As a law student working shifts in a restaurant, Ray Harrigill couldn’t have guessed that would become a launchpad for his franchising journey. Fast-forward 25 years, and Ray has built a thriving multi-unit business, bringing powerhouse brands like Massage Envy, My Salon Suite, and Palm Beach Tan into smaller markets with big returns.

In this episode, Ray opens up about the lessons learned from these decisions, why he sees small markets as hidden gems for profitability, and how investing in team culture has helped him build a sustainable, growth-oriented company.

In this conversation, Ray shares:

- The unexpected benefits of operating in small markets, from lower costs to stronger community ties.

- His approach to nurturing talent, creating a workplace where people want to stay and grow.

- Insights into the power of owning real estate and the patience required to see these investments pay off.

- Why continuously adapting is essential to succeed in a dynamic franchise landscape.

Ray’s advice for aspiring franchisees is clear: choose a business that fuels your passion, prioritize your customers, and embrace the commitment needed to thrive. From understanding your organization’s perception to fine-tuning processes, Ray’s journey is a reminder that small steps—paired with patience and purpose—can lead to big success.

Fransmart is the global leader in franchise development.