Strategies: advice for new franchise owners.

Your franchise has just opened, and business is booming. Then, you hit a snag--a glitch in your computer system that isn't explained in your company's computer manual. So you call company headquarters for assistance, and they put you on hold for 20 minutes while you watch as customers begin to complain and walk out. Headquarters finally tells you that the "computer specialist" just went on vacation, and you'll just have to "wing it" until the end-of-the-month inspection visit. Sounds

While often imperfect, the marriage between franchisor and franchisee usually works. This is borne out by the franchising boom of the past decade. However, when it doesn't work, the relationship can get messy. In franchising relationships, as in most marriages, a hotly contested divorce can be more costly than the most lavish of weddings.

The best way to avoid such a fate is to establish a good relationship with your franchise company-well before the honeymoon ends. There are several questions you can ask yourself that will not only help you forge a working relationship with the franchisor, but help you take your fledgling business to long-term profitability. * "Have a lawyer and an accountant reviewed my franchise contract and the company's disclosure statement? A good franchisor/franchisee relationship starts before you sign the franchise agreement. It could be fatal to review a franchise's documents on your own.

A lawyer whose background is in franchise law and a reputable accountant can help you determine exactly how much you have to invest; what, according to the franchise agreement, you are getting for your money; and what, in turn, is expected of you. Pay close attention to your franchise agreement's termination clause--treat it as seriously as you would a prenuptial agreement. * "Has my company supplied me with a list of local experts who can provide services?" From legal and financial consultants to plumbers and computer repairmen, you never know when there will be a need for outside people to provide services for our franchise. Your company should provide you with a list of businesses in your area that can offer needed services. Generally, if your company has previously done business in the area, it will have already dealt with these companies and should know who is reputable. * "Is my franchise providing me with on-going support?" This is the most important question. If a franchisee is firmly backed by the franchisor, he or she can concentrate on building his or her franchise. Nadyne F. Stevens is a perfect example. Stevens, who owns and operates a Travel Network travel agency franchise in Waldorf, Md., was pursuing a large corporate account shortly after she opened her franchise in 1990. I wasn't sure how to approach this sale, so I called our regional office," she recalls.