EMPORIUM · PATHWAY B
The two channels, top down
Both channels start on day one and run at the same time. Read down either side — the mechanism introduced at each level is boxed underneath the step. They meet once, at the match.
YOU — judgement
CRM — runs itself
EMPORIUM — signs and approves
MECHANISM introduced
One development channel
Regional and sub-regional centres. Two searches, never sequential.
Channel A · Centres
The supply side — finding the tenancy
A1 · Build the universe
YOUEvery centre in the target grades, with owner, fund, named leasing contact, GLA, anchors and live vacancy.
MECHANISM INTRODUCED
Centre Database — ~350 recordsCentre custom object
A2 · Find the failing cafe
MONTHLYCatch the vacancy weeks before it is publicly listed, so the first email is about something real.
MECHANISM INTRODUCED
Closed-cafe sweepDirectory diffListing alerts
A3 · Approach the decision-maker
YOUTen to fifteen a day, from one real address, each naming the actual tenancy. National leasing manager first — never the centre manager.
MECHANISM INTRODUCED
Daily outreach rhythmSpam Act green rule
A4 · Track the mandate
CRMIdentified → Contacted → Replied → Details received → Terms agreed → Signed. Follow-ups land as tasks, drafted by you.
MECHANISM INTRODUCED
Pipeline A — 6 stagesW5 · day 4 and day 11
A5 · Negotiate the terms
YOUNine items settled before anything is signed. The contribution is the one that decides how much of the buy-in the group keeps.
MECHANISM INTRODUCED
Nine-item checklistContribution and clawbackOccupancy and assignment
A6 · The lease is signed
EMPORIUMEmporium holds the head lease, as it always does. You are not a party to it and are not named in it.
MECHANISM INTRODUCED
Centre record goes liveCapture Log opens
Channel B · Operators
The covenant side — finding the person
B1 · Source candidates
YOUExisting franchisees first — they convert at twenty-one times an internet lead. Then the coffee expo. Portals last.
MECHANISM INTRODUCED
Second-store programExpo standSEEK Business
B2 · Answer inside the hour
CRM + YOUEverything gets a response. The CRM acknowledges and books you a call task due in sixty minutes; you make the call.
MECHANISM INTRODUCED
W1 · first responseW2 · reply stops nurtureSpeed-to-lead target
B3 · Send the questionnaire
YOUForty questions. Every scored answer is a tick box worded exactly as the scoring table, so transcription is a copy, never a judgement.
MECHANISM INTRODUCED
Questionnaire — candidate copyTag: qnr-sent
Day 3, day 7, day 14, then stop. Archived at 21. Exits on the returned form, not on a reply — "I'll get to it" is not a form.
MECHANISM INTRODUCED
W6 · questionnaire chaseEnquiry Log (interim)
Five hard gates that decline regardless of score, then nine dimensions out of 100. A blank gate returns INCOMPLETE, not a verdict.
MECHANISM INTRODUCED
Scoring WorkbookRFI triggersQualifier Result fields
Three screened, capital-cleared operators standing ready before a site is signed. This is the whole point of running the channel in parallel.
MECHANISM INTRODUCED
Saved view: Qualified benchW4 · 14-day stall alert
The match
A centre is associated to an operator's open deal — many-to-many, so one centre can go to three candidates and each keeps its own stage.
C1 · Site tour and operator fit
YOUThey walk the centre. This is the judgement the whole pipeline exists to put in front of you cheaply.
MECHANISM INTRODUCED
W3 · stage gate tasks
C2 · Group approval
EMPORIUMYou recommend. Emporium approves every operator, every site and every fitout. You approve nobody.
MECHANISM INTRODUCED
Approval gate
C3 · The statutory clock
EMPORIUMInformation Statement inside 7 days · disclosure pack at least 14 days before signing · independent advice with written confirmation · 14 days cooling off. Roughly a month that no amount of speed can compress.
MECHANISM INTRODUCED
Compliance date fieldsContribution disclosed
Built against the landlord contribution, to Emporium's spec, on programme. Every cost, date and variation captured as it happens.
MECHANISM INTRODUCED
Capture Log — 10 tabsFriction log
Takeover
The operator pays the buy-in and takes the store. Emporium's solo exposure on that tenancy ends, the fitout balance is recovered, and the completion fee is triggered out of the buy-in — not out of the group's own funds.
Why it is drawn as two columns and not one list.
Under the old model these ran end to end — a centre was secured, then a franchisee was looked for, so every deal carried the length of both searches added together, and the store sat finished and empty while the slower search started from zero. Run side by side, the deal takes the longer of the two rather than the sum, and the group carries each tenancy alone for a materially shorter period. Everything in Channel B above exists to make sure the bench is full before Channel A reaches A6.