Franchise Profit Margin by Industry: The Real Numbers (2026 Data)

Why Margins Matter More Than Brand Name

Most franchise buyers spend 90% of their research time evaluating brand names and almost no time understanding the fundamental economics of the industry category they're entering.

This is backwards.

The difference between owning a food franchise and a B2B service franchise isn't just operational style — it's a 15-20 percentage point gap in profit margins. That gap means the difference between a business that generates $60K per year and one that generates $200K per year at the same revenue level.

At Franchise KI, we've analyzed 4,000+ franchise brands across every major category. Here's the honest data on what franchises actually earn by industry — and what drives the differences.

How to Read These Numbers: EBITDA vs. Owner Earnings

Before we get into the data, a critical distinction:

• EBITDA margin (Earnings Before Interest, Taxes, Depreciation, and Amortization) — the operating profit of the business before financing costs
• Owner earnings / SDE (Seller's Discretionary Earnings) — EBITDA plus owner salary add-backs; what the owner actually controls

Most Item 19 disclosures show gross revenue, not net earnings. The margin data below is derived from industry benchmarks, FDD financial statements, and real-world P&Ls from our placement history. Use it as a framework — your specific brand, market, and lease terms will vary.

Food and Restaurant Franchises: High Revenue, Thin Margins

EBITDA margin range: 6-15% (varies significantly by sub-category and brand)

The QSR P&L Model

Cost Category	% of Revenue	Notes
COGS (food + packaging)	26-32%	Better brands have tighter supply chains
Labor	28-35%	Biggest variable; minimum wage increases compress this
Royalties + marketing fund	7-12%	McDonald's is ~17%; average QSR is ~8-10%
Occupancy (rent + NNN)	8-12%	Critical variable — drive-thru formats help
Other operating expenses	5-8%	Utilities, repairs, supplies, tech
EBITDA margin	6-12%	Strong operators 10-15% at high-AUV brands

The math on a $1M QSR location: $80K-$120K in EBITDA. After debt service on a $300K SBA loan (~$35K/yr), you're taking home $45K-$85K per location. This is why successful QSR operators run 3-10+ locations — the model only works at scale.

Fast Casual vs. QSR

Fast casual brands (Chipotle-style, better burger, etc.) often have higher AUVs ($1.2M-$2M+) but also higher labor costs and occupancy. Margins are similar at 6-12%, but the larger revenue base means more absolute dollars per location. The catch: build-out costs are higher ($450K-$700K vs $250K-$400K for QSR).

Dessert and Specialty Food

Dessert brands (cookie, bundt cake, frozen yogurt, smoothie) have highly variable margins depending on the specific category and format:

• Cookie/bakery (e.g., Crumbl, Nothing Bundt Cakes): 8-14% EBITDA — premium pricing helps, but labor is skilled and costly
• Frozen yogurt / ice cream: 8-12% EBITDA — highly seasonal; strong summer, weak winter
• Smoothie/juice: 10-16% EBITDA — health/wellness premium supports pricing; lower labor than bakery

Fitness Franchises: Better Margins, High Capital

EBITDA margin range: 10-22%

Fitness is one of the more attractive margin profiles in franchising — memberships are recurring revenue, COGS are near-zero, and the model scales without proportionally scaling headcount.

The Fitness P&L Model

Cost Category	% of Revenue	Notes
COGS (supplements, merchandise)	3-8%	Near-zero for pure membership models
Labor (coaches, front desk, management)	30-40%	Boutique fitness higher; big-box lower
Royalties + marketing fund	6-10%	F45 is 7.5%; Orange Theory is ~8%
Occupancy	15-22%	High; fitness needs large, quality space
Equipment replacement/financing	3-6%	Large upfront, ongoing replacement
Other operating expenses	5-8%
EBITDA margin	10-22%	Strong brands/operators hit 18-22%

The catch with fitness: Startup costs are extremely high ($300K-$1M+), ramp-up to breakeven is long (12-24 months), and membership churn requires constant lead generation. The 2020-2021 pandemic also permanently closed thousands of fitness franchises — understand the fragility of the model during disruptions.

Strong fitness operators who hit 400+ member breakeven quickly can achieve excellent returns (18-22% margins). Operators who struggle with member acquisition post-opening can lose money for 18+ months.

Home Services: The Best Risk-Adjusted Margins in Franchising

EBITDA margin range: 15-28%

Home services is consistently underrated by franchise buyers who want a "real" business with a physical location. The margins tell a different story.

Why Home Services Margins Are Strong

• No retail lease: Operating from a vehicle or home-based office eliminates 10-15% occupancy overhead
• Recurring demand: Pest control, lawn care, and HVAC maintenance generate repeat business on predictable schedules
• Scalable labor: Add a van/technician, add revenue — the model scales more linearly than a fixed-seat restaurant
• Lower competition from large chains: Home services is fragmented — no single brand has 20% market share in any sub-category

Home Services Sub-Category Margins

Category	EBITDA Margin	Key Cost Drivers
Residential cleaning	15-22%	Labor (cleaners); vehicle/insurance; customer acquisition
Pest control	20-28%	Chemical COGS; technician labor; route density critical
Lawn care / landscaping	15-22%	Equipment; seasonal labor; weather dependency
HVAC / plumbing	18-25%	Skilled tech labor; high ticket prices offset; equipment
Home inspection	25-35%	Very low COGS; single operator model; real estate market dependent
Painting (interior/exterior)	15-20%	Labor-intensive; project-based; good AUV potential

For a full breakdown of the home services category, see: Home Services Franchise Comparison 2026.

B2B Service Franchises: The Highest Margins, Lowest Visibility

EBITDA margin range: 20-35%

This is the most underappreciated category in franchising. B2B service franchises — staffing agencies, commercial cleaning, business coaching, printing, IT services, marketing services — deliver exceptional margins because:

• Near-zero COGS on the service itself (you're selling expertise and labor, not manufactured goods)
• No retail space required — many operate from a home office
• Recurring contract revenue — commercial cleaning clients sign 12-month contracts; staffing clients place monthly orders
• Lower minimum wage pressure — skilled B2B labor commands real wages, reducing minimum wage exposure

B2B Franchise P&L Model

Example: commercial cleaning franchise at $600K annual revenue

Category	Amount	% Revenue
Labor (cleaning staff)	$(240,000)	40%
Supplies/chemicals	$(30,000)	5%
Royalty + marketing (8%)	$(48,000)	8%
Vehicle/insurance/admin	$(42,000)	7%
EBITDA	$240,000	40%

That's exceptional — though a 40% margin is at the top end. Expect 20-30% on average for B2B service franchises, with strong operators reaching 30-35%.

The challenge with B2B: lower AUVs mean smaller absolute dollars, particularly early. A $300K B2B franchise at 25% margins generates $75K in EBITDA. You need to scale revenue — either by growing your client base or acquiring additional territories.

Senior Care Franchises: Strong Demographics, Nuanced Margins

EBITDA margin range: 15-22%

Non-medical senior care (companion care, home assistance, light personal care) is one of the strongest growth categories driven by demographics: 10,000 Americans turn 65 every day, and 90% prefer to age in place.

The margin profile is solid but requires scale. A single caregiving territory typically needs $800K-$1.5M in annual revenue to generate strong margins. The first 12-18 months are typically near-breakeven as you build caregiver staff and client base simultaneously.

• Labor is the dominant cost (60-70% of revenue for caregiver wages)
• No COGS, no inventory
• Royalties run 4-7% of revenue
• Strong referral network (hospitals, discharge planners, VA) drives lower customer acquisition cost over time

Personal Care and Salon Franchises: Lifestyle Appeal, Tighter Margins

EBITDA margin range: 8-18%

Hair salons, nail studios, massage franchises, and waxing concepts are popular lifestyle businesses — but the margin reality is more challenging than buyers expect.

Common margin pressures:

• High retail occupancy costs (prime strip mall location = 12-15% of revenue)
• Service provider labor (stylists/therapists take 40-50% of service revenue in commission-based models)
• High turnover among service providers
• Limited price elasticity — customers resist rate increases in competitive markets

The membership model (Massage Envy, European Wax, Hand & Stone) helps smooth revenue and improve margins vs. pure walk-in models. But managing member churn is an ongoing operational challenge.

The 3-Year Payback Standard: Applying Margins to Investment Decisions

At Franchise KI, we use a simple benchmark: your franchise investment should pay back within 3 years of operations through EBITDA.

Here's how to apply it:

1. Identify the median AUV from Item 19 for your target brand
2. Apply the industry EBITDA margin range to estimate annual earnings
3. Divide your total investment by annual EBITDA
4. If the result is over 5 years, the risk-reward profile is questionable

Example: $450K investment in a home services franchise with $700K AUV at 22% EBITDA = $154K/year. Payback = 2.9 years. That's a strong deal.

Example: $600K investment in a fitness franchise with $500K AUV at 12% EBITDA = $60K/year. Payback = 10 years. That's a poor deal at those numbers.

For a detailed walk-through of how to evaluate franchise financial performance, see: How to Read Franchise Item 19: The Financial Performance Disclosure Decoded.

The Variables That Matter Most

These margin ranges are industry benchmarks — your actual margins will be determined by:

• Your specific brand's royalty rate — a 4% royalty vs. a 10% royalty is a 6-point margin difference on every dollar of revenue
• Your local labor market — minimum wage in California vs. Texas can swing margins 3-5 points
• Your lease terms — a bad lease can destroy a great business model
• Your operational execution — the gap between top-quartile and bottom-quartile franchisees in any system can be 15+ margin points
• Your market density — a territory with 150,000 people vs. 75,000 people isn't just twice the revenue opportunity; it's the difference between viable and marginal

How Franchise KI Helps You Find the Right Margin Profile

We've placed 500+ franchise buyers across every major industry category. Our process starts with your capital, goals, and risk tolerance — then works backward to identify the margin profile and industry category that makes sense for you, before we look at specific brands.

Too many buyers fall in love with a brand concept without modeling whether the industry economics can deliver their financial goals. We reverse that process.