Some of South Africa’s most recognisable brands, Nando’s, Sorbet, Chesa Nyama, RocoMamas, are home-grown franchises built by founders who learned the model the hard way. Their advice on what actually makes a franchise succeed still holds up.
Find the right reasons to franchise
“You don’t go into business to make money. You go into business to serve people and if you can then serve them well you will make lots and lots of money,” says Ian Fuhr, founder of Sorbet.
Be selective about who you franchise to
Car Service City founder Grant Brady is blunt about franchisees chasing “quick money”: they consistently damage a brand more than they help it. “Taking the slower approach, waiting for the right franchisee who shares in your vision, always results in success,” he says, adding that ensuring a genuine culture fit before signing anyone on is now non-negotiable for the brand.
Love the business, not just the money
Chesa Nyama founder Stelio Nathanael puts it plainly: “For some people it’s a money-making scheme, but you have to love your business enough to see it work and see yourself working hard for it.”
Expect to start small
Nando’s co-founder Robert Brozin is candid that the now-global chain began with almost nothing. “We never got tons of money to start Nando’s, it was done trench by trench, we had to duck and dive.”
Don’t fear failure, expect it
Vuyo’s founder Miles Kubheka argues entrepreneurs should actively do more, accepting that more attempts mean more failures, but also more successes. “We need to fail more, if you do more, the chance of failure is more but the chance of success is more as well.”
Value people over the balance sheet
RocoMamas founder Brian Altriche credits his own past failures with sharpening his eventual vision, and puts people ahead of profit as a management philosophy. “You have to value the people around you, mentor them, learn from them… that’s what should be more important than money.”
Never settle for “okay”
Ina Paarman, founder of the well-known food brand bearing her name, holds a hard line on quality. “Okay is not good enough. In business, you’re either the best or you can get out.”
Choose growth partners carefully
Motherland Coffee Company founder Sebastian Schneider prioritises partners who bring more than capital. “It’s important to have a big growth vision to partner with people who do not just put the money in, but also facilitate the platform for you to grow.”
Frequently asked questions
What’s the biggest mistake franchisors make when selecting franchisees?
Prioritising anyone willing to pay over someone genuinely aligned with the brand’s culture and vision. Several founders here say this consistently causes more damage than an empty territory.
Do all successful franchise founders start with significant capital?
No. Several of the country’s biggest franchise brands, including Nando’s, started with very little capital and grew deliberately rather than through a large initial investment.
Should an entrepreneur fear failure when building a franchise brand?
Several founders here argue the opposite: more attempts, and the failures that come with them, ultimately increase your odds of eventual success.
Lessons that outlast the trend
The specific franchise landscape shifts constantly, but these founders’ core lessons, on culture fit, patience, and valuing people over pure profit, remain exactly why these brands are still standing years later.
Further reading: Find Your Perfect Franchise Opportunity | Companies and Intellectual Property Commission for official franchise and business registration requirements
Originally published in April 2019. Updated September 2026 to refresh this franchise-founder advice roundup. The underlying lessons remain durable regardless of each brand’s current specific footprint.
