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In India’s rapidly evolving business landscape, franchising has emerged as one of the most powerful models for entrepreneurial success. With sectors such as wellness, travel, retail, healthcare, and home services tapping into the franchise ecosystem, it’s clear that this model holds the potential to deliver scalability, brand consistency, and local impact. But what is it truly like to get a franchise started in India? According to various industry leaders, launching and managing a franchise is akin to entering into a marriage—one that demands transparency, trust, and a deep commitment to mutual growth.
Trust and Transparency lay the Foundation for a Franchise
"Franchising is like a marriage. Both the franchisor and the franchisee need to work on it," says Mahendra Sureka, Founder and CEO of MACJ. "There has to be a lot of transparency and honesty in it. As franchisors, we must communicate the pros and cons to the franchisees right from the beginning."
MACJ is a professional home inspection company operating in India, partnering with A Buyer's Choice Home Inspections (ABCHI) USA, a leading global home inspection company. They launched home inspection services in India in 2016 from Kolkata and expanded to multiple cities thereafter.
This sentiment is echoed by Jasmeet Singh, Chief Commercial Officer at MakeMyTrip (MMT), who underscores the importance of collaboration and early-stage handholding. "We call them partners, not franchisees. Setting up a franchise might take just 48–72 hours, but the real journey starts after that. We ensure our area sales managers act as buddies to help our partners throughout the process." This partner-first mindset—akin to nurturing a long-term relationship—is critical in ensuring alignment of goals and seamless integration of systems and values.
MakeMyTrip.com, India's leading online travel company was founded in the year 2000 by Deep Kalra. Created to empower the Indian traveller with instant booking and comprehensive choices, the company began its journey in the US-India travel market.
Building a Culture of Collaboration
As with any enduring partnership, fostering mutual respect and collaboration is essential. "It’s not just about getting a contract signed; it’s about walking together to achieve shared success," says Sureka. This means that franchisors must not only provide operational support but also value feedback, encourage openness, and address issues proactively.
Arunabh Sinha, Founder of UClean, adds a layer of realism to the conversation. "You may build world-class systems and processes to make life easy for your franchisees, but at the end of the day, there’s always a human element. Each franchisee is unique. Despite having a robust CRM, our 700+ franchisees want individual WhatsApp groups to address problems instantly. The digital age demands personal involvement from the franchisor." It’s this blend of structured systems and genuine human connection that make for a thriving franchise network.
UClean is a well-known chain of laundromats, dry cleaning, and home cleaning services operating in India, offers a more systemic perspective. Sinha, an IIT Bombay graduate, founded UClean in 2016 with the goal of organizing the Indian laundry market.
Consistency and Standardization: The Backbone of Franchising
Consistency and standardization aren’t just operational goals; they are the very DNA of a franchise model. Without them, scaling becomes chaotic, and brand value gets diluted.
"Post-COVID, we've seen a massive surge in travel. At MMT, we built our franchise products on technology-based platforms," says Jasmeet Singh. “You don't need to be an expert to join the travel business anymore—if you're a passionate traveler, you can start from day one. Technology allows us to support our partners, maintain consistency, and enable efficient operations."
This technological empowerment is critical for brand consistency, especially as franchisors move into Tier II and Tier III cities. Singh notes that today, nearly 10% of MakeMyTrip's franchisees are from Uttar Pradesh, showcasing the model’s reach.
Balance Between Standardization and Localization
While standardization is essential, successful franchising in India also demands sensitivity to local needs and customs.
"When you build a franchise model, standardization and automation are key,” explains Arunabh Sinha. “But some level of customization is essential too. For example, when we entered Assam, we discovered the cultural significance of the mekhela chador. We incorporated it into our service menu. Similarly, in the UAE, we adapted our offerings to include abayas.”
This approach not only shows respect for local cultures but also deepens customer loyalty, as they see the brand engaging meaningfully with their daily lives.
Mahendra Sureka shares a similar experience in MACJ’s operations. “For us, the ‘TTT’ principle—Technology, Tools, and a Trained Team—is critical. Our services involve on-ground teams inspecting properties, so training and standardization are non-negotiable. We also consistently update our SOPs based on franchisee feedback. That’s how we maintain service quality across different geographies.”
Training: The Engine That Drives Consistency
Training is often the unseen backbone of franchise success. It's what transforms a business into a brand and a local outlet into an ambassador of consistency.Continuous training also serves to reinforce brand values and instil a customer-first mindset among all team members—irrespective of their location.
Technology: A Non-Negotiable Enabler
Today, no franchise can scale effectively without robust technological support. From CRM platforms and inventory management systems to customer service and analytics, tech is indispensable.
Jasmeet Singh points out how MakeMyTrip’s technology-first approach makes it easy for anyone with a passion for travel to jump into the industry. Similarly, Arunabh Sinha emphasizes how automation has helped UClean provide a consistent customer experience while still allowing room for hyperlocal tweaks.
The Future of Franchise
The Indian franchise sector, though rapidly growing, isn’t just about transactions—it’s about trust. Starting a franchise here is not a plug-and-play venture; it’s an evolving relationship, deeply reliant on shared goals, transparency, and commitment.
Whether it’s MakeMyTrip enabling travel entrepreneurs, UClean adjusting its services to regional sensibilities or MACJ maintaining rigorous property inspection standards, each brand demonstrates that franchising is a marriage of vision and execution.
To thrive in this space, both franchisors and franchisees must be prepared to invest time, effort, and emotion. Success comes not from shortcuts but from a shared commitment to quality, consistency, and culture. And like in any good marriage, when both parties work in sync, the results can be spectacular.
