Quick Answer
Treat third-party delivery like a separate product line. A store with 20% delivery mix and a 25% marketplace commission does not have the same economics as a store with 5% delivery mix and mostly walk-in orders, even if both report the same AUV. Before buying a food franchise, ask for delivery mix, effective commission rate, app-menu markup policy, packaging cost, delivery labor impact, refund rates, and whether royalties are charged on gross sales before platform fees.
The Commission Math Buyers Miss
The headline commission is only the starting point. A $40 delivery order can carry food cost, store labor, packaging, payment costs, royalty, brand fund, local marketing, delivery platform commission, refunds and discounts. If the franchisor reports revenue before deducting platform commissions, delivery growth can make Item 19 revenue look healthier while EBITDA gets worse.
$40
App order ticket
25%
Marketplace commission example
$10
Commission dollars before food, labor, royalty and packaging
Published Platform Pricing Snapshot
| Platform | Published structure | Franchise buyer diligence |
|---|---|---|
| DoorDash | Basic, Plus and Premier delivery plans commonly shown at 15%, 25% and 30%; pickup listed separately. | Ask whether the brand mandates a specific DoorDash tier, whether lower tiers reduce visibility, and whether app menu prices can be higher than in-store prices. |
| Uber Eats | Marketplace pricing commonly lists Lite, Plus and Premium tiers around 20%, 25% and 30%, with pickup fees separate. | Check whether Uber One or promotional mechanics change the effective rate and whether the franchisor controls the plan choice. |
| Grubhub | Grubhub discloses plan-based marketing and delivery fee structures, with public materials describing Basic, Plus and Premium economics. | Separate marketing commission, delivery services, processing fees, promotions and ad spend before modeling the real order-level take rate. |
Sources checked June 16, 2026: DoorDash merchant pricing, Uber Eats merchant pricing and merchant fee help pages, and Grubhub for Restaurants pricing materials. Actual negotiated rates can differ for large systems and multi-unit operators.
Where This Shows Up in the FDD
Item 6
Recurring fees
Technology charges, delivery integration fees, online ordering fees, payment processing and ad-tech charges can stack on top of platform commissions.
Item 8
Required purchases
If the franchisor requires specific marketplace, POS, ordering, packaging or menu-management vendors, the buyer may have little ability to avoid unfavorable terms.
Item 11
Computer systems and operations
Delivery tablets, POS integrations, loyalty apps, dispatch systems and kitchen display rules can be mandatory operating standards.
Item 12
Territory
Delivery apps can route orders across trade areas, making nominal territory protection weaker than it looks in the agreement.
Item 19
Financial performance
A high AUV disclosure may not show whether delivery-heavy stores produce lower EBITDA because of commissions and packaging costs.
Item 20
Outlet data
Closures, transfers and non-renewals in delivery-heavy geographies can signal margin pressure that the Item 19 averages hide.
Seven Red Flags
- ●Franchisor advertises delivery sales growth but does not disclose delivery mix, delivery margin or app-menu pricing policy.
- ●Franchisees must use a specific delivery marketplace or integration vendor controlled by the franchisor or an affiliate.
- ●The brand prohibits app menu markups even when commissions are 20% to 30%.
- ●Delivery royalties and ad fund fees are calculated on gross sales before marketplace commissions.
- ●Operators say delivery is necessary to maintain top-line sales but does not add meaningful profit.
- ●The franchisor uses delivery-only virtual brands or ghost kitchens that sell into existing franchisee territories.
- ●The franchisor owns customer data from app, loyalty or online ordering channels while franchisees absorb the service cost.