Key Takeaways
A number of years in the past, Ken and Sarah Barlow realized their South Carolina metropolis didn’t have a self-service frozen yogurt enterprise.
They began working with 16 Handles in early 2024 and opened their franchise location in June 2025.
Of their first six months, they did $1 million in gross sales.
For Ken and Sarah Barlow, the concept to open a frozen yogurt franchise began throughout a easy household second. Their younger daughter requested if she might go someplace to “make her personal ice cream” or select her personal flavors and toppings. The couple realized that their hometown of Forest Acres, South Carolina, didn’t have a self-service frozen yogurt enterprise on the time.
“That hole mattered not simply to her, however to households like ours who beloved that have,” Sarah tells Entrepreneur in a brand new interview. “That second planted the seed.”
The couple realized that bringing a self-service frozen yogurt store to the world wouldn’t simply fulfill a necessity; it will additionally open the doorways to “one thing joyful” and “community-centered,” Sarah says.
“This neighborhood has at all times been residence for us,” she provides. “We’re complete foodies who love frequenting our favourite spots in Forest Acres. Supporting different native companies is one thing we genuinely get pleasure from.”
The Barlows selected a 16 Handles franchise in early 2024 and opened their retailer in June 2025. Inside six months of opening, they’d achieved $1 million in gross sales.
The interview beneath has been edited for readability and concision.
Going into franchising
Stroll me by means of the second you determined, We’re really going to purchase this franchise.Sarah: There wasn’t actually one dramatic second the place we simply awoke and determined to do it. It was extra a sequence of conversations and analysis that steadily gave us confidence that this was the best alternative.
As we realized extra about 16 Handles, talked with the franchise group, reviewed the numbers and realized about their imaginative and prescient for the way forward for the corporate, we began to really feel extra snug with the choice. We might see how the idea would slot in our market and felt just like the model had room to develop.
What assumptions did you might have about franchising moving into that turned out to be incorrect?Ken: One assumption we had going into franchising was that as a result of there was a longtime company construction, all the pieces would run very easily on a regular basis. We shortly realized that franchises are nonetheless operated by folks, and like every enterprise, there might be challenges and hiccups alongside the way in which. What shocked us is that being a franchise proprietor nonetheless requires lots of flexibility and problem-solving. The franchise system offers you an excellent basis and assist, however you’ll be able to’t simply put issues on autopilot. You continue to need to adapt when points come up and work intently with the company group to search out options. That’s in all probability been one in every of our largest classes as house owners.
Progress methods
You constructed a $1 million enterprise in simply six months. How did you do it? What have been a few of your ways for progress?Sarah: A giant a part of our progress actually got here down to 2 issues: location and being lively in the neighborhood from day one. We have been very intentional about securing what we felt was the absolute best location for our retailer in a extremely trafficked procuring heart in a densely populated a part of city. That visibility and regular move of foot visitors made an enormous distinction early on. It put us in entrance of individuals continuously, which helped us construct consciousness shortly and constantly herald new company.
The second main issue has been how deeply we’ve tried to plug into the neighborhood. Since opening, we’ve hosted over 70 fundraising occasions for native nonprofit organizations, and we’ve additionally made it a precedence to assist native sports activities groups, faculties and dance firms immediately. These relationships have been extremely significant, however they’ve additionally helped drive actual, repeat visitors into the shop. For us, progress hasn’t been about one single tactic — it’s been about being in the best place and ensuring we’re exhibiting up for the neighborhood in an actual, constant method.
Ken: Group partnerships and native occasions have been an enormous a part of our enterprise. I wouldn’t say they’re simply “good to have” — they’ve had an actual influence on our income and, simply as importantly, on constructing a loyal buyer base.
Recommendation for potential franchisees
What motion steps did you are taking while you determined you wished to discover franchising? What do you advocate for individuals who don’t know the place to start out?Ken: As soon as we determined we have been critical about exploring franchising, the very first thing we did was get our monetary state of affairs so as. We checked out what we might realistically make investments, talked with lenders and made positive we absolutely understood the full value — not simply the preliminary franchise price, however build-out, working capital and all the pieces that comes with opening a location.
From there, we spent lots of time researching totally different franchise manufacturers and actually attempting to know the techniques behind them. We requested lots of questions, talked to current franchisees and tried to get a practical image of what day-to-day operations would really appear to be.
We additionally went into it understanding it wasn’t going to be a fast course of. Between discovery calls, approvals, web site choice, leases, development and coaching, it takes time. In all probability longer than most individuals anticipate originally. For anybody simply beginning out, our largest suggestion could be to get financially ready early and be affected person with the method. Don’t rush into it. Take the time to actually perceive the model you’re contemplating, discuss to as many individuals as you’ll be able to and be prepared for a studying curve. Franchising could be a nice path, however it’s not an in a single day choice; it’s a dedication that takes planning and persistence.
Recommendation for his or her previous selves
Should you might discuss to yourselves the week earlier than signing the franchise settlement, what would you say?Sarah: I believe we’d inform ourselves two issues: First, belief your instincts, and second, be affected person. There are such a lot of unknowns earlier than you signal a franchise settlement, and it’s simple to second-guess your self or marvel for those who’re making the best choice. Wanting again, all the analysis, questions and due diligence we did gave us a strong basis, and we’d remind ourselves to belief the work we had already put in.
We’d additionally inform ourselves that all the pieces goes to take longer than anticipated. From web site choice and development to allowing and opening day, virtually each step of the method takes extra time than you assume it’ll. That’s not essentially a nasty factor; it’s simply a part of constructing a enterprise.
Most significantly, we’d inform ourselves that the lengthy hours and challenges can be value it. Seeing the shop turn into part of the neighborhood, supporting native organizations and watching clients make 16 Handles a part of their routines has been extremely rewarding. The journey received’t at all times be simple, however it’s one we’ll be glad we took.
