Brand Consistency and Customer Experience

Third-party delivery platforms can impact a restaurant’s brand image and customer experience, as franchisees may have less control over the delivery process compared to in-store dining. If delivery drivers make errors or food arrives late or cold, customers may blame the restaurant, not the delivery app.

Franchisors must ensure that their brand is consistently represented across all customer touchpoints, including third-party delivery platforms. Charging royalties on these sales helps the franchisor maintain oversight and control, ensuring that franchisees are meeting brand standards in terms of food quality, packaging, and customer service.

Solution: Franchisors can tie royalty fees to performance metrics on delivery platforms, incentivizing franchisees to meet high standards while ensuring a positive customer experience. By linking royalties to quality, franchisors can protect their brand reputation and encourage franchisees to prioritize customer satisfaction.

Conclusion: Finding the Right Balance

Deciding whether to charge a royalty fee on third-party delivery app sales is a complex decision that requires careful consideration of franchisee profitability, operational fairness, and the overall health of the franchise system. While there are arguments for both charging and waiving royalties on delivery sales, the key is to find a balanced approach that supports franchisees while ensuring the sustainability of the franchisor’s operations.

Franchisors can adopt a flexible royalty structure that accounts for the unique challenges of third-party delivery, such as reduced margins and higher operational costs. By providing franchisees with the support they need to succeed in a delivery-driven market and offering a fair royalty policy, franchisors can foster long-term growth and profitability for both the franchise system and individual franchisees.

Ultimately, the decision to charge royalties on third-party delivery app sales should align with the franchisor’s broader goals of maintaining brand consistency, supporting franchisees, and driving sustainable growth in an evolving restaurant landscape.

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